Channel Manager

Smiths Group • Edgewood, MD

1d

About The Position

The Channel Manager oversees strategic planning, operational excellence, and relationship management across channel partners. The role ensures that partners are supported to drive sales performance and understand organizational expectations. The manager develops channel strategy and reporting, builds productive partner relationships, supports sales opportunities and complex tenders, improves partner readiness and customer experience, monitors performance, resolves issues, and improves channel processes and tools.

Requirements

• Bachelor’s degree in business, marketing, or a related field, or equivalent relevant experience.
• Demonstrated experience managing distributors, channel partners, or indirect sales relationships in a business-to-business environment.
• A record of developing partner plans and turning them into measurable commercial results.
• Experience managing a sales pipeline, assessing partner performance, and using data to make commercial decisions.
• Ability to lead complex opportunities and coordinate work across multiple functions without direct authority over every contributor.
• Strong commercial judgment and negotiation skills, with the ability to build credibility with partner leaders and internal stakeholders.
• Clear written and verbal communication skills, including the ability to present plans, performance, and recommendations to leadership.

Nice To Haves

• Three to five years of channel management experience is preferred.
• Industry-specific experience in technology, manufacturing, or services is preferred.
• Strong understanding of indirect sales models, partner programs, business development, or related roles.

Responsibilities

• Develop and execute a channel strategy for the assigned territory, aligning partner coverage, market opportunities, and commercial priorities with organizational growth objectives.
• Develop and execute regular reporting on partner performance.
• Build productive relationships with existing distributors and channel partners.
• Establish joint business plans, regularly review performance, address barriers to growth, and hold partners accountable for agreed actions.
• Identify opportunities to expand into new markets or geographies, improve coverage in underserved areas, and evaluate the capabilities required from current or prospective partners.
• Work with partners and internal sales teams to develop a qualified opportunity pipeline, advance strategic deals, improve forecasts, and support channel sales and order intake goals.
• Lead channel strategy for major tenders and complex partner opportunities.
• Coordinate Sales, Legal, Finance, Product, Service, Market Communication, and Operations teams to develop competitive, accurate, and timely tender responses, with clear ownership of bid requirements.
• Develop programs that help partners sell equipment, offerings, and service solutions.
• Identify opportunities to grow service and other recurring businesses while improving the end-customer experience.
• Ensure partners have the product knowledge, training, marketing materials, delivery information, and internal support needed to represent the organization and serve customers effectively.
• Monitor partner performance using measures such as pipeline, order intake, revenue, market coverage, tender outcomes, and service opportunities; recommend actions and track progress.
• Resolve partner issues and coordinate internal resources when commercial, delivery, or service challenges put opportunities or customer relationships at risk.
• Improve channel processes, reporting, tools, and ways of working to help partners and internal teams pursue opportunities and deliver on commitments.

Benefits

• Career training and opportunities for growth locally and globally.
• Inclusive environment, strong leadership, and a focus on safety and wellbeing.
• Choice of benefits intended to support employees and their families across health, wellbeing, financial, and lifestyle needs.
• Competitive Business Profit Plan.
• Medical, dental, and vision insurance.
• 401(k) with company match.
• Paid time off.
• Other benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level