Channal Management - Industrial Automation

Virtue Recruitment; Melbourne; On-site; AUD 110,000 - 160,000; Full time

Job summary

Channal Management - Industrial Automation in Melbourne seeks an experienced Key Account Manager / Channel Sales Manager to expand distributor partnerships and drive regional growth. You will work to grow existing partners, identify new distributors, and build strategic plans that increase channel sales through a network of distributors.

Reporting to the Head of Sales, you will engage distributor owners and sales teams, deliver product trainings, and collaborate with internal technical

Qualifications

• Experience managing distributor, reseller or indirect sales channels.
• Background in industrial automation, pneumatics, electrical or related products.
• Strong commercial acumen and strategic account management skills.
• Proven success growing sales through third-party distribution networks.

Responsibilities

• Manage and grow an established network of industrial distributors.
• Identify, engage and onboard new distribution partners.
• Develop strategic account plans to increase channel sales and market share.
• Build strong relationships with distributor management and sales teams.
• Deliver product presentations, trainings and joint sales activities.
• Collaborate with internal technical specialists to support customer applications.

Skills

Distributor management

Channel sales

Relationship building

Negotiation

Product presentations & training

Education

Bachelor's degree in business, sales or engineering

Tools

CRM software

Job description

Channal Management - Industrial Automation

Our client is a globally recognised manufacturer and supplier of industrial automation products and solutions. With an established Australian presence, a strong reputation for quality and an extensive product portfolio, the business is continuing to invest in its distribution network.

An exciting opportunity now exists for an experienced Key Account Manager / Channel Sales Manager to play a key role in expanding its distributor partnerships and driving regional growth.

About the Role

Reporting to the Head of Sales, you will be responsible for developing existing distribution partners while identifying and establishing new channel relationships.

This is a strategic, relationship-driven sales position focused on growing business through distributors rather than selling directly to end users.

You will work closely with distributor owners, managers and sales teams to increase product awareness, identify commercial opportunities and help partners grow their businesses.

Key Responsibilities

• Manage and grow an established network of industrial distributors.
• Identify, engage and onboard new distribution partners.
• Develop strategic account plans to increase channel sales and market share.
• Build strong relationships with distributor management and sales teams.
• Deliver product training, workshops and lunch-and-learn sessions.
• Conduct joint customer visits and support distributor sales opportunities.
• Develop regional sales initiatives, promotional activities and growth strategies.
• Collaborate with internal technical specialists to support customer applications.

About You

We are seeking a commercially minded sales professional who understands how to develop and influence independent distribution partners.

You may currently be working as a Channel Manager, Key Account Manager, Distribution Manager, Business Development Manager, Sales Engineer or Territory Manager.

Ideally, you will offer:

• Proven experience managing distributor, reseller or indirect sales channels.
• A background in industrial automation, pneumatics, electrical or related industrial products.
• Strong commercial acumen and strategic account management skills.
• Demonstrated success growing sales through third-party distribution networks.
• Excellent relationship-building, negotiation and influencing abilities.
• Confidence delivering product presentations, training and joint sales activities.
• A proactive, organised approach to territory management and business development.

You do not need to be the most technically experienced person in the room. Strong internal application engineering support is available, allowing you to focus on commercial relationships and channel growth.

What's on Offer?

• Competitive salary package
• Join an established global manufacturer with a highly regarded product range.
• Take ownership of a strategically important and expanding distribution channel.
• Work with an established network while developing new business partnerships.
• Access dedicated technical support and resources.
• Enjoy autonomy, structured regional travel and a Melbourne-based position.
• Genuine long-term career progression as the distribution function expands.