Senior Manager – Channels Commercial Distribution

Position Overview:
The Senior Manager – Channels Commercial Distribution is responsible for developing and executing strategies to drive revenue growth through channel partners in the commercial distribution sector. This role oversees a team and works closely with channel partners such as distributors, resellers, wholesalers, and agents. The Sr. Manager focuses on expanding market reach, optimizing channel operations, maintaining strong business relationships, and ensuring alignment of channel sales activities with the company's objectives.

This position requires strategic leadership, excellent relationship management skills, and expertise in commercial distribution models.

 

Key Responsibilities:

Channel Strategy Development & Execution:

• Create and execute comprehensive strategies for channel distribution in the commercial sector to meet sales and revenue goals.
• Identify opportunities for channel expansion and new partnerships in alignment with business growth objectives.
• Design programs and incentives to motivate channel partners and maximize their performance.
• Collaborate with leadership to execute and monitor annual sales plans for distribution channels.

Relationship Management:

• Build and maintain strong relationships with existing commercial channel partners, including distributors, wholesalers, and resellers.
• Serve as the primary liaison between the company and channel partners, ensuring clear communication and alignment on objectives.
• Identify challenges and opportunities within partner relationships and lead efforts to address these collaboratively.

Sales & Performance Oversight:

• Lead and oversee the achievement of revenue targets and other KPIs within the commercial distribution channels.
• Monitor partner performance, including sales trends, coverage, and adherence to targets.
• Implement corrective actions when channel partners do not meet performance metrics.
• Provide data-driven insights to help partners optimize their sales strategies.

Channel Development & Expansion:

• Strategically identify, recruit, and onboard new commercial channel partners to expand the distribution network.
• Evaluate potential partners and negotiate agreements that align with the company’s goals.
• Drive market expansion through targeted channel strategies, including penetration into new industries or regions.

Team Leadership:

• Lead, mentor, and manage a team of channel managers and sales professionals to ensure high performance in channel distribution initiatives.
• Set clear goals, provide ongoing feedback, and create development plans for direct reports.
• Foster collaboration, innovation, and professionalism within the team.

Collaboration with Cross-functional Teams:

• Work closely with sales, marketing, supply chain, and product teams to ensure channel partners have the resources they need to succeed.
• Collaborate to implement marketing campaigns, promotional activities, and joint initiatives to boost channel sales and visibility.
• Provide feedback to internal teams on market trends, customer demands, and potential product enhancements.

Operational Efficiency:

• Optimize processes and systems to ensure seamless interaction with channel partners, including order management, forecasting, and inventory planning.
• Ensure compliance with contracts, agreements, pricing guidelines, and company policies.
• Continuously assess and improve channel efficiency and operational effectiveness.

Reporting & Analytics:

• Regularly track and report performance metrics, revenue forecasts, and channel partner activities to senior leadership.
• Analyze data to identify trends, opportunities, and risks within the commercial distribution channels.
• Provide actionable recommendations to enhance channel performance and revenue generation.

 

Qualifications & Skills:

Education:

• Bachelor’s degree in Business Administration, Marketing, Sales, or a related field; MBA preferred.

Experience:

• Minimum of 8–10 years of experience in channel sales, distribution management, or a related field, preferably within the commercial sector.
• Demonstrated experience scaling channel networks and managing large distributor/partner relationships.
• Proven track record of achieving and exceeding sales targets.

Technical Skills:

• Proficiency in CRM systems