Distribution Channel Manager

DISTRIBUTION CHANNEL MANAGER

Metalworking Product Manufacturing Organization

Channel & Distribution Strategy

• Develop and execute channel sales strategies and programs designed to increase sales effectiveness, market share, and distributor performance.
• Partner with distributors to drive growth beyond market conditions, convert competitive business, and expand product penetration.
• Collaborate with regional leadership and global distribution development teams to support sales, marketing, and service portfolio initiatives.
• Establish short- and long-term strategies to strengthen relationships and operational alignment between the organization and distribution partners.
• Lead pricing discussions and negotiations in alignment with corporate pricing objectives and profitability targets.
• Identify, develop, and maintain relationships with prospective and existing distributor partners at all organizational levels.

Performance Management & Reporting

• Monitor distributor performance through monthly business reviews, KPI tracking, and incentive program evaluations.
• Prepare and analyze reports to measure distributor effectiveness, sales growth, and operational performance.
• Take corrective action when performance deviates from established goals and targets.
• Support distributor access to operational and product data systems, including ERP platforms and online tools.
• Ensure EDI processes and system requirements are maintained and continuously improved.
• Promote a consistent and high-quality customer experience across the distributor network.

Distributor Network Management & Communication

• Administer distributor programs, policies, and development initiatives to strengthen channel performance.
• Establish, communicate, and track sales and growth targets for distributor partners.
• Prepare and distribute agreements, compliance documentation, due diligence materials, and related updates.
• Coordinate trade shows, exhibitions, product launches, customer events, and distributor conferences, both virtual and in person.
• Work closely with channel management teams across multiple regions and countries to share best practices and successful strategies.

Technical Support & Training

• Provide distributors with technical expertise, application knowledge, and sales support necessary to win business opportunities.
• Drive ongoing development of distributor product knowledge, machining expertise, and consultative selling skills.
• Manage distributor incentive and sales support programs.
• Plan and conduct training programs for distributor personnel and end customers.

Strategic Relationship Development

• Build and maintain strong relationships with key distribution partners to support long-term business growth and customer satisfaction.
• Monitor competitor activity, market trends, and distribution developments within target industries and territories.
• Conduct market analysis and document competitive insights to support strategic decision-making.

Sales & Marketing Support

• Assist in developing channel-specific marketing strategies, pricing structures, incentive plans, and budget recommendations.
• Support implementation of sales and marketing initiatives across assigned markets.
• Partner with field sales teams on distributor-focused growth opportunities and customer support activities.

Additional Responsibilities

• Represent the organization professionally and uphold company values, policies, and code of conduct standards.
• Support continuous improvement initiatives and maintain compliance with internal processes and documentation requirements.
• Continuously expand technical, product, and industry knowledge through company-sponsored and independent learning.
• Perform additional duties and special projects as assigned by leadership.

Qualifications & Experience

• Technical or commercial education in manufacturing, engineering, mechanics, business, or related disciplines, or equivalent industry experience.
• Minimum 5 years of B2B technical sales experience, preferably within machining, cutting tools, or industrial manufacturing environments.
• Strong understanding of machining processes, metal cutting applications, tooling solutions, and manufacturing operations.
• Experience with consultative or value-based selling methodologies.
• Strong relationship-building, communication, presentation, and customer service skills.
• Proficiency with CRM systems, ERP tools, and Microsoft Office applications.
• Ability to work independently while collaborating effectively across cross-functional teams.
• Fluent written and verbal communication skills in English and local language requirements as applicable.
• Willingness to travel throughout the assigned territory.

Preferred Education

• Bachelor’s degree in Engineering, Manufacturing Technology, Business, or a related field preferred.