The posting
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The Independent Channel Sales Manager (ICSM) drives revenue growth, profitability, and market share by leading the performance and development of the company's Independent Sales Organizations (ISOs) and channel partners throughout the assigned territory. This role owns the effectiveness of the independent representative network, ensuring alignment with company objectives, execution of sales strategies, contractor engagement, distributor performance, and market development initiatives.
The ICSM serves as the primary liaison between the company, ISO partners, distributors, and key contractor accounts. Through effective coaching, performance management, business planning, and relationship development, the ICSM ensures that demand generated in the market is converted into profitable revenue through a strong and aligned channel network.
The role partners closely with the National Accounts Manager, Contractor Account Managers, distributor leadership, and independent representatives to drive consistent execution, increase market penetration, expand sales opportunities, and accelerate growth across all assigned territories.
Essential Job Functions
Independent Sales Organization (ISO) Management
- Develop and maintain strategic relationships with assigned Independent Sales Organizations (ISOs) and Manufacturer Representative Groups.
- Establish clear performance expectations, annual business plans, sales targets, and growth objectives for each ISO partner.
- Conduct regular business reviews with ISO leadership to evaluate performance, identify opportunities, and implement corrective action plans where needed.
- Recruit, onboard, develop, and support new representative agencies as required to optimize market coverage and channel effectiveness.
- Ensure ISOs maintain adequate product knowledge, competitive awareness, and sales effectiveness through ongoing coaching and training.
- Drive accountability within the representative network through disciplined performance management and measurable KPIs.
- Coordinate territory strategies and ensure alignment between independent representatives and company sales objectives.
Channel and Distributor Management
- Develop and manage strategic relationships with distributor partners, ensuring alignment on business objectives, inventory investment, product focus, and sell-through performance within assigned region.
- Drive revenue growth and profitability through distribution channels by executing territory sales plans and achieving annual sales targets.
- Partner with distributors and ISOs to identify and capture new market opportunities, increase contractor engagement, and expand market share.
- Ensure strong collaboration between distributors and representative agencies to maximize customer support and channel performance.
- Lead distributor engagement activities including open houses, product demonstrations, training events, and industry trade shows.
Sales Leadership and Business Development
- Own territory sales planning and performance management, including forecasting, budget oversight, and regular reporting of results, risks, and opportunities
- Translate strategic objectives into field execution by aligning resources across ISOs, distributors, contractors, and key accounts to maximize market coverage and conversion of demand into revenue.
- Identify market growth opportunities, competitive threats, and emerging trends to support business growth.
- Develop and execute strategic plans to increase contractor and distributor adoption and preference for company products and solutions.
- Support key account development efforts and participate in major customer meetings as needed.
- Analyze sales results, market conditions, competitive activity, and territory performance to identify growth opportunities and risks.
- Develop actionable recommendations to improve ISO productivity, distributor performance, and overall territory results.
- Monitor key performance metrics and drive continuous improvement initiatives across assigned territories.
Knowledge, Skills, and Abilities
- Demonstrated ability to influence and improve the performance of external sales organizations and channel partners.
- Strong leadership, coaching, and relationship management skills.
- Proven ability to drive accountability without direct reporting authority.
- Strong business planning, sales forecasting, and territory management skills.
- Understanding of channel sales, manufacturer representative organizations, distribution management, and contractor sales processes.
- Excellent communication, presentation, negotiation, and training skills.
- Ability to analyze sales data, identify trends, and develop strategic action plans.
- Ability to work independently while collaborating effectively across multiple functions.
- Maintain deep product and application expertise to effectively position Hydro-Rain, B-hyve, Bond, and Husqvarna solutions within the channel
- Ensure customer service expectations are consistently met throughout the channel.
- Strong organizational and project management capabilities.
- Proficiency with Microsoft Office Suite and CRM platforms.
Requirements:
- Minimum 7+ years of sales or channel management experience within manufacturing, irrigation, landscape, construction, outdoor power equipment, or related industries.
- Bachelor’s Degree in a related field of study, or an equivalent combination of education and experience preferred
- Minimum 3+ years of experience managing manufacturer representative agencies, independent sales organizations, distributors, or indirect sales channels.
- Demonstrated success driving revenue growth through distributor and representative networks.
- Experience developing and executing territory and channel growth strategies.
- Valid driver's license.
- Clean driving record.
- Spanish fluency preferred.
- Ability to travel up to 60%.
- This role is a remote role that requires the candidate to be based out of Texas.
