Channel Sales Manager

Job Description:

We are currently seeking a Channel Sales Manager to drive growth through an established distributor network by strengthening partner relationships, expanding market coverage, and improving overall channel performance. This position will own the partner relationship and regional channel plan, with a focus on helping distributor partners grow through strategic planning, sales enablement, performance management, and ongoing engagement. This opportunity is well suited for a sales professional who understands how to grow a business through distribution and enjoys developing long-term partnerships, improving channel capabilities, and identifying new opportunities for growth.

Responsibilities

Develop and execute a regional channel plan focused on sustainable revenue and gross profit growth

Build and maintain strong relationships with distributor principals, sales leaders, and sales representatives

Lead annual partner planning and establish growth priorities, target markets, performance objectives, and action plans

Conduct regular business reviews to evaluate performance, pipeline, market opportunities, and execution gaps

Analyze market potential and distributor coverage to identify opportunities for expansion

Identify and support the recruitment of new distributor partners when additional coverage is needed

Strengthen distributor capabilities through coordinated product, application, sales, and process training

Monitor partner performance and provide coaching and strategic support

Maintain visibility into key customer opportunities, pipeline activity, and competitive developments

Collaborate across sales and business development teams to support strategic opportunities

Maintain accurate partner, opportunity, activity, and forecast information within Salesforce

Qualifications

5+ years of experience in channel sales, distribution management, business development, or B2B sales

Demonstrated success developing distributor relationships and improving channel performance

Strong business planning, consultative selling, coaching, negotiation, and relationship-management skills

Ability to analyze sales, pipeline, market, and partner performance data and translate findings into action

Experience with CRM systems; Salesforce experience preferred

Strong organizational skills with the ability to independently manage a broad geographic region

Willingness to travel approximately 35–50%

Required Skills

Channel sales, distribution management, business development, or B2B sales experience

Distributor relationship development and channel performance improvement

Business planning and consultative selling

Coaching, negotiation, and relationship management

Sales, pipeline, market, and partner performance data analysis

CRM systems experience

Organizational skills to manage a broad geographic region

Preferred Skills

Salesforce experience

Industrial manufacturing experience

Automation experience

Engineered products experience

Material handling experience

Industrial distribution experience

Experience in other technical product environments