Channel Sales Manager

IDEX Corporation•Linthicum, MD

About The Position

If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact. With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you. The Channel Sales Manager – North America is responsible for driving profitable growth through distributor and representative channels across the U.S. and Canada. This role leads the execution of the channel strategy, strengthens distributor and rep performance, and ensures consistent pricing, margin discipline, and sales execution across the US Valve & Champion Valves brands. The Channel Sales Manager will evolve and scale the channel to support long-term growth by deepening relationships with key partners, improving sales rigor and visibility, and aligning channel activity with strategic market priorities. The role works cross-functionally with Product Management, Pricing, Customer Service, Operations, and Finance to deliver a consistent and reliable channel experience. This position requires 50% overnight travel. Key Outcomes (What Success Looks Like): A well-aligned and scalable distributor and rep network Improved sales funnel visibility and execution discipline Clear expectations and accountability with channel partners Channel focus aligned to priority growth markets Stronger price realization and margin performance

Requirements

5-10 years of B2B sales experience with distribution and/or rep channels
Demonstrated success managing distributor and manufacturer’s rep relationships
Experience in PVF, valves, fluid handling, or adjacent industrial markets (preferred)
Strong commercial acumen with ownership of revenue and margin outcomes
Experience in industrial, OEM, or engineered product environments
Strong CRM discipline and data-driven decision making
Must demonstrate the ability to engage and motivate the sales teams of a third-party distribution and rep channel team.
Ability to manage priorities as articulated by direct manager.
Must have strong organizational skills and the ability to multi-task.
Must have ability to build relationships with direct accounts for repeat business.
Must have high degree of leadership and ability to influence cross-functionally.
Must be initiative-taking, anticipate and prevent issues by executing advanced critical thinking skills.
Demonstrate ability to lead and work well in a team environment.
Excellent analytical and interpersonal skills.
Must be able to collaborate well with customers and internal team members to lead positive change in a fast-paced work environment.

Nice To Haves

Experience in PVF, valves, fluid handling, or adjacent industrial markets (preferred)

Responsibilities

Channel Strategy & Performance Execute the North American channel strategy aligned with platform and brand objectives
Segment distributors using 80/20 principles to focus resources and effort
Lead distributor selection, onboarding, performance reviews, and ongoing engagement
Drive annual channel plans, growth initiatives, and joint business reviews
Distributor & Rep Leadership Serve as the primary commercial owner for key distributor and rep relationships
Establish clear expectations for quoting behavior, follow-up, stocking, and technical engagement
Conduct quarterly and annual performance reviews with distributors and reps
Maintain clarity around account ownership, territories, and pursuit priorities
Revenue, Pricing & Margin Discipline Partner with Pricing and Finance to support price realization and margin improvement
Ensure adherence to pricing policies, discount structures, rebates, and contractual terms
Identify opportunities to improve mix, pricing consistency, and deal quality
Support negotiations with key distributors and reps
Sales Execution & Funnel Management Own channel pipeline accuracy and CRM discipline
Establish a consistent funnel review and forecast cadence
Drive structured opportunity qualification and pursuit rigor
Ensure smooth commercial handoffs post-PO to Customer Service
Cross-Functional Collaboration Partner with Product Management on portfolio focus, launches, and VOC feedback
Collaborate with Customer Experience to support reliable post-order execution
Align with Operations on lead times, capacity, and delivery commitments
Support marketing initiatives and channel enablement tools
Other duties as assigned