Note: The job is a remote job and is open to candidates in USA. ROSS Controls is hiring a Channel Sales Manager to strengthen, optimize, and grow its North American distributor network. The role leads distributor relationships, channel strategy, performance management, partner development, and revenue growth in collaboration with internal teams.
Responsibilities
- Develop, manage, and grow the distributor network throughout North America
- Serve as the primary liaison between Ross Controls and independent distribution partners
- Own distributor relationship strategy, engagement planning, performance management, and business growth initiatives
- Build strong relationships with distributor principals, sales leaders, and channel personnel
- Conduct regular business reviews and quarterly business reviews (QBRs) focused on sales performance, growth opportunities, and strategic initiatives
- Establish performance expectations and accountability metrics with distributor partners
- Monitor distributor performance and implement plans to improve results and address underperformance
- Develop distributor recovery plans and growth plans as needed
- Identify, evaluate, recruit, onboard, and develop new channel partners where strategic coverage is required
- Deliver product, sales, application, and channel-development training programs
- Support distributors with territory planning, account development, market penetration, and growth strategies
- Manage channel activities, pipeline opportunities, and forecasting within CRM systems
- Analyze channel performance, sales trends, distributor effectiveness, and market opportunities
- Partner closely with Sales, Marketing, Customer Service, Operations, Product Management, and Engineering teams
- Support product launches, channel marketing initiatives, trade shows, and industry events
Skills
- Bachelor's degree in Business, Marketing, Engineering, or equivalent industry experience
- 5+ years of dedicated channel management, distributor management, channel development, or partner management experience within an industrial or manufacturing environment
- Proven success growing revenue through industrial distributors
- Experience developing and executing channel growth strategies
- Experience conducting distributor business reviews and performance management discussions
- Experience managing distributor performance, accountability, and growth planning
- Proven ability to influence distributor principals, sales leadership teams, and internal stakeholders without direct authority
- Strong relationship-building, communication, and presentation skills
- Experience utilizing CRM systems for pipeline management, forecasting, and reporting
- Highly organized and self-directed with the ability to manage multiple priorities independently
- Ability to travel throughout North America and maintain a valid passport for travel to Canada
- Pneumatics
- Hydraulics
- Fluid Power
- Industrial Automation
- Machine Safety
- Motion Control
- Industrial Controls
- OEM Manufacturing
- Process Automation
- Industrial Distribution
- You are a natural relationship builder who enjoys working with distributors and channel partners
- You balance distributor advocacy with accountability and business discipline
- You are proactive, organized, and capable of working with limited supervision
- You thrive in a collaborative environment and work effectively across multiple departments
- You bring creativity and flexibility when solving business challenges
- You can influence outcomes and drive accountability without direct authority
- You are a self-starter who takes ownership and follows through
- You are comfortable working in a fast-moving, entrepreneurial environment with limited bureaucracy
- You are comfortable engaging both distributor leadership and front-line sales teams
- You use data, analytics, and CRM discipline to drive decisions and identify growth opportunities
Benefits
- Remote work; Michigan strongly preferred, with candidates in Indiana, Illinois, Wisconsin, Ohio, or Pennsylvania also considered.
- Newly created, high-impact role with significant visibility across the organization.
- Opportunity to shape and strengthen a North American distributor network supporting approximately $40 million in annual sales.
- Stable, growing organization with more than 100 years of history.
- Collaborative, family-oriented culture with accessible leadership and minimal bureaucracy.
- Opportunity to make a direct impact on growth, channel strategy, and customer engagement.
- Autonomy to develop relationships, drive initiatives, and influence business outcomes.
- Work alongside a leadership team that values humility, innovation, collaboration, and continuous improvement.
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