Channel Manager

Smiths Group; Maryland; On-site; USD 96,000 - 144,000; Full time

Benefits offered by this job

Medical, dental & vision insurance

401(k) with company match

Paid time off

Job summary

Smiths Detection in the United States is seeking a Channel Manager to oversee strategic planning, partner relationships, and sales performance across channel partners.

You will develop territory strategies, manage joint business plans with distributors, and coordinate with Sales, Legal, Finance and Operations to respond to bids. Strong communication and experience in indirect sales are essential.

Qualifications

• Bachelor’s degree in business, marketing, or related field or equivalent experience.
• Channel management experience (3–5 yrs) preferred.
• Experience in indirect sales and partner programs.

Responsibilities

• Develop and execute a channel strategy for the assigned territory.
• Build and maintain relationships with distributors and channel partners.
• Lead tender responses and coordinate cross-functional teams.
• Monitor partner performance and drive pipeline and revenue.
• Identify market opportunities and expand partner coverage.
• Provide partner training and marketing materials.

Skills

Indirect sales

Partner programs

Business development

Distributors management

Data driven decisions

Education

Bachelor’s degree in business/marketing or related field

Equivalent relevant experience

Job description

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.

Smiths Detection is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defense, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centers, with a global network of 3,500 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

The Channel Manager will oversee strategic planning, operational excellence and relationship management across all channel partners. The position ensures that partners are fully supported to drive sales performance and our expectations for sales performance are clear.

Responsibilities:

• Develop and execute a channel strategy for the assigned territory, aligning partner coverage, market opportunities, and commercial priorities with the organization’s growth objectives.
• Develop and execute regular reporting on partner performance
• Build productive relationships with existing distributors and channel partners. Establish joint business plans, review performance regularly, address barriers to growth, and hold partners accountable for agreed actions.
• Identify opportunities to expand into new markets or geographies, strengthen coverage in underserved areas, and evaluate the capabilities needed from current or prospective partners.
• Work with partners and internal sales teams to develop a qualified opportunity pipeline, advance strategic deals, improve forecasts, and support achievement of channel sales and order intake goals.
• Lead the channel strategy for major tenders and complex partner opportunities. Coordinate the relevant Sales, Legal, Finance, Product, Service, Market Communication and Operations teams to develop competitive, accurate, and timely responses, with clear ownership of each bid requirement.
• Develop programs that help partners sell equipment, offerings, and service solutions. Identify opportunities to grow service and other recurring businesses while improving the end customer experience.
• Ensure partners have the product knowledge, training, marketing materials, delivery information, and internal support they need to represent the organization effectively and serve customers.
• Monitor partner performance using agreed measures such as pipeline, order intake, revenue, market coverage, tender outcomes, and service opportunities. Use those insights to recommend actions and track progress.
• Resolve partner issues and coordinate internal resources when commercial, delivery, or service challenges put opportunities or customer relationships at risk.
• Improve channel processes, reporting and tools, and ways of working to make it easier for partners and internal teams to pursue opportunities and deliver on commitments.

Education and Experience

Education Requirements:

• Bachelor’s degree in business, marketing, or a related field or equivalent relevant experience
  • channel management experience (3-5 yr), preferred

Technical Knowledge, Skills and Abilities:

• Strong understanding of indirect sales models, partner programs, business development or related roles and Industry-specific experience (technology, manufacturing, services (preferred
• Demonstrated experience managing distributors, channel partners, or indirect sales relationships in a business-to-business environment.
• A record of developing partner plans and turning them into measurable commercial results.
• Experience managing a sales pipeline, assessing partner performance, and using data to make commercial decisions.
• Ability to lead complex opportunities and coordinate work across multiple functions without direct authority over every contributor.
• Strong commercial judgment, negotiation skills, and the ability to build credibility with partner leaders and internal stakeholders.
• Clear written and verbal communication skills, including the ability to present plans, performance, and recommendations to leadership.

We offer…

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 andlifestyle 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.

The total compensation for this position ranges from$96,096 - $144,144/yr (Salary to be determined by the education, experience, knowledge, skills, & abilities of the applicant and the alignment with the internal team & market data). This role offers a competitive Business Profit Plan. This position includes a competitive benefits package. The comprehensive benefits package includes medical, dental & vision insurance; 401(k) with company match; paid time off; and other benefits. For details, please visit the Rewards & Benefits tab on our main careers page at Careers | Smiths Detection.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, protected veteran status, disability, or any other legally protected characteristic.

All qualified applicants will receive equal consideration for employment based solely on their skills, experience, and ability to perform the job. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or any other characteristic protected by applicable law.

We value professionalism, integrity, and respect in our workplace, and we strive to maintain an environment where every employee can contribute effectively to our mission.