Independent Channel Sales Manager

Husqvarna Group • North Salt Lake, UT

2d • Remote

About The Position

The Independent Channel Sales Manager (ICSM) drives revenue growth, profitability, and market share by leading the performance and development of the company's Independent Sales Organizations (ISOs) and channel partners throughout the assigned territory. The role owns the effectiveness of the independent representative network, ensuring alignment with company objectives, execution of sales strategies, contractor engagement, distributor performance, and market development initiatives.

The ICSM serves as the primary liaison between the company, ISO partners, distributors, and key contractor accounts. Through coaching, performance management, business planning, and relationship development, the ICSM ensures that market demand is converted into profitable revenue through a strong and aligned channel network.

The role partners closely with the National Accounts Manager, Contractor Account Managers, distributor leadership, and independent representatives to drive consistent execution, increase market penetration, expand sales opportunities, and accelerate growth across assigned territories. This is a remote role requiring the candidate to be based in Texas, with travel of up to 60%.

Requirements

• Minimum 7 years of sales or channel management experience within manufacturing, irrigation, landscape, construction, outdoor power equipment, or related industries.
• Minimum 3 years of experience managing manufacturer representative agencies, independent sales organizations, distributors, or indirect sales channels.
• Demonstrated success driving revenue growth through distributor and representative networks.
• Experience developing and executing territory and channel growth strategies.
• Demonstrated ability to influence and improve the performance of external sales organizations and channel partners.
• Strong leadership, coaching, and relationship management skills.
• Ability to drive accountability without direct reporting authority.
• Strong business planning, sales forecasting, and territory management skills.
• Understanding of channel sales, manufacturer representative organizations, distribution management, and contractor sales processes.
• Excellent communication, presentation, negotiation, and training skills.
• Ability to analyze sales data, identify trends, and develop strategic action plans.
• Ability to work independently and collaborate effectively across multiple functions.
• Strong organizational and project management capabilities.
• Proficiency with Microsoft Office Suite and CRM platforms.
• Valid driver's license and clean driving record.
• Ability to travel up to 60%.
• Bachelor’s degree in a related field of study, or an equivalent combination of education and experience, preferred.

Nice To Haves

• Spanish fluency.
• Bachelor’s degree in a related field of study, or an equivalent combination of education and experience.

Responsibilities

• Develop and maintain strategic relationships with assigned Independent Sales Organizations (ISOs) and Manufacturer Representative Groups.
• Establish performance expectations, annual business plans, sales targets, and growth objectives for each ISO partner.
• Conduct regular business reviews with ISO leadership to evaluate performance, identify opportunities, and implement corrective action plans where needed.
• Recruit, onboard, develop, and support new representative agencies as needed to optimize market coverage and channel effectiveness.
• Coach and train ISOs to maintain product knowledge, competitive awareness, and sales effectiveness.
• Drive accountability within the representative network through performance management and measurable KPIs.
• Coordinate territory strategies and align independent representatives with company sales objectives.
• Develop and manage strategic distributor relationships, aligning business objectives, inventory investment, product focus, and sell-through performance within the assigned region.
• Execute territory sales plans and achieve annual sales targets to drive revenue growth and profitability through distribution channels.
• Partner with distributors and ISOs to identify and capture market opportunities, increase contractor engagement, and expand market share.
• Promote collaboration between distributors and representative agencies to maximize customer support and channel performance.
• Lead distributor engagement activities, including open houses, product demonstrations, training events, and industry trade shows.
• Own territory sales planning and performance management, including forecasting, budget oversight, and regular reporting of results, risks, and opportunities.
• Translate strategic objectives into field execution by aligning resources across ISOs, distributors, contractors, and key accounts.
• Identify market growth opportunities, competitive threats, and emerging trends.
• Develop and execute strategic plans to increase contractor and distributor adoption of and preference for company products and solutions.
• Support key account development and participate in major customer meetings as needed.
• Analyze sales results, market conditions, competitive activity, and territory performance to identify opportunities and risks.
• Develop recommendations to improve ISO productivity, distributor performance, and overall territory results.
• Monitor key performance metrics and drive continuous improvement initiatives across assigned territories.
• Maintain product and application expertise to position Hydro-Rain, B-hyve, Bond, and Husqvarna solutions within the channel.
• Ensure customer service expectations are consistently met throughout the channel.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager