Channel Sales Manager (Midwest)

Accountabilities:

• Develop and execute territory sales plans with channel partners to achieve revenue, gross profit, and unit sales targets aligned with business objectives.
• Collaborate with partners to create annual and quarterly business plans, conduct quarterly business reviews, and assess financial performance using profit and loss statements, balance sheets, and relevant market data.
• Monitor territory sales KPIs and financial results weekly, monthly, and quarterly, identifying performance gaps and implementing corrective actions.
• Manage rolling 30-, 60-, 90-, and 120-day sales forecasts, tracking performance by partner and product and comparing projections against actual supply and demand.
• Coordinate with supply chain management to review forecast accuracy and support effective channel-wide supply and demand planning.
• Maintain accurate CRM and sales activity reports covering partner visits, events, training sessions, business plans, sales pipelines, and forecasts.
• Identify market opportunities, assess competitive conditions, and develop territory coverage strategies that increase partner engagement and product penetration.
• Build and maintain strong relationships with partner stakeholders across executive leadership, sales, marketing, procurement, technical support, and finance.
• Leverage inside sales resources where available to support targeted partners and improve coverage across the territory.
• Develop and manage sales opportunity pipelines, working with partners to produce accurate quarterly forecasts by product and partner.
• Coordinate and deliver partner training, ensuring teams meet required product knowledge and technical certification standards.
• Plan and execute quarterly marketing initiatives and demand-generation activities to drive measurable results with targeted partners.
• Communicate product launches, pricing updates, and distribution processes to channel partners, while keeping management informed of performance, challenges, and resource needs.
• Conduct regular partner engagements, including sales meetings, joint customer calls, onsite marketing events, business planning sessions, and in-person or virtual training.
• Strengthen brand awareness, market share, and customer satisfaction by ensuring partners offer appropriate products and solutions for customer needs and competitive conditions.
• Collaborate with business planning and marketing teams to deliver effective channel strategies, sustainable growth, and long-term partner success.
• Resolve channel conflicts in alignment with management direction and deploy internal resources effectively throughout sales campaigns.

Requirements:

• High school diploma or GED equivalent.
• At least five years of relevant professional experience, including sales experience with printing devices, office products, and related software through copier dealers.
• Demonstrated ability to manage sales pipelines, forecast product sales accurately, and achieve commercial targets.
• Strong understanding of market conditions, customer requirements, and competitive dynamics within relevant industry segments.
• Experience with sales forecasting, pipeline management, CRM and ERP systems, and business development.
• Proven solution-selling skills and the ability to develop sales opportunities through channel partnerships.
• Strong financial acumen, including the ability to interpret profit and loss statements, balance sheets, and other business performance metrics.
• Ability to influence stakeholders, coordinate remote teams, and align partners around shared objectives.
• Strong relationship-building, negotiation, presentation, and communication skills, both written and verbal.
• Excellent organizational and time management skills, with an understanding of long-range strategy and operational planning.
• Ability to identify and deploy appropriate company resources to support sales campaigns and partner success.
• Proficiency in Microsoft Office applications, including PowerPoint, Word, and Excel, as well as Salesforce CRM.
• Valid driver's license and willingness to travel approximately 40–50% of the time.
• Residence in the Midwest is preferred, particularly Minnesota, Wisconsin, Michigan, Illinois, or Iowa.
• A bachelor's degree or equivalent sales experience is desirable. An advanced degree in business management, operations, or marketing is an additional advantage.

Benefits:

• Salary of up to $110,000, depending on experience.
• Remote work arrangement.
• Medical, dental, and vision insurance.
• Life insurance.
• 401(k) retirement plan.
• Paid time off.