Channel Manager
About The Position
The Channel Manager, Americas will lead the development and expansion of Barksdale’s distributor network across North America, Canada, and South America. This highly visible role will shape go-to-market activities and growth through channel partners, serving as an ambassador for the Barksdale brand while building new distributor relationships and strengthening existing ones. The role coordinates regional channel activities with Regional Sales Managers, drives distributor engagement and performance, and advances channel growth and market coverage. It reports directly to the VP of Global Sales & Marketing. The position develops channel strategies, manages partner relationships and performance, identifies and onboards new partners, and uses market, industry, competitive, customer, and sales data to identify opportunities. It also supports partner development through training, business planning, product introductions, trade shows, customer visits, and distributor meetings. Travel throughout the assigned regions is required, up to 50%.
Requirements
- Bachelor’s degree in Business, Marketing, Engineering, or a related field.
- 7–10 years of progressive experience in channel management, distribution management, sales management, or a related commercial leadership role.
- Demonstrated experience directly managing national or multi-regional industrial distributors, including corporate and branch-level relationships, joint business planning, training, POS and inventory analysis, sales forecasting, commercial or contract negotiations, and partner scorecards.
- Proven success developing and executing channel growth strategies across multiple geographic regions.
- Experience identifying, evaluating, onboarding, and managing distributor and channel partner relationships.
- Strong understanding of distribution channels, partner programs, and indirect sales strategies.
- Experience conducting market analysis and developing business plans to support growth initiatives.
- Strong relationship management, negotiation, presentation, and communication skills.
- Ability to analyze sales data, market trends, and channel performance metrics to drive business decisions.
- Proficiency with CRM systems and Microsoft Office applications.
- Ability to travel up to 50%.
Nice To Haves
- Experience within industrial manufacturing, controls, instrumentation, automation, fluid power, or related technical product industries.
Responsibilities
- Develop and execute channel strategies to support sales growth, market penetration, and geographic expansion throughout North America, Canada, and South America.
- Manage and strengthen relationships with existing distributors, representatives, and channel partners.
- Identify, vet, and onboard new channel partners in targeted markets.
- Review channel partner performance and implement action plans to improve sales effectiveness and market coverage.
- Analyze markets, industry trends, competitive activity, and customer needs to identify growth opportunities and recommend channel strategies.
- Develop and implement channel optimization initiatives to improve partner productivity, customer reach, and revenue generation.
- Create and deliver product, application, and sales training programs for channel partners.
- Work with Regional Sales Managers and business leadership to establish channel objectives, sales targets, and development plans.
- Monitor and report channel performance metrics, business opportunities, and market developments.
- Support new product introductions and market development initiatives through channel partner engagement and training.
- Participate in trade shows, customer visits, and distributor meetings to strengthen relationships and identify business opportunities.
- Travel throughout assigned regions to maintain channel engagement and support business growth objectives.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
