Channel Manager

This is a fully remote position, open to applicants in Australia.

📋 Description

• Create and implement a nationwide channel business strategy that aligns with annual sales, gross margin, and strategic goals.

• Meet and surpass channel sales and gross margin objectives.

• Segment and prioritize channel partners according to their growth potential, market reach, capabilities, and strategic alignment.

• Identify, recruit, and onboard new distributor partners.

• Formulate initiatives to enhance Justrite's market share through the channel.

• Cultivate relationships with distributor owners, senior executives, category managers, branch managers, and sales teams.

• Develop collaborative business plans with key distributors.

• Train and empower distributor sales teams to effectively position and sell Justrite workplace safety solutions.

• Conduct joint customer visits, product demonstrations, and field activities.

• Enhance partner engagement across the Justrite portfolio, supporting cross-selling and the adoption of new categories.

• Own the commercial performance and growth strategies for assigned national and strategic channel accounts.

• Negotiate trading agreements and commercial initiatives.

• Monitor partner performance, sales trends, profitability, and return on commercial investments.

• Maintain an opportunity pipeline and deliver accurate monthly sales forecasts.

• Keep records of accounts, activities, and opportunities in Salesforce or other approved CRM tools.

• Drive the introduction of new products and coordinate end-user specification activities.

• Identify key vertical markets and end-user opportunities with channel partners and Territory Business Development Managers.

• Observe competitor activities, channel trends, pricing, and market coverage.

• Provide Voice of Customer and channel insights to Marketing and Product Management.

• Collaborate with Territory Business Development Managers, Customer Service, Marketing, Operations, and Product Management.

• Represent Justrite at distributor conferences, trade exhibitions, industry events, and customer meetings.

• Travel nationally to distributor sites, customer locations, and company meetings as necessary.

⛳️ Requirements

• At least 7 years of B2B sales or channel management experience in technical, industrial, or related fields.

• Proven experience in managing and developing distributor or reseller relationships in a multi-channel environment.

• Demonstrated capability to create joint business plans, increase revenue and margin, and enhance partner performance.

• Strong skills in commercial negotiation, presentation, and relationship management.

• Ability to analyze sales performance, market trends, and pipeline data, translating insights into actionable strategies.

• Experience with Salesforce or a comparable CRM system.

• Proficient in Microsoft Office, particularly Excel and PowerPoint.

• Current unrestricted Australian driver’s license.

• Willing and able to travel nationally.

• Desirable experience in workplace safety, industrial products, manufacturing, mining, construction, transport, utilities, or related markets.

• Desirable experience working with national and regional industrial distributors.

• Business, Sales, Marketing, or Technical qualifications are preferred.

• Desirable experience supporting new product launches and channel-led market development.

🏝️ Benefits

• Competitive remuneration and benefits package.

• Flexible working arrangements where applicable.

• Ongoing professional development opportunities.

• Chance to build a long-term career with a global leader in workplace safety solutions.

• Participation in the Justrite Sales Incentive Plan.

• Performance-based incentive payments.