Independent Channel Sales Manager

Husqvarna Group • Dallas, TX

1d • Remote

About The Position

The Independent Channel Sales Manager drives revenue growth, profitability, and market share by leading the performance and development of Independent Sales Organizations (ISOs) and channel partners across an assigned territory. The role owns the effectiveness of the independent representative network, aligning partners with company objectives and sales strategies, engaging contractors, supporting distributor performance, and developing the market. The manager serves as the primary liaison among the company, ISO partners, distributors, and key contractor accounts. Through coaching, performance management, business planning, and relationship development, the role helps convert market demand into profitable revenue through a strong, aligned channel network.

The position partners closely with the National Accounts Manager, Contractor Account Managers, distributor leadership, and independent representatives to improve execution, increase market penetration, expand sales opportunities, and accelerate growth. It is a remote role, and the candidate must be based in Texas. Travel of up to 60% is required.

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, ISOs, distributors, or indirect sales channels.
• Demonstrated success driving revenue growth through distributor and representative networks.
• Experience developing and executing territory and channel growth strategies.
• Valid driver's license and clean driving record.
• Ability to travel up to 60%.
• 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.
• Ability to be based in Texas.

Nice To Haves

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

Responsibilities

• Develop and maintain strategic relationships with assigned ISOs and Manufacturer Representative Groups.
• Establish performance expectations, annual business plans, sales targets, and growth objectives for ISO partners.
• Conduct business reviews with ISO leadership, assess performance, identify opportunities, and implement corrective action plans as needed.
• Recruit, onboard, develop, and support representative agencies to optimize market coverage and channel effectiveness.
• Coach and train ISOs to maintain product knowledge, competitive awareness, and sales effectiveness.
• Drive accountability across the representative network using performance management and measurable KPIs.
• Coordinate territory strategies and align independent representatives with company sales objectives.
• Manage distributor relationships and align business objectives, inventory investment, product focus, and sell-through performance.
• Execute territory sales plans and achieve annual sales targets through distribution channels.
• Work with distributors and ISOs to identify market opportunities, increase contractor engagement, and expand market share.
• Promote collaboration between distributors and representative agencies to strengthen 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 reporting results, risks, and opportunities.
• Align resources across ISOs, distributors, contractors, and key accounts to improve market coverage and convert demand into revenue.
• Identify market growth opportunities, competitive threats, and emerging trends.
• Develop and execute 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.
• Recommend actions to improve ISO productivity, distributor performance, and territory results.
• Monitor key performance metrics and drive continuous improvement 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: Senior