Regional Sales Manager – Channel Management

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

📋 Description

• Drive annual order growth through Hardy’s representative network, assessed by territory-level revenue results and overall channel development.

• Take ownership of the monthly channel forecast, ensuring precision and accountability.

• Guarantee pipeline discipline among representative partners through coaching, structured evaluations, and opportunity management.

• Recognize underperforming territories and devise corrective action strategies to enhance performance and market share.

• Cultivate and sustain relationships with owners, principals, and sales teams within the channel ecosystem.

• Enhance channel capabilities through training initiatives, product certifications, and technical-commercial assistance.

• Set performance expectations, territory objectives, and annual business plans for each representative agency.

• Execute quarterly and annual performance evaluations aligned with growth objectives and strategic goals.

• Recruit, onboard, and nurture new representative partners.

• Facilitate key customer interactions, joint sales meetings, site visits, demonstrations, and technical discussions.

• Aid channels in pursuing and securing significant opportunities through strategic guidance and escalation support.

• Maintain visibility with end users, OEMs, distributors, and integrators.

• Represent Hardy at industry events, channel gatherings, and regional customer activities.

• Collaborate with Marketing and Product Management on channel campaigns, product training, and sales tools.

• Partner with Operations and SIOP teams on demand forecasting.

• Work alongside Finance and Leadership on pricing, discounts, agency agreements, and compensation structures.

• Offer market feedback to Product Management.

• Provide insights into market shifts, competitive actions, customer behavior, and territory trends.

• Monitor territory performance benchmarks and standardize best practices.

• Observe regional industrial activity for potential opportunities and risks.

⛳️ Requirements

• Proven experience in channel management and sales growth.

• Strong analytical skills with a focus on forecasting and performance metrics.

• Excellent interpersonal and relationship-building abilities.

• Experience in training and developing teams.

• Ability to conduct effective performance evaluations and set strategic goals.

• Strong organizational skills to manage multiple priorities effectively.

• Familiarity with market analysis and competitive landscape awareness.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to support work-life balance.