Channel Manager

Smithsgroup2; Hemel Hempstead; On-site; GBP 90,000 - 130,000; Full time

Job summary

Smiths Detection is seeking an experienced Global Channel Manager to lead the development and execution of our global channel strategy, supporting sustainable growth through our network of indirect sales partners across international markets.

In a global matrix organisation, you will own the strategy, governance, tools and commercial programmes that enable markets to maximise partner performance while driving a key transformation programme across North East Europe and South Asia.

Qualifications

• Experience building and rolling out channel strategies across international markets.
• Strong collaboration and influence within global matrix organisations.
• Proven success in developing channel programmes and improving performance through indirect sales.

Responsibilities

• Develop and implement a global channel strategy aligned to growth objectives.
• Lead channel transformation initiatives and governance frameworks.
• Define routes-to-market, segmentation and partner investment models.
• Create and manage channel pricing frameworks across OEM, Aftermarket and Contractual channels.
• Design and implement partner programmes, accreditation models and performance frameworks.
• Establish partner onboarding, development, evaluation and exit processes.
• Support regional teams in developing local channel plans and enablement tools.
• Drive forecasting improvements, partner performance and market penetration.
• Develop meaningful channel performance metrics and reporting.
• Identify and develop strategic global partnerships.
• Facilitate collaboration across Commercial, Service, Supply Chain, Finance, Legal and IT.

Skills

Global channel strategy

International markets

Stakeholder management

Analytical skills

Tools

CRM software

CLM platforms

Job description

Smiths Detection is looking for an experienced Global Channel Manager to lead the development and execution of our global channel strategy, supporting sustainable growth through our network of indirect sales partners across international markets.

This is a high-impact role operating within a global matrix organisation. While ownership of channel partner relationships sits within our regional markets, you will be responsible for creating the strategy, governance, tools, frameworks and commercial programmes that enable those markets to maximise partner performance.

A key priority for this role will be leading the ongoing transformation project, taking ownership of its delivery and helping accelerate channel effectiveness across the business. We are looking for someone who can quickly understand complex environments, establish credibility with senior stakeholders, and deliver results from day one.

This role will include travel across North East Europe and South Asia.

What You'll Be Doing

• Develop and implement a global channel strategy aligned to business growth objectives.
• Lead the project and drive key channel transformation initiatives.
• Define channel segmentation, routes-to-market and partner investment models.
• Create and manage channel pricing frameworks across OEM, Aftermarket and Contractual Aftermarket channels.
• Design and implement partner programmes, accreditation models, governance standards and performance frameworks.
• Establish partner onboarding, development, evaluation and exit processes.
• Support regional teams in developing and executing local channel plans.
• Deliver channel enablement tools, training and best-practice frameworks.
• Drive improvements in forecasting, partner performance, market penetration and profitability.
• Develop meaningful channel performance metrics and reporting.
• Identify and develop strategic global partnerships.
• Facilitate collaboration between Commercial, Service, Supply Chain, Finance, Legal and IT functions.
• Act as the global centre of excellence for channel management capability.

What We're Looking For

We are particularly interested in candidates who have successfully built, implemented and rolled out channel strategies across multiple international markets.

Successful candidate

To be succeed in this role, you'll be highly driven, commercially focused and comfortable operating in a global environment.

You will understand that success comes through collaboration and influence rather than directive management. You'll have a track record of working closely with regional teams, respecting local market requirements whilst implementing globally aligned strategies that deliver measurable business value.

Most importantly, you'll be able to demonstrate examples of creating channel programmes, driving adoption across multiple markets and improving commercial performance through indirect sales ecosystems.

Industry Background

Experience within aviation, security, defence, industrial, manufacturing, automotive or other complex B2B channel-led environments will be considered. We are open to candidates from different sectors provided they can demonstrate a successful track record of developing and executing channel strategies across multiple regions and markets.

Why Join Us?

This is an opportunity to shape the future of our global channel strategy, lead a key transformation programme, and work with senior stakeholders across an international business. You'll play a critical role in improving channel effectiveness, driving growth and creating long-term value across our global markets.

• Significant experience in channel management, indirect sales or partner leadership roles.
• Experience developing and deploying channel strategies across global or multi-market environments.
• Proven success influencing and delivering outcomes within complex matrix organisations.
• Strong commercial acumen, including channel pricing, incentives, rebates and partner investment models.
• Experience designing partner programmes, governance structures and performance frameworks.
• Strong stakeholder management skills with the ability to influence senior leaders without direct authority.
• Excellent analytical and performance management capabilities.
• Experience using CRM and contract lifecycle management (CLM) platforms.
• The ability to quickly assess situations, establish priorities and drive execution.

Join us and we'll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You'll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You'll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.

Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.

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