Channel Sales Manager (United States)

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