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Channel Manager

Location: Michigan City, Indiana, United States
Job ID: R0008997
Date Posted: May 27, 2022
Segment: Industry
Business Unit: Hitachi Industrial Equipment Systems
Company Name: Sullair, LLC
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Management
Job Schedule: Full time
Remote: No

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Summary of the position:

This position reports directly to the Director of Channel Management. Defined channel segment for open position includes rental & infrastructure channel partners, and OEM channel partners. The Channel Manager position supports strategic initiatives to improve Market Share as well as strengthen Channel relationships and improve customer satisfaction for defined channel segment. The Channel Manager collaborates with Field Sales, Customer Service, Marketing and Product Management to improve Channel performance. In addition, the Channel Manager will be responsible for the following:

Duties and responsibilities:

  • Channel Strategy- With guidance from Channel Director and Director of Sales, utilizes market specific data and industry and economic insights to define and support channel strategy. Builds consensus among sales and key stakeholders. Manages scorecard metrics; interprets market and channel micro trends and determines overall impact on channel strategies. 
  • Channel Governance- Manages channel partner relationships including agreements, cancellations and on-boarding of new accounts. Develops distributor profiles and ensures that CRM account and contact data is current/accurate. Interacts with legal as required. Leads business specific focus groups as needed. Periodically reviews and provides content updates for distributor policy manual.
  • Channel Interface-Acts as the channel ‘gatekeeper’ for all channel communication for defined segment including service bulletins, training and announcements. Manages Dealer Portal and SharePoint as well as other communications tools.
  • Channel Programs- Administers Co-Op program including program manual and guidelines; Plans and administers other programs as needed for defined channel segment; Plans and coordinates channel partner events as needed.
  • Advisory Council Leader – responsible for leadership and facilitation of advisory council for defined segment. Manages and implements all actions resultant from Advisory Council meetings; manages meetings and timing.
  • Market Data - Owns the monthly and quarterly market reporting and analysis; responsible for maintaining sales & distribution territories and supporting material for defined segment.



  • High School Diploma or Equivalent
  • Bachelor of Science Degree in Business or related field preferred

Professional experience:

  • At least 7 years of relevant experience in Business, Sales and/or Marketing fields.
  • Must be a self-starter, with strong analytical and problem-solving skills.
  • Excellent communication skills with a strong desire for serving customers.
  • Proficient in Excel, PowerPoint, and CRM systems.
  • Experience with indirect sales and channel management in an international environment preferred.
  • Ability to travel up to 5-10% of the time.

Direct reports:

  • N/A

The successful candidate is responsible for complying with Sullair’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Sullair is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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