Channel Development Manager

Ansell; Santiago de Querétaro; Presencial; MXN 700.000 - 1.200.000; Jornada completa

Descripción de la vacante

Ansell is a leading global protection solutions provider. The Channel Manager will drive sustainable growth through distributor relationships within the assigned sub-region, leading CAMs and shaping business plans.

This role collaborates with regional sales, marketing, finance, and supply chain to execute strategies and optimize performance. Candidates should bring 7+ years in B2B sales, experience managing commercial teams, and proven ability to forecast, manage pipeline, and partner with

Formación

• 7+ years of B2B sales experience in industrial, safety, PPE, or related sectors.
• Experience leading and developing commercial teams.
• Experience working with Sales, Marketing, Finance, and Supply Chain.
• Experience in forecasting, pipeline management, and performance tracking.
• Proven experience in channel sales or distributor management.

Responsabilidades

• Direct distributor portfolio growth and performance by setting priorities and executing business plans.
• Lead and coach Channel Account Managers to improve account planning and execution.
• Drive profitable growth by aligning plans with sales execution and pricing strategies.
• Ensure alignment of distributor opportunities with regional and local commercial objectives.
• Coordinate cross-functional teams to support distributor growth and resolve challenges.

Conocimientos

B2B sales

Team leadership

Cross-functional collaboration

Forecasting & pipeline management

Distributor management

Herramientas

Salesforce

Descripción del empleo

Ansell is a leading global provider of protection solutions. Our company designs, develops and manufactures a wide range of protection solutions that meet the ever-changing needs and demands of our markets and industries. Protection is our primary concern as millions of people around the world depend on Ansell in their professional and personal lives.

Our vision is to create a world where people can enjoy optimal protection against the risk they are exposed to. Whether at work or during their leisure time, people require the right protection for the right application. After all, what better guarantee is there than increased safety, security and productivity than through adequate protection.

Position Summary

The Channel Manager is responsible for driving sustainable and profitable growth through strategic distributor relationships within the assigned sub-region, by leading and developing the Channel Account Manager (CAM) organization. The role provides direction, coaching, and performance management to CAMs, ensuring effective execution of distributor business plans, commercial priorities, and growth initiatives.

The Channel Manager oversees distributor performance across key areas including sales growth, sell-out development, portfolio expansion, profitability, forecasting, and business plan execution. The position works closely with CAMs, Regional Sales Managers, and cross-functional teams to identify growth opportunities, address performance gaps, and strengthen distributor relationships. The role ensures that channel execution is aligned with regional and local commercial objectives and priorities, promoting consistency and collaboration across the commercial organization.

KEY RESPONSIBILITIES

• Directed distributor portfolio growth and performance by setting strategic priorities, driving Joint Business Plan execution, guiding account development and commercial activities, and strengthening relationships with distributor leadership and key stakeholders.
• Led, coached, and developed the Channel Account Management team by setting clear performance expectations, strengthening commercial and distributor management capabilities, driving high-quality account planning and execution, and fostering the adoption of best practices across the organization.
• Drives profitable growth across the distributor portfolio by aligning business plans with commercial execution, guiding cross-functional sales teams to accelerate opportunities, optimizing pricing and promotional strategies, monitoring key performance metrics, and ensuring timely corrective actions to achieve business objectives.
• Ensures distributor priorities and growth opportunities are reflected in the commercial pipeline by guiding CAMs and sales teams to prioritize and advance strategic opportunities, monitoring pipeline health and forecast accuracy, and driving alignment between distributor objectives, business outlook, and sales execution.
• Coordinates cross-functional teams to support distributor growth, align distributor priorities with regional and local commercial objectives, drive effective execution through the sales organization, resolve business challenges impacting performance and customer experience, and promote consistent collaboration across the commercial organization.
• Identifies and drives growth opportunities through strategic distributors by guiding market expansion, strategic account development, portfolio growth, and initiatives that increase product adoption, market penetration, competitive displacement, and distributor capabilities.
• Leads channel governance and risk management by resolving strategic channel conflicts, ensuring consistent application of channel strategies and commercial policies, monitoring compliance with business rules and rebate programs, and escalating significant risks or issues as needed.

REQUIREMENTS

• 7+ years of successful B2B sales experience within Industrial, Safety, PPE, Manufacturing, or related sectors.
• Demonstrated experience leading, coaching, or developing commercial teams.
• Experience working cross-functionally with Sales, Marketing, Finance, Supply Chain, Customer Service, and other commercial functions.
• Experience in forecasting, pipeline management, and commercial performance management.
• Proven experience in channel sales, key account management, or distributor management.

PREFERRED QUALIFICATIONS

• Experience using Salesforce or similar CRM and commercial analytics tools.
• Experience within multinational organizations.
• Experience with commercial policies, rebate programs, and distributor incentive structures.