Channel Sales Manager

Your role The Sales Manager leads a virtual sales team to achieve regional revenue targets while managing key accounts and distributor channels. As part of the Leybold North America Sales Management Team, this role contributes to sales strategy, product launches, and target account penetration, with a focus on the rough vacuum market. Key Responsibilities Channel Program Design & Management Design and implement a structured distributor program, including discount models, reward tiers, performance metrics, and incentives Develop a parallel framework for the agent network with clear activity requirements, commission structures, and accountability standards Define go-to-market guidelines for when to leverage distributors vs. agents across segments and opportunities Ensure programs align with margin, growth, and partner engagement objectives Continuously refine programs based on performance data and market feedback Distributor Relationship Management Serve as the primary commercial contact for the U.S. and Canada distributor network Identify coverage gaps and recruit, evaluate, and onboard new partners Support Mexico in building a localized distributor program Drive accountability through performance expectations and regular business reviews Channel Strategy & Go-to-Market Partner with the VP/Business Line Manager and division sales leaders to define channel strategy Determine optimal coverage models (direct vs. indirect) while minimizing channel conflict Identify ideal partner profiles by segment, vertical, and geography Act as a subject matter expert on indirect channel best practices Inside Sales Leadership Manage and develop a growing inside sales team (U.S. and Mexico) Align team activities with divisional priorities and sales opportunities Establish operating structure, including lead management, quoting, and pipeline support Foster a performance-driven culture and build commercial capabilities First-Year Success Measures Distributor program launched with defined tiers, pricing, and performance criteria Agent framework established and adopted by the Scientific Vacuum sales team Strong distributor engagement through consistent performance reviews At least one new distributor onboarded to address market gaps Inside sales team operating with clear roles, workflows, and accountability Progress made on Mexico distributor program with a localized structure in development To succeed, you will need Education Bachelor's degree in a technical discipline preferred Alternatively, 5+ years of experience in technical product marketing, technical sales, or product management support Experience 5+ years of experience in the vacuum industry preferred Proven experience in B2B indirect channel management (distributors, agents, resellers, or manufacturer representatives) Strong understanding of channel program design, including discount structures, performance tiers, incentives, and partner accountability Ability to operate at both strategic (program design, partner selection, go-to-market strategy) and tactical (partner engagement, relationship management) levels Experience in technical B2B sales environments such as industrial equipment, instrumentation, capital goods, or similar sectors People management experience preferred; strong individual contributors with leadership potential will also be considered Core Competencies Builder mindset: Able to establish structure and processes in evolving environments while aligning internal stakeholders and partners Commercial acumen: Understands channel economics, margin dynamics, and how to design profitable, motivating partner programs Collaboration: Effectively partners with cross-functional teams and sales leaders without direct authority Accountability & self-awareness: Proactively seeks feedback and continuously improves approach Data-driven & organized: Uses metrics to track performance, prioritize activities, and guide decision-making Adaptability: Balances strategic planning with hands-on execution based on business needs Additional Requirements Valid driver's license In return, we offer We believe there is always a better way. Open for change and feedback is what defines our culture. We support you on your journey: individual learning opportunities, world-wide job opportunities or technical training from our academy. The safety and well-being of our employees is important to us, which is why we set high standards for your workplace safety. We offer a competitive compensation package (Relocation Assistance, Medical, Dental, Vision, Vacation, Sick, Holiday Pay, 401k, Paternal and Maternal leave, relocation assistance, short-term and long-term disability and more LEYBOLD USA INC. is an Equal Opportunity Employer - M/F/Disabled/Veterans #LI-Remote #UUY Job location This role is fully remote, enabling you to work from anywhere in the world. We value results over location and provide the tools and support you need to succeed from any location. Contact information Talent Acquisition Team: Ian Boudreaux