Channel Sales Manager

ITW; United States; Remote; USD 92,000 - 150,000; Full time

Job summary

ITW seeks a Channel Sales Manager to drive performance across top distributor partners in Detroit, MI, Ann Arbor, MI, or Toledo, OH. You will leverage training, inventory control, and merchandising to grow sales while connecting enterprise strategy to branch-level execution, including travel up to 50%.

You will lead training programs, improve product placement, and manage strategic engagement with distributors, fostering collaboration across leadership and front-line teams to deliver measurable

Qualifications

• Bachelor's degree in marketing, business, or related discipline or equivalent experience.
• Experience in channel sales, distributor management, or leading training programs.
• Strong ability to interpret KPIs and ROI; data-driven decision making.

Responsibilities

• Contribute to creating and delivering training strategies for distributor teams.
• Integrate selling skills into product certification programs to boost distributor capability.
• Improve inventory performance and optimize product placement and merchandising.
• Lead engagement plans with top distributors through QBRs and feedback cycles.
• Leverage promotions and marketing funds to drive distributor focus and execution.
• Track and analyze performance data to inform decisions and strengthen relationships.

Skills

Channel sales experience

Distributor management

Training program leadership

Communication skills

Analytical skills

KPIs & ROI analysis

Travel willingness

Education

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

Job description

Job Description:

The Opportunity

The Channel Sales Manager drives performance across our top distributor partners by leveraging teamwork as a differentiator, strengthening training, inventory, and merchandising execution, and deepening distributor engagement.

This role combines business acumen, relationship leadership, and welding expertise to grow sales, increase share in key channel positions, and expand adoption of our full portfolio, you will connect enterprise strategy to branch-level execution to deliver measurable growth and return on investment.

Location: Detroit, MI, Ann Arbor, MI, or Toledo, OH

What You'll Do

• Contribute to creating and delivering training strategies for distributor teams, including role-based multi-year roadmaps and coordinated sessions at Customer Experience Centers (CEC) and training facilities.
• Integrate selling skills into product certification programs to boost distributor capability and confidence
• Improve inventory performance by optimizing product placement, consolidating vendors, expanding merchandising opportunities, and elevating key metrics including turnover, GMROI, dead-stock reduction, and fill rate
• Lead strategic engagement plans for top distributors, including Quarterly Business Reviews (QBRs), annual feedback cycles, and relationship building across leadership, middle management, and front-line teams
• Leverage promotions, contests, and marketing funds to increase distributor focus and drive execution
• Track and analyze performance data to inform decisions, optimize distributor effectiveness, and strengthen distributor relationships

What Success Looks Like

• Higher distributor training participation and certification rates
• Strong merchandising compliance and execution, with distributors held accountable for on-shelf availability and portfolio representation
• Increased share of discretionary spending and improved inventory efficiency
• Advance Top 80 engagement plans and key quarterly initiatives to strengthen distributor accountability
• Measurable growth in revenue, new product development (NPD) adoption, and opportunity pipeline health
• High distributor satisfaction and stronger channel alignment

What You Bring

• Bachelor's degree in marketing, business, or related discipline, or equivalent experience
• Experience in channel sales, distributor management, or leading training programs
• Demonstrated expertise in inventory metrics and sales program adoption
• Contribute to the design and delivery of structured, role-based training programs
• Skill in driving alignment from enterprise leadership through branch-level execution
• Excellent communication, relationship-building, and analytical skills
• Data-driven mindset with the ability to interpret KPIs and evaluate return on investment (ROI)
• Working knowledge of welding processes and products preferred
• Willingness and ability to travel overnight up to 50% of the time

ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.

Compensation Information:

S** alary Range**: The Channel Sales Manager compensation package offers a competitive annual salary with an estimated range of $92,000 to $150,000 dependent on the geographic location, the successful candidate’s qualification, and prior experience. We are committed to maintaining equitable and competitive salaries across different regions through regular reviews and adjustments.

ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.