Channel Sales Manager-Great Lakes region

80/20•Columbia City, IN

7d•Hybrid

About The Position

The Channel Sales Manager will be responsible for developing and executing a regional channel plan to achieve sustainable revenue and gross profit growth. This role involves strengthening distributor partnerships through collaborative planning and engagement, identifying new opportunities, and expanding market reach. The manager will also focus on enhancing distributor sales and technical capabilities through training and coaching, maintaining an accurate pipeline, and leveraging deep product knowledge to support partners and customers. Collaboration across sales and cross-functional teams is essential to deliver an exceptional customer and partner experience. The role requires representing the company with professionalism and integrity, and championing continuous improvement.

Requirements

High school diploma or GED required
5+ years of successful experience in channel sales, distribution management, business development, or B2B sales, preferably in industrial manufacturing, automation, engineered products, material handling, or related industries
Demonstrated success strengthening distributor partnerships and growing channel performance
Proven ability to identify growth opportunities, develop business plans, and execute with discipline
Strong coaching, consultative selling, presentation, negotiation, and relationship management skills
Experience using CRM systems, preferably Salesforce
Strong analytical, organizational, and time management skills
Self-motivated with the ability to work independently while collaborating effectively across cross functional teams
Willingness to travel frequently (35-50%)
Valid driver's license with a satisfactory driving record

Nice To Haves

Bachelor’s degree in business, Engineering, or a related field
Experience working with industrial distributors or manufacturer sales organizations
Experience selling engineered, configurable, or technical solutions
Experience supporting industrial manufacturing, automation, material handling, or related markets
Knowledge of industrial distribution, channel strategy, and partner development

Responsibilities

Develop and execute a regional channel plan that delivers sustainable revenue and gross profit growth.
Strengthen distributor partnerships through collaborative growth planning and ongoing business engagement.
Work with distributor partners to identify and develop opportunities early in the customer buying journey.
Expand market reach by identifying new applications, industries, customer segments, and growth opportunities across the region.
Develop a strong understanding of target industries, customer applications, market trends, and competitive activity to identify emerging opportunities.
Strengthen distributor sales and technical capabilities through product training, application support, coaching, and performance development.
Use customer, partner, and market insights to prioritize opportunities and guide regional priorities.
Develop growth plans that improve distributor performance and expand market coverage.
Maintain an accurate pipeline, forecast, and partner information to support effective planning and execution.
Develop deep knowledge of the 80/20 product portfolio to help distributor partners identify opportunities, solve customer challenges, and create value.
Collaborate across Sales and cross-functional teams to coordinate resources and deliver an exceptional customer and partner experience.
Share market and partner insights that improve products, services, and commercial performance.
Represent 80/20 with professionalism, integrity, accountability, and a commitment to helping distributor partners and customers succeed.
Champion continuous improvement by identifying ideas that strengthen partnerships, improve execution, and accelerate business growth.