Channel Sales Manager - Houston, TX

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

Job summary

ITW, headquartered in the United States, seeks a Channel Sales Manager to drive performance with top distributor partners and expand adoption of our full portfolio. Based in Houston, TX, the role links enterprise strategy to branch execution to deliver measurable growth and ROI.

You will lead training programs, optimize inventory and merchandising, and steward strategic engagement with distributors to improve revenue and market share across key channels.

Qualifications

• Channel sales and distributor management experience.
• Inventory metrics and sales program adoption expertise.
• Design and delivery of structured, role-based training programs.
• Align enterprise leadership with branch execution.
• Excellent communication and relationship-building skills.
• Data-driven mindset for KPI interpretation and ROI evaluation.
• Welding knowledge preferred.
• Willingness to travel up to 50% overnight.

Responsibilities

• Create and deliver training strategies for distributor teams and sessions at centers.
• Integrate selling skills into product certification programs to boost capability.
• Improve inventory performance through optimized placement and vendor consolidation.
• Lead engagement plans for top distributors, including 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

Distributor management

Training programs

Inventory metrics

ROI interpretation

Communication skills

Relationship-building

Analytics

Welding knowledge

Travel up to 50%

Education

Bachelor’s degree in marketing or business

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: Houston, TX

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

Compensation Information

Salary 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.