Channel Sales Manager

2 weeks ago

Fort Wayne, United States Diversified Recruitment Services, LLC Full time

Position Description:

The Channel Manager will oversee all Channel Programs with responsibility to develop, execute, maintain, and monitor associated activities. The Channel Manager will be responsible for developing our strategies and executing programs to increase brand awareness, mindshare, and demand generation for full solution of products with our Distributor Partners, System Integrators, and other partners. The ideal candidate will be able to effectively lead cross-functional teams made up of Sales, Marketing, Finance, and others to execute all programs. A strong drive, solid communication skills and ability to work well in teams is critical to this role.


Channel Manager Responsibilities include:

  • Own and drive the Channel Program to deliver profitable revenue growth and mindshare.
  • Develop annual revenue targets and goals
  • Manage annual and quarterly business reviews with partners and key stakeholders.
  • Develop joint strategic action plans with key partners and follow through to completion in collaboration with sales team.
  • Compile and communicate monthly scorecards to partners and provide finance with data for rebate accruals (working with financial analyst to obtain/review data).
  • Drive new product launch promotion and activities with distribution partners.
  • Drive new product additions/introductions with MRO distributors to expand products they market and offer.
  • Collaborate with Channel Sales Team to execute marketing campaigns, develop sales enablement tools and grow business with key partners.
  • Engage with marketing contacts and leadership at partners to develop messaging, marketing collateral, tools and programs to help drive product sales and mindshare.
  • Conduct on-site visits to partners as needed to understand their business and needs
  • Manage the Partner Portal content and functionality through collaboration with sales, marketing, IT, and finance teams
  • Develop additional programs/promotions to drive revenue through our partners
  • Assist with continuous improvement/development of our Channel Programs including communications, collateral, content development, and sales enablement.
  • Work closely with Sales, Marketing, Product and Finance teams.


Required Qualifications:

  • Bachelor’s Degree preferred.
  • 5+years of experience with partner/distributor/channel management.
  • Process driven.
  • Demonstrates professional written and verbal communication and interpersonal skills.
  • Experience with managing budgets and sales analysis.
  • Experience in strategic planning and execution of action plans.
  • Industrial automation industry experience preferred.
  • Effective at motivating teams to produce quality materials within tight timeframes and simultaneously manage several projects.
  • Active participation and facilitation of group meetings.
  • Possess robust leadership skills and abilities, excellent communication skills with all levels of employees/management, and maintain strong planning, organization, and follow up.
  • Must have working knowledge of MS Word, Excel, and MS Outlook.
  • Must be able to perform multiple tasks and be very detail oriented.

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