Independent Channel Sales Manager

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

📋 Description

• Foster revenue growth, profitability, and market share by overseeing the performance and development of Independent Sales Organizations and channel partners within the designated territory.

• Act as the main point of contact between the company, ISO partners, distributors, and key contractor accounts.

• Build and sustain strategic partnerships with ISOs and Manufacturer Representative Groups.

• Set performance expectations, annual business plans, sales goals, and growth targets for ISO partners.

• Conduct regular business evaluations and implement corrective action strategies.

• Recruit, onboard, develop, and assist new representative agencies.

• Provide coaching and training to ensure product knowledge, competitive awareness, and sales effectiveness are maintained.

• Promote accountability through performance management and measurable KPIs.

• Cultivate and manage distributor relationships focused on business objectives, inventory investment, product emphasis, and sell-through performance.

• Implement territory sales plans and meet annual sales targets.

• Identify market opportunities, enhance contractor engagement, and grow market share.

• Lead distributor engagement initiatives including open houses, product demonstrations, training sessions, and industry trade shows.

• Take ownership of territory sales planning, forecasting, budget management, and reporting on results, risks, and opportunities.

• Align resources across ISOs, distributors, contractors, and key accounts to optimize market coverage and revenue generation.

• Spot growth opportunities, competitive challenges, and emerging trends.

• Formulate and implement strategies to boost contractor and distributor adoption of company products and solutions.

• Assist in key account development and engage in major customer meetings.

• Analyze sales outcomes, market conditions, competitive activities, and territory performance.

• Create recommendations to enhance ISO productivity, distributor performance, and territory outcomes.

• Monitor performance metrics and drive initiatives for continuous improvement.

• Ensure customer service expectations are consistently fulfilled throughout the channel.

⛳️ Requirements

• At least 7+ years of sales or channel management experience in manufacturing, irrigation, landscape, construction, outdoor power equipment, or related fields.

• Bachelor's Degree in a related discipline, or an equivalent combination of education and experience is preferred.

• Minimum of 3+ years managing manufacturer representative agencies, independent sales organizations, distributors, or indirect sales channels.

• Proven track record of driving revenue growth through distributor and representative networks.

• Experience in developing and executing territory and channel growth strategies.

• Valid driver's license.

• Clean driving record.

• Fluency in Spanish is preferred.

• Willingness to travel up to 60% of the time.

• Demonstrated capability to influence and enhance the performance of external sales organizations and channel partners.

• Strong leadership, coaching, and relationship management abilities.

• Proven capacity to drive accountability without direct reporting authority.

• Excellent business planning, sales forecasting, and territory management skills.

• Understanding of channel sales, manufacturer representative organizations, distribution management, and contractor sales processes.

• Exceptional communication, presentation, negotiation, and training abilities.

• Capability to analyze sales data, identify trends, and develop strategic action plans.

• Ability to work independently while effectively collaborating across various functions.

• Deep product and application knowledge to effectively position Hydro-Rain, B-hyve, Bond, and Husqvarna solutions within the channel.

• Strong organizational and project management skills.

• Proficiency in Microsoft Office Suite and CRM platforms.

🏝️ Benefits

• Flexible remote work arrangement.

• Access to company products and solutions: Hydro-Rain, B-hyve, Bond, and Husqvarna.

• Opportunity for up to 60% travel.