Rockies Regional Sales Manager Channel Management
About The Position
The Regional Sales Manager, Channel Management, is responsible for growing orders through Hardy’s representative network and expanding channel performance across the region. The role owns the monthly channel forecast, builds pipeline discipline, identifies underperforming territories, and develops plans to improve performance and market share. The position manages relationships with rep agency owners, principals, and sales teams; establishes agency goals and business plans; and develops channel capabilities through training, certifications, and ongoing technical-commercial support. It also recruits and develops rep partners, conducts performance reviews, and supports agencies in customer engagements and major opportunities. The manager works across Marketing, Product Management, Operations, SIOP, Finance, and Leadership to support channel campaigns, demand planning, pricing, agreements, and compensation models. The role provides market and competitive insights, tracks territory benchmarks, and represents Hardy at industry events and customer activities.
Responsibilities
- Deliver annual orders growth through Hardy’s representative network, measured by territory revenue performance and channel expansion.
- Own and manage the monthly channel forecast with accuracy and accountability.
- Coach rep partners and maintain consistent pipeline discipline through reviews and opportunity management.
- Identify underpenetrated territories and develop corrective action plans to improve performance and market share.
- Build and maintain relationships with channel owners, principals, and sales teams.
- Develop channel capabilities through training programs, product certifications, and technical-commercial support.
- Establish performance expectations, territory goals, and annual business plans for each rep agency.
- Conduct quarterly and annual performance reviews focused on growth objectives, strategic targets, and improvement priorities.
- Recruit, onboard, and develop rep partners to strengthen regional coverage and market access.
- Support channel agencies in customer engagements, joint sales calls, site visits, demonstrations, and technical discussions.
- Provide strategic guidance and escalation support to help channels pursue and convert major opportunities.
- Maintain visibility with end users, OEMs, distributors, and integrators to reinforce Hardy’s presence and validate rep performance.
- Represent Hardy at industry events, channel meetings, and regional customer activities.
- Collaborate across the strategic channel-focused organization to achieve business objectives.
- Partner with Marketing and Product Management on channel campaigns, product training, and selling tools.
- Work with Operations and SIOP teams on demand planning for rep-driven pipelines and customer requirements.
- Collaborate with Finance and Leadership on pricing strategy, discount structures, agency agreements, and compensation models.
- Provide market feedback to Product Management to inform product enhancements and innovation priorities.
- Share ongoing insights on market shifts, competitive activity, customer behavior, and territory trends.
- Track territory performance benchmarks, identify best practices, and standardize effective behaviors.
- Monitor regional industrial activity to anticipate opportunities and risks affecting rep-driven business.
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What This Job Offers
Job Type
Full-time
Education Level
No Education Listed
