Channel Sales & Development Manager

MRA-The Management Association; Racine (WI); On-site; USD 80,000 - 110,000; Full time

Job summary

Master Appliance Corporation in Racine, WI seeks a Channel Sales & Development Manager to manage existing distributor relationships, negotiate terms, and expand into new markets. You will align sales planning with operations and work across teams to drive growth.

The role blends account management, pricing oversight, and new business development, requiring self-direction, strong communication, and willingness to travel for distributor meetings and trade shows.

Qualifications

• Bachelor's degree in business, marketing, or related field, or equivalent practical experience.
• Several years of relevant experience in B2B sales, account management, distribution, or manufacturing.
• Self-directed and able to handle variable inbound work.
• Professional on the phone, on video, and in-person meetings with distributor buyers and contacts.

Responsibilities

• Create new customers and new business.
• Serve as the primary contact for existing distributors, handling day-to-day requests.
• Represent Master credibly in meetings with distributor buyers and end users.
• Own the execution of the annual pricing and quoting process and updates.
• Actively pursue new business, including international opportunities.
• Coordinate new product introductions across the distributor base.

Skills

B2B sales

Account management

Distributor relations

Pricing & quoting

Communication

Self-directed

Organizational skills

Education

Bachelor's degree in business, marketing, or related field

Job description

Master Appliance CorporationChannel Sales & Development ManagerRacine, WI

Summary

Master Appliance is a small, family-run manufacturer focused on growing revenue, expanding into new markets and building a more scalable business. This position owns the day-to-day health of our existing distributor relationships, represents Master on the phone and in meetings with distributor buyers and end users, and uses the time that upkeep doesn't fill to create new customers & new business: new distributors, new markets, new product placements.

The workload is uneven by design. Some weeks bring light inbound work, while others (an annual pricing update, a new product launch, a new distributor setup) bring a real push. The right person treats the quiet stretches as time to hunt for new business and clean up rough edges in how the department runs, rather than waiting to be assigned something to do.

This is not a quota-driven or commission-based sales role. Compensation is salary plus a discretionary, company-performance-based bonus.

Essential Duties and Responsibilities

• Create new customers & new business.
• Serve as the primary point of contact for Master's existing distributors, handling day-to-day requests, including shipping and logistics questions, co-op approvals, account setup changes, and similar account upkeep, accurately and without being chased.
• Represent Master credibly on the phone, on video calls or in-person meetings with distributor buyers, including periodic terms-of-sale and account-review conversations.
• Own the execution of the annual pricing and quoting process: understand and maintain the existing pricing matrix and margin structure (freight, co-op, and similar adjustments), prepare updates and new-distributor pricing for approval, and handle quotations throughout the year.
• Use the lighter periods of the role to actively pursue new business: research and identify distributors, markets, and channels Master isn't yet in, including international opportunities, and run the outreach to develop them.
• Coordinate new product introductions and launches across the existing distributor base.
• Monitor incoming customer and distributor email correspondence; answer end-user and distributor product questions directly where possible and route anything needing engineering or technical input to the right person without letting it drop.
• Handle routine return and warranty requests for individual units alongside the customer service team.
• Act as the connective tissue between distributors and the rest of the company, flagging and routing issues to customer service, operations, or engineering so nothing sits unresolved.
• When time allows, look for ways to make recurring work lighter, such as templates, standard responses, better-organized files, or straightforward use of available tools, rather than solving the same problem manually every time. This is ongoing housekeeping, not a standalone project workload.
• Take on other commercial and business-development tasks as they come up; the scope of this role will keep shifting as the company grows and as parts of it (order entry, routine inbound questions) become more automated.

Knowledge and Skills

1. Bachelor's degree in business, marketing, or a related field, or equivalent practical experience.
2. Several years of relevant experience in B2B sales, account management, distribution, or manufacturing; industrial/distributor experience is a plus but not required.
3. Genuinely self-directed, comfortable deciding what to work on without being handed a task list and not thrown off by weeks with very little inbound work.
4. Confident and professional on the phone, on video calls and in-person meetings with distributor buyers and account contacts.
5. Comfortable with pricing and margin math, able to work within (and help maintain) a pricing/quoting structure with good commercial judgment.
6. Resourceful: when a question comes in without an obvious answer, finds it, whether that means digging in, asking the right person internally, or using whatever tools are available, to return a well thought out answer in a timely manner.
7. Comfortable picking up new tools and systems as the company adopts them; open to learning and adopting AI workflows as they are built.
8. Highly organized and dependable, with strong follow-through and the ability to manage multiple customer relationships, opportunities, commitments, and priorities without letting details fall through the cracks.
9. Willing to wear multiple hats, since this is a small company where the sales role also touches customer service, pricing, and operations coordination.

Physical Demands

The physical demands described here are representative of those required to perform the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

• The position is primarily office-based and regularly requires sitting, standing, walking, speaking, hearing, and using a computer and other office equipment.
• Periodic business travel is required. Travel may include driving, air travel, walking through airports and customer facilities, transporting product samples or business materials, and setting up or supporting trade show exhibits.
• The employee must be able to occasionally lift, carry, and move product samples, luggage, trade show materials, and other items weighing up to approximately 40 pounds.
• Specific vision abilities required by this position include close and distance vision, the ability to read printed and electronic materials, and the ability to distinguish product details and colors.

Work Environment

• Primarily performed in a professional office environment.
• Periodic time in customer facilities, distributor locations, manufacturing environments, trade shows, and other business-travel settings.
• The role requires periodic travel and the ability to work effectively in a variety of professional environments.