Channel Sales Manager – Stationary

Hitachi

2d•Remote

About The Position

The Company We build the machines that power industry. We are Hitachi Global Air Power, a leading global industrial compressed air manufacturer driving the innovations that keep the world moving. From our headquarters in Michigan City, Indiana, our compressed air solutions power manufacturing operations all around the globe; from food and beverage to life-saving pharmaceuticals and cutting-edge semiconductor chips. Our portable compressors provide the air power to build roads and bridges, lay pipelines and aid in oil and gas mining and production. We are a team of innovators, engineers, and quality experts with a shared vision to create the next generation of efficient, environment-forward compressed air solutions that meet the demands of today, while boldly contributing to a sustainable, circular economy. With more than 60 years of legacy and trusted performance through our brands - Hitachi, Sullair, and Champion (Australia), we are proud of our reputation for reliability, durability, and performance and groundbreaking engineering. Join us in building a future where your work has an impact. At Hitachi Global Air Power, you’ll be part of a global network that’s shaping the future of industrial power. Summary of the position: The Channel Sales Manager will lead North American channel sales for the Stationary business, responsible for driving equipment revenue through distributors and Area Sales Managers. This role requires development and execution of channel strategies to increase market share, build and develop a high-performing sales organization, and align cross-functional partners to deliver superior customer outcomes.

Requirements

Bachelor's degree (BA/BS) or equivalent; substantial industry and leadership experience may substitute for degree.
Minimum 7+ years of B2B sales leadership within industrial equipment or related capital goods, with demonstrable success leading channel/distributor networks.
Proven track record of meeting or exceeding revenue targets and scaling sales organizations.
Strong proficiency with metrics-driven sales processes and Salesforce.
Excellent interpersonal, presentation, and negotiation skills; capable of engaging with senior leadership.
Willingness and ability to travel approximately 60-70%.

Nice To Haves

Previous experience managing an industrial compressed air sales team and an independent distributor channel strongly preferred.

Responsibilities

Develop and execute channel strategy to achieve annual equipment revenue, margin, and market-share objectives.
Lead, coach, and develop Area Sales Managers; recruit and scale the team to meet strategic growth plans.
Implement and maintain an accountability framework and KPIs (pipeline coverage, win rate, average deal size, quota attainment) to monitor and drive performance.
Cultivate and manage distributor relationships, including negotiation of agreements, joint business planning, and demand-generation initiatives.
Collaborate with Product Management to define competitive equipment offerings and implement effective go-to-market plans.
Ensure disciplined use of CRM (Salesforce) and sales tools (e.g., AirSuite) for forecasting, opportunity management, and territory planning.
Coordinate with S&OP and Production to produce actionable forecasts that align inventory and delivery commitments with commercial requirements.
Manage customer escalations and ensure adherence to company policies and ethical sales practices.
Prepare and present regular reports on sales performance, forecasts, and market trends to senior leadership.
Operate effectively within a matrix organization, coordinating across Field Sales, Product, Service, and other functions.