Channel Manager

Overview Are you someone who is passionate, motivated, and driven to make a difference? If so, MSA Safety is the perfect fit for your career. At MSA, SAFETY is who we are AND it is what we do. We are a purpose-driven company committed to deploying innovation and technology to deliver on our Mission to help protect people and assets all around the world. We continue to be relentless in our pursuit of solving our customers greatest problems so they can go home safe each and every day. Are you in? Read on for more details about this particular role. Responsibilities The Sr. Manager/Director, Channel Sales & Distribution Performance is responsible for driving revenue growth and partner productivity across the Fire Service business through a network of distributors across the U.S. and Canada. This role owns the performance, structure, and effectiveness of the channel—ensuring the right partners are in place, expectations are clear, and results are consistently delivered. The Director will operate as a hands‑on leader, actively managing partner performance, strengthening accountability, and improving overall channel execution. Key Responsibilities Channel Ownership & Growth Own performance of the Fire Service channel, including revenue growth, market share, and partner productivity Drive growth by improving channel coverage, increasing partner output, and expanding within existing accounts Translate business objectives into clear, actionable channel priorities with measurable outcomes Partner Performance Management (Core Focus) Drive performance across distributors, dealers, and partner reps through: Defined KPIs and performance scorecards Regular business reviews (QBRs/MBRs) Structured performance management and accountability Identify performance gaps and take action to improve results, including partner development, escalation, or replacement Balance strong partner relationships with clear expectations and measurable outcomes Distribution Network Leadership Manage and optimize a network of channel partners across the U.S. and Canada Ensure effective territory coverage, partner alignment, and clear roles within the channel Evaluate and refine the channel structure to support growth and customer access Field Execution & Alignment Partner closely with sales and field teams to ensure consistent execution through the channel Ensure adoption of pricing strategies, promotions, and go-to-market programs by partners Align internal teams and partners around shared priorities and execution plans Channel Analytics & Insights Use data to assess partner performance, pipeline health, and coverage gaps Develop and execute plans to improve underperforming areas of the channel Provide clear visibility into channel performance, risks, and growth opportunities Operating Discipline & Process Rigor Establish and maintain a structured cadence for partner engagement, forecasting, and reporting Drive consistency and accountability in channel management processes Improve visibility into channel performance through standardized tools and metrics Qualifications Required 8–12+ years of experience in channel / indirect sales leadership Proven experience managing distributor and/or dealer networks (not just direct sales teams) Demonstrated success improving channel partner performance and accountability Experience leading structured partner management processes (QBRs, scorecards, performance plans) Background in industrial, safety, fire service, or related B2B markets Preferred Experience optimizing or restructuring a channel network Experience working within multi-tier distribution environments Track record of improving underperforming partner networks Strong analytical capability with ability to translate insights into action Education Required Bachelors degree in related field. Education Preferred Masters degree in related field. #J-18808-Ljbffr