Channel Manager Philadelphia, PA

United StatesRemoteFull-timemid

SalesChannel Manager

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Requirements Summary

Bachelor's degree or equivalent relevant professional experience. At least 5 years of successful outside sales experience selling value-added,

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SalesChannel Manager

The Channel Manager will serve as a strategic business partner to assigned dealers and distributors, driving market share growth, broader product adoption, and long-term channel performance across the Philadelphia district. This field sales role combines account management, business consulting, territory development, and commercial strategy within the building products industry. You will develop full-portfolio growth plans, strengthen key customer relationships, and identify opportunities to expand product availability and increase sales across existing and new accounts. Working closely with sales leadership and cross-functional teams, you will improve channel execution, launch targeted campaigns, and generate downstream demand among builders, installers, and contractors. You will use market intelligence, competitive analysis, and customer financial insights to guide stocking decisions, optimize account performance, and protect market share. This is an opportunity for an experienced sales professional to influence channel strategy, build lasting partnerships, and contribute to sustainable business growth while working remotely from Philadelphia, Pennsylvania.

Define and maintain the district's full-line product portfolio strategy for dealers and distributors, aligning channel initiatives with broader sales and growth objectives.
Serve as the primary business contact for assigned channel accounts and product categories, maintaining consistent communication, resolving issues promptly, and strengthening customer relationships.
Act as the district's subject-matter expert on channel business models, distribution and dealer volume flows, program structures, stocking locations, competitive presence, early-buy processes, and product margins.
Collaborate with the District Sales Manager (DSM) to develop prioritized key account plans that support district goals, increase market share, and drive full-portfolio growth.
Identify opportunities to gain new stocking positions, protect existing positions, increase product-line adoption, and expand share of wallet within key accounts.
Develop and execute cross-selling initiatives that encourage dealers and distributors to promote a broader range of products.
Maintain existing channel programs and implement new programs that support customer engagement, sales growth, and long-term account value.
Oversee distributor account coverage through quarterly planning meetings, joint targeting, quarterly business reviews, annual agreements, and account segmentation.
Partner with channel customers to generate downstream demand and identify opportunities among builders, installers, and contractors.
Leverage dealer and distributor relationships to develop qualified leads for regional account managers and coordinate joint targeting initiatives.
Educate channel sales teams on product features, applications, value propositions, and competitive advantages to strengthen product knowledge and improve sales effectiveness.
Maintain consistent brand visibility at customer locations, ensure point-of-sale materials are up to date, and collaborate with Field Marketing on localized campaigns.
Monitor market trends, competitive dynamics, customer performance, and channel economics to identify growth opportunities and adjust account strategies.
Collaborate with sales leadership, Central Sales Execution, National Accounts, and cross-functional partners to improve channel strategies, share market feedback, and support continuous improvement.
Participate in weekly sales meetings, use one-on-one meetings with the DSM to escalate issues and seek support, share leads and market intelligence with colleagues, and maintain necessary administrative and cross-functional coordination.

Requirements

~2 min read

Bachelor's degree or equivalent relevant professional experience.
At least 5 years of successful outside sales experience selling value-added, comprehensive solutions in industries such as consumer durables, manufacturing, telecommunications, or similar sectors.
Demonstrated success in territory management, account development, prospecting, pipeline management, new business acquisition, and closing sales.
Strong ability to cultivate relationships, expand professional networks, nurture leads, identify target accounts, and negotiate mutually beneficial commercial outcomes.
Knowledge of market segmentation, go-to-market strategies, sales processes, funnel management, and effective sales practices.
Ability to understand dealer and distributor financial performance, including margins, inventory turnover, and inventory optimization, and use these insights to advise partners on growth opportunities.
Understanding of market potential, competitive positioning, and builder and contractor dynamics.
Experience using customer relationship management (CRM) systems to organize accounts, manage pipelines, track opportunities, and support account planning.
Ability to analyze market trends and competitive intelligence and translate findings into actionable territory and account strategies.
Familiarity with building products and basic construction practices, with the ability to learn product features, applications, installation considerations, and value drivers across residential and commercial projects.
Excellent communication, presentation, and influencing skills, with the ability to engage dealers, distributors, contractors, and internal stakeholders.
Strong problem-solving, negotiation, and collaboration skills, with an emphasis on achieving mutually beneficial outcomes.
Ability to work independently in a field sales environment while maintaining strong communication with sales leadership and cross-functional teams.