Channel Sales Manager

Your roleThe 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 ResponsibilitiesChannel Program Design & ManagementDesign and implement a structured distributor program, including discount models, reward tiers, performance metrics, and incentivesDevelop a parallel framework for the agent network with clear activity requirements, commission structures, and accountability standardsDefine go-to-market guidelines for when to leverage distributors vs. agents across segments and opportunitiesEnsure programs align with margin, growth, and partner engagement objectivesContinuously refine programs based on performance data and market feedbackDistributor Relationship ManagementServe as the primary commercial contact for the U.S. and Canada distributor networkIdentify coverage gaps and recruit, evaluate, and onboard new partnersSupport Mexico in building a localized distributor programDrive accountability through performance expectations and regular business reviewsChannel Strategy & Go-to-MarketPartner with the VP/Business Line Manager and division sales leaders to define channel strategyDetermine optimal coverage models (direct vs. indirect) while minimizing channel conflictIdentify ideal partner profiles by segment, vertical, and geographyAct as a subject matter expert on indirect channel best practicesInside Sales LeadershipManage and develop a growing inside sales team (U.S. and Mexico)Align team activities with divisional priorities and sales opportunitiesEstablish operating structure, including lead management, quoting, and pipeline supportFoster a performance-driven culture and build commercial capabilitiesFirst-Year Success MeasuresDistributor program launched with defined tiers, pricing, and performance criteriaAgent framework established and adopted by the Scientific Vacuum sales teamStrong distributor engagement through consistent performance reviewsAt least one new distributor onboarded to address market gapsInside sales team operating with clear roles, workflows, and accountabilityProgress made on Mexico distributor program with a localized structure in developmentTo succeed, you will needEducationBachelor’s degree in a technical discipline preferredAlternatively, 5+ years of experience in technical product marketing, technical sales, or product management supportExperience5+ years of experience in the vacuum industry preferredProven 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 accountabilityAbility to operate at both strategic (program design, partner selection, go-to-market strategy) and tactical (partner engagement, relationship management) levelsExperience in technical B2B sales environments such as industrial equipment, instrumentation, capital goods, or similar sectorsPeople management experience preferred; strong individual contributors with leadership potential will also be consideredCore CompetenciesBuilder mindset: Able to establish structure and processes in evolving environments while aligning internal stakeholders and partnersCommercial acumen: Understands channel economics, margin dynamics, and how to design profitable, motivating partner programsCollaboration: Effectively partners with cross-functional teams and sales leaders without direct authorityAccountability & self-awareness: Proactively seeks feedback and continuously improves approachData-driven & organized: Uses metrics to track performance, prioritize activities, and guide decision-makingAdaptability: Balances strategic planning with hands-on execution based on business needsAdditional RequirementsValid driver’s licenseIn return, we offerWe 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 moreLEYBOLD USA INC. is an Equal Opportunity Employer – M/F/Disabled/Veterans#LI-Remote#UUYJob locationThis 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 BoudreauxUniting curious mindsBehind every innovative solution, there are people working together to transform the future. With careers sparked by initiative and lifelong learning, we unite curious minds, and you could be one of them.