Channel Manager

About the role

The Channel Manager will oversee strategic planning, operational excellence and relationship management across all channel partners. The position ensures that partners are fully supported to drive sales performance and our expectations for sales performance are clear.

Responsibilities

• Develop and execute a channel strategy for the assigned territory, aligning partner coverage, market opportunities, and commercial priorities with the organization’s growth objectives.
• Develop and execute regular reporting on partner performance
• Build productive relationships with existing distributors and channel partners. Establish joint business plans, review performance regularly, address barriers to growth, and hold partners accountable for agreed actions.
• Identify opportunities to expand into new markets or geographies, strengthen coverage in underserved areas, and evaluate the capabilities needed from current or prospective partners.
• Work with partners and internal sales teams to develop a qualified opportunity pipeline, advance strategic deals, improve forecasts, and support achievement of channel sales and order intake goals.
• Lead the channel strategy for major tenders and complex partner opportunities. Coordinate the relevant Sales, Legal, Finance, Product, Service, Market Communication and Operations teams to develop competitive, accurate, and timely responses, with clear ownership of each bid requirement.
• Develop programs that help partners sell equipment, offerings, and service solutions. Identify opportunities to grow service and other recurring businesses while improving the end customer experience.
• Ensure partners have the product knowledge, training, marketing materials, delivery information, and internal support they need to represent the organization effectively and serve customers.
• Monitor partner performance using agreed measures such as pipeline, order intake, revenue, market coverage, tender outcomes, and service opportunities. Use those insights to recommend actions and track progress.
• Resolve partner issues and coordinate internal resources when commercial, delivery, or service challenges put opportunities or customer relationships at risk.
• Improve channel processes, reporting and tools, and ways of working to make it easier for partners and internal teams to pursue opportunities and deliver on commitments.

Education Requirements

• Bachelor’s degree in business, marketing, or a related field or equivalent relevant experience
• channel management experience (3-5 yr), preferred

Technical Knowledge, Skills and Abilities

• Strong understanding of indirect sales models, partner programs, business development or related roles and Industry-specific experience (technology, manufacturing, services (preferred
• Demonstrated experience managing distributors, channel partners, or indirect sales relationships in a business-to-business environment.
• A record of developing partner plans and turning them into measurable commercial results.
• Experience managing a sales pipeline, assessing partner performance, and using data to make commercial decisions.
• Ability to lead complex opportunities and coordinate work across multiple functions without direct authority over every contributor.
• Strong commercial judgment, negotiation skills, and the ability to build credibility with partner leaders and internal stakeholders.
• Clear written and verbal communication skills, including the ability to present plans, performance, and recommendations to leadership.

Additional Information: We offer

Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.

Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.

The total compensation for this position ranges from $96,096 - $144,144/yr (Salary to be determined by the education, experience, knowledge, skills, & abilities of the applicant and the alignment with the internal team & market data). This role offers a competitive Business Profit Plan. This position includes a competitive benefits package. The comprehensive benefits package includes medical, dental & vision insurance; 401(k) with company match; paid time off; and other benefits. For details, please visit the Rewards & Benefits tab on our main careers page at Careers | Smiths Detection.

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