Channel Sales Manager

Job Description

Channel Sales Manager – North America

Remote | Michigan Strongly Preferred

Candidates located in Indiana, Illinois, Wisconsin, Ohio, or Pennsylvania will also be considered.

Travel Throughout North America (30–50%)

About Ross Controls

Ross Controls is a global industrial manufacturer specializing in fluid power safety, machine safety, pneumatic control, hydraulic, and automation solutions. Headquartered in Ferndale, Michigan, the company designs and manufactures pneumatic valves, safety systems, controls, and engineered solutions used by OEMs and industrial manufacturers throughout the world.

Founded in 1921, Ross Controls is recognized as a leader in pneumatic valve technology and safety systems, helping organizations improve operator safety, regulatory compliance, and operational performance.

With a growing portfolio of industrial brands and an extensive distributor network, Ross delivers innovative solutions that enable safer, more efficient automated operations.

About the Role

ROSS Controls is creating a new Channel Sales Manager role to strengthen, optimize, and grow our North American distributor network. This highly visible position will serve as the primary liaison between ROSS and our distributor partners throughout the United States and Canada.

This is not a traditional regional or territory sales role. The successful candidate will primarily focus on channel strategy, distributor development, partner engagement, business reviews, performance management, channel optimization, and revenue growth through independent distribution partners.

As our portfolio continues to expand across multiple product lines and brands, we are seeking an experienced channel professional who can help build stronger distributor partnerships, improve channel effectiveness, create accountability, and drive long-term growth.

This role is ideal for someone who enjoys influencing without authority, building relationships, solving business challenges, and creating strategies that drive channel success.

What You'll Do

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• Develop, manage, and grow the distributor network throughout North America
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• Serve as the primary liaison between Ross Controls and independent distribution partners
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• Own distributor relationship strategy, engagement planning, performance management, and business growth initiatives
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• Build strong relationships with distributor principals, sales leaders, and channel personnel
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• Conduct regular business reviews and quarterly business reviews (QBRs) focused on sales performance, growth opportunities, and strategic initiatives
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• Establish performance expectations and accountability metrics with distributor partners
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• Monitor distributor performance and implement plans to improve results and address underperformance
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• Develop distributor recovery plans and growth plans as needed
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• Identify, evaluate, recruit, onboard, and develop new channel partners where strategic coverage is required
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• Deliver product, sales, application, and channel-development training programs
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• Support distributors with territory planning, account development, market penetration, and growth strategies
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• Manage channel activities, pipeline opportunities, and forecasting within CRM systems
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• Analyze channel performance, sales trends, distributor effectiveness, and market opportunities
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• Partner closely with Sales, Marketing, Customer Service, Operations, Product Management, and Engineering teams
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• Support product launches, channel marketing initiatives, trade shows, and industry events
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What We're Looking For

Required Qualifications

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• Bachelor's degree in Business, Marketing, Engineering, or equivalent industry experience
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• 5+ years of dedicated channel management, distributor management, channel development, or partner management experience within an industrial or manufacturing environment
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• Proven success growing revenue through industrial distributors
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• Experience developing and executing channel growth strategies
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• Experience conducting distributor business reviews and performance management discussions
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• Experience managing distributor performance, accountability, and growth planning
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• Proven ability to influence distributor principals, sales leadership teams, and internal stakeholders without direct authority
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• Strong relationship-building, communication, and presentation skills
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• Experience utilizing CRM systems for pipeline management, forecasting, and reporting
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• Highly organized and self-directed with the ability to manage multiple priorities independently
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• Ability to travel throughout North America and maintain a valid passport for travel to Canada
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Preferred Industry Experience

Experience in one or more of the following industries is highly desirable:

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• Pneumatics
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• Hydraulics
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• Fluid Power
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• Industrial Automation
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• Machine Safety
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• Motion Control
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• Industrial Controls
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• OEM Manufacturing
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• Process Automation
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• Industrial Distribution
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What Makes You Successful

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• You are a natural relationship builder who enjoys working with distributors and channel partners.
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• You balance distributor advocacy with accountability and business discipline.
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• You are proactive, organized, and capable of working with limited supervision.
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• You thrive in a collaborative environment and work effectively across multiple departments.
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• You bring creativity and flexibility when solving business challenges.
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• You can influence outcomes and drive accountability without direct authority.
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• You are a self-starter who takes ownership and follows through.
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• You are comfortable working in a fast-moving, entrepreneurial environment with limited bureaucracy.
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• You are comfortable engaging both distributor leadership and front-line sales teams.
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• You use data, analytics, and CRM discipline to drive decisions and identify growth opportunities.
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Why Join Us

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• Newly created, high-impact role with significant visibility across the organization
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• Opportunity to shape and strengthen a North American distributor network supporting approximately $40 million in annual sales
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• Stable, growing organization with more than 100 years of history
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• Collaborative, family-oriented culture with accessible leadership and minimal bureaucracy
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• Opportunity to make a direct impact on growth, channel strategy, and customer engagement
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• Autonomy to develop relationships, drive initiatives, and influence business outcomes
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• Work alongside a leadership team that values humility, innovation, collaboration, and continuous improvement
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Ready to Make an Impact?

If you're a proven industrial channel professional who enjoys developing distributor networks, driving growth, creating accountability, and building lasting partnerships, we'd love to hear from you.