Channel Sales & Development Manager

MRA Recruiting Services•Racine, WI

4d•Hybrid

About The Position

Master Appliance is a small, family-run manufacturer focused on growing revenue, expanding into new markets and building a more scalable business. This position owns the day-to-day health of our existing distributor relationships, represents Master on the phone and in meetings with distributor buyers and end users, and uses the time that upkeep doesn't fill to create new customers & new business: new distributors, new markets, new product placements. The workload is uneven by design. Some weeks bring light inbound work, while others (an annual pricing update, a new product launch, a new distributor setup) bring a real push. The right person treats the quiet stretches as time to hunt for new business and clean up rough edges in how the department runs, rather than waiting to be assigned something to do. This is not a quota-driven or commission-based sales role. Compensation is salary plus a discretionary, company-performance-based bonus.

Requirements

Bachelor's degree in business, marketing, or a related field, or equivalent practical experience.
Several years of relevant experience in B2B sales, account management, distribution, or manufacturing; industrial/distributor experience is a plus but not required.
Genuinely self-directed, comfortable deciding what to work on without being handed a task list and not thrown off by weeks with very little inbound work.
Confident and professional on the phone, on video calls and in-person meetings with distributor buyers and account contacts.
Comfortable with pricing and margin math, able to work within (and help maintain) a pricing/quoting structure with good commercial judgment.
Resourceful: when a question comes in without an obvious answer, finds it, whether that means digging in, asking the right person internally, or using whatever tools are available, to return a well thought out answer in a timely manner.
Comfortable picking up new tools and systems as the company adopts them; open to learning and adopting AI workflows as they are built.
Highly organized and dependable, with strong follow-through and the ability to manage multiple customer relationships, opportunities, commitments, and priorities without letting details fall through the cracks.
Willing to wear multiple hats, since this is a small company where the sales role also touches customer service, pricing, and operations coordination.

Nice To Haves

industrial/distributor experience is a plus but not required.

Responsibilities

Create new customers & new business.
Serve as the primary point of contact for Master's existing distributors, handling day-to-day requests, including shipping and logistics questions, co-op approvals, account setup changes, and similar account upkeep, accurately and without being chased.
Represent Master credibly on the phone, on video calls or in-person meetings with distributor buyers, including periodic terms-of-sale and account-review conversations.
Own the execution of the annual pricing and quoting process: understand and maintain the existing pricing matrix and margin structure (freight, co-op, and similar adjustments), prepare updates and new-distributor pricing for approval, and handle quotations throughout the year.
Use the lighter periods of the role to actively pursue new business: research and identify distributors, markets, and channels Master isn't yet in, including international opportunities, and run the outreach to develop them.
Coordinate new product introductions and launches across the existing distributor base.
Monitor incoming customer and distributor email correspondence; answer end-user and distributor product questions directly where possible and route anything needing engineering or technical input to the right person without letting it drop.
Handle routine return and warranty requests for individual units alongside the customer service team.
Act as the connective tissue between distributors and the rest of the company, flagging and routing issues to customer service, operations, or engineering so nothing sits unresolved.
When time allows, look for ways to make recurring work lighter, such as templates, standard responses, better-organized files, or straightforward use of available tools, rather than solving the same problem manually every time. This is ongoing housekeeping, not a standalone project workload.
Take on other commercial and business-development tasks as they come up; the scope of this role will keep shifting as the company grows and as parts of it (order entry, routine inbound questions) become more automated.