Channel Sales Manager-Great Lakes region

80/20•Columbia City, IN

8d•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 in the Great Lakes region. 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 accurate pipeline and forecast data, and developing a deep understanding of the product portfolio to support partners in solving customer challenges. 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 a commitment to partner and customer success, while 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