We are seeking a high-impact Sales Director with deep channel management and distribution leadership experience to drive revenue growth and market expansion across complex, multi-tier industrial channels. This role is responsible for leading channel strategy, distributor performance, partner enablement, and sales team execution across diverse verticals including industrial, energy, manufacturing, MRO, and technical solutions markets.
The ideal candidate brings strong commercial leadership, proven experience managing layered channel ecosystems, and the ability to align distributors, system integrators, resellers, and strategic partners to achieve aggressive growth targets.
Responsibilities
- Develop and execute regional channel sales strategy aligned with company growth objectives
Lead and optimize a complex multi-tier channel network (master distributors, value-added resellers, system integrators, national distributors, and specialty partners
Identify channel gaps and recruit high-potential partners - Drive channel segmentation, coverage planning, and territory optimization
- Build scalable partner programs to improve reach and revenue performance
- Establish executive-level relationships with key distributors and strategic partners
- Lead joint business planning with top-tier channel partners
- Drive partner performance through KPIs, scorecards, and quarterly reviews
- Implement structured partner enablement programs (training, certification, sales tools, campaigns)
- Manage channel conflict and ensure healthy partner ecosystem alignment
- Own regional channel revenue targets and margin performance
- Forecast accurately and manage pipeline visibility across channel layers
- Drive sell-in and sell-through strategies
- Lead pricing, incentive, and rebate programs to influence channel behavior
- Monitor market trends, competitor moves, and partner feedback to refine strategy
- Lead, coach, and develop regional channel sales managers and partner account teams
- Build a high-performance, metrics-driven sales culture
- Establish clear performance goals and accountability frameworks
- Drive cross-functional alignment with marketing, product, and technical teams
- Champion disciplined CRM usage and sales process rigor
- Support strategic key account and enterprise channel opportunities
- Represent the company at major industry events and partner forums
- Strengthen brand positioning within industrial and technical markets
- Provide voice-of-channel insights to product and leadership teams
Interested candidates please forward your resume to [Confidential Information] to facilitate our discussion in details.
