[Remote] Channel Sales Manager
Note: The job is a remote job and is open to candidates in USA. Hitachi Global Air Power is a leading global industrial compressed air manufacturer based in Michigan City, Indiana. The Channel Sales Manager will lead North American channel sales for the Stationary business, focusing on driving equipment revenue through distributors and Area Sales Managers while developing effective channel strategies to enhance market share.
Responsibilities
- Develop and execute channel strategy to achieve annual equipment revenue, margin, and market-share objectives
- Lead, coach, and develop Area Sales Managers; recruit and scale the team to meet strategic growth plans
- Implement and maintain an accountability framework and KPIs (pipeline coverage, win rate, average deal size, quota attainment) to monitor and drive performance
- Cultivate and manage distributor relationships, including negotiation of agreements, joint business planning, and demand-generation initiatives
- Collaborate with Product Management to define competitive equipment offerings and implement effective go-to-market plans
- Ensure disciplined use of CRM (Salesforce) and sales tools (e.g., AirSuite) for forecasting, opportunity management, and territory planning
- Coordinate with S&OP and Production to produce actionable forecasts that align inventory and delivery commitments with commercial requirements
- Manage customer escalations and ensure adherence to company policies and ethical sales practices
- Prepare and present regular reports on sales performance, forecasts, and market trends to senior leadership
- Operate effectively within a matrix organization, coordinating across Field Sales, Product, Service, and other functions
Skills
- Bachelor's degree (BA/BS) or equivalent; substantial industry and leadership experience may substitute for degree
- Minimum 7+ years of B2B sales leadership within industrial equipment or related capital goods, with demonstrable success leading channel/distributor networks
- Proven track record of meeting or exceeding revenue targets and scaling sales organizations
- Strong proficiency with metrics-driven sales processes and Salesforce
- Excellent interpersonal, presentation, and negotiation skills; capable of engaging with senior leadership
- Willingness and ability to travel approximately 60-70%
- Previous experience managing an industrial compressed air sales team and an independent distributor channel strongly preferred
Company Overview