Sales Manager, Vendor Partnerships

Oncourse Home Solutions; Naperville (IL); Hybrid; USD 91,000 - 140,000; Full time

Benefits offered by this job

Competitive Compensation

Health Coverage

401(k) Plan with 4% Company Match

Generous Paid Time Off

Education Assistance Program

FSA/HSA Options

Employee Wellness

Vibrant Company Culture

Job summary

Oncourse Home Solutions (American Water Resources) in Naperville, IL, seeks a Sales Manager, Vendor Partnerships to own the end-to-end commercial performance with key vendor and channel partners. You will design and lead joint business reviews, develop partner account plans, and deliver enablement materials to accelerate revenue growth.

This hybrid role requires strong experience in B2B sales, vendor management, and cross-functional collaboration with Finance, Operations, and Marketing.

Qualifications

• 4+ years of progressive B2B or channel sales experience.
• 3+ years in direct vendor/channel partner relationship ownership.
• Proven track record of creating sales enablement documentation and driving adoption.
• Experience managing a sales team in a metrics-driven environment, including accountability for performance.

Responsibilities

• Own end-to-end commercial relationships with OHS's key vendor and channel partners, managing executive-level contacts with full accountability for revenue outcomes.
• Design, lead, and facilitate structured Weekly and Monthly Business Reviews using performance data to drive shared accountability and joint growth planning.
• Develop and maintain partner-specific account plans articulating mutual goals, revenue targets, enablement needs, and success milestones.
• Negotiate program terms, promotional calendars, and incentive structures in collaboration with Finance and Operations.
• Proactively identify risks to vendor partnership health and initiate corrective action plans well ahead of escalation.
• Own the design and delivery of vendor performance scorecards, transforming raw data into clear narratives that drive decision-making at the partner and leadership levels.
• Track, interpret, and present KPIs across the full sales funnel; build data stories that visibly influence partner behavior and resource allocation.
• Define, document, and continuously refine repeatable sales processes tailored to the home warranty channel partner environment.
• Build and maintain a vendor-facing enablement library: pitch decks, objection-handling guides, product training materials, competitive battle cards, and onboarding playbooks.
• Lead, develop, and retain a team of sales professionals; build individualized development plans and foster a high-performance, continuous-improvement culture.

Skills

Vendor relationships

QBR facilitation

Joint business planning

Sales enablement

Team leadership

Education

Bachelor's degree in Business/Marketing

Tools

Looker

Power BI

Tableau

KMS

WFM

QA platforms

Job description

Oncourse Home Solutions, also operated as American Water Resources, is a trusted home protection provider helping homeowners across the country protect what matters most. We are a $500 million organization backed by private equity firm Apax Partners, serving 2 million customers across 43 states. We partner with 25+ utilities and municipalities (and growing!) to provide customized solutions tailored to any community - delivering real value where people live. We help homeowners protect the essential systems that keep their homes running - from HVAC, appliances, and electrical to water, sewer, gas lines, and more - so they can avoid the stress and financial impact of unexpected repairs. Our work helps homeowners stay safe, comfortable, and confident in their homes every day.

At Oncourse, our people are what makes that possible. We call ourselves SUPERs - Successful, United, Progressive, Empathetic, and Reliable - because that's how we show up for our customers and for each other. We invest in our employees through competitive benefits, an inclusive culture, and employee-led resource groups that strengthen connection, community, and belonging across the company.

As an equal opportunity employer, our employment decisions are based on business needs, job requirements and individual qualifications without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, ancestry, marital status, parental status, mental or physical disability, military or veteran status, or any other basis protected by federal, state, or local law. Oncourse Home Solutions is committed to recruiting and retaining talented applicants and to providing all employees with a workplace free from discrimination and/or harassment.

Position Summary

Reporting to the Sr. Director, Sales, the Sales Manager, Vendor Partnerships owns the end-to-end commercial performance of OHS's key vendor and channel partner relationships, operating at the intersection of sales execution, analytics, and partner enablement. This manager-level role sets strategy, builds scalable processes, and translates performance data into outcomes that move the needle for both OHS and its vendor partners. The role serves as the primary voice of OHS to the vendor channel and the primary internal advocate for vendor needs, balancing relationship depth with rigorous performance management. Success is measured by vendor sales performance against targets, growth in revenue driven through the channel, and the quality of enablement infrastructure built for partner-facing sales teams. This position partners closely with Sales Leadership, Finance, Operations, Marketing, and Vendor Management to align channel strategy with OHS's overall commercial objectives.

Strong preference for candidates with experience in home warranty, home services, insurance, telecom, or high-volume inbound contact center sales. This is a greenfield build role with no direct reports at inception.

This hybrid role is based in our Naperville, IL office. Our office environment is a key driver of our company culture and employee experience, so a regular in-office hybrid model (generally T-TH in office and M & F remote) is required.

Responsibilities Include But Are Not Limited To

• Own end-to-end commercial relationships with OHS's key vendor and channel partners, managing executive-level contacts with full accountability for revenue outcomes
• Design, lead, and facilitate structured Weekly and Monthly Business Reviews using performance data to drive shared accountability and joint growth planning.
• Develop and maintain partner-specific account plans articulating mutual goals, revenue targets, enablement needs, and success milestones.
• Negotiate program terms, promotional calendars, and incentive structures in collaboration with Finance and Operations.
• Proactively identify risks to vendor partnership health and initiate corrective action plans well ahead of escalation.
• Own the design and delivery of vendor performance scorecards, transforming raw data into clear narratives that drive decision-making at the partner and leadership levels
• Track, interpret, and present KPIs across the full sales funnel; build data stories that visibly influence partner behavior and resource allocation.
• Define, document, and continuously refine repeatable sales processes tailored to the home warranty channel partner environment.
• Build and maintain a vendor-facing enablement library: pitch decks, objection-handling guides, product training materials, competitive battle cards, and onboarding playbooks
• Lead, develop, and retain a team of sales professionals; build individualized development plans and foster a high-performance, continuous-improvement culture.

We're Excited if This is You

Experience And Qualifications Of The Role

• 4+ years of progressive B2B or channel sales experience, with at least 3 years in direct vendor/channel partner relationship ownership.
• Demonstrated experience managing key accounts at manager level: QBR facilitation, joint business planning, executive-level relationship management.
• Proven track record of creating sales enablement documentation (playbooks, battle cards, training curricula) and driving adoption.
• Experience managing and developing a sales team in a metrics-driven, contact center or omnichannel environment including encouraging strong performance and addressing issues directly to maintain a high-accountability.
• Ability to travel up to 35% to visit vendor/partner sites and key accounts.

Computer Skills Needed To Perform This Job

• Looker, Power BI, or Tableau - Strongly Preferred
• Knowledge Management System (KMS), WFM, and QA platforms

Education

• Bachelor's degree in Business, Marketing, or related field; equivalent professional experience considered.

Certificates, Licenses, Registrations

• None required

We offer a compelling total rewards package that includes a competitive base salary and comprehensive benefits to support your total wellbeing. The base pay range for this position is $90,780 - $139,500 USD Annual. The specific pay offered will depend on qualifications, experience, education and skill set. The compensation offered may also include an annual performance-based bonus, sales incentive plan or commission target.

Our benefits include, but are not limited to, healthcare, life insurance, paid time off, retirement, commuter benefits, and education reimbursement. Exact compensation may vary based on skills, experience, and location.

Join our SUPER Team and Enjoy Amazing Benefits!

• Competitive Compensation: We value your hard work and are proud of our competitive pay for performance philosophy.
• Comprehensive Health Coverage: Medical, dental, and vision insurance options, plus paid short-term and long-term disability coverage.
• 401(k) Plan with 4% Company Match: Secure your future with our robust retirement plan.
• Generous Paid Time Off: Take the time you need to recharge and relax.
• Education Assistance Program: Invest in your growth and development with our support.
• FSA/HSA Options: Flexible spending and health savings accounts to manage your transportation and dependent care expenses.
• Employee Wellness: Access to EAP, health, legal, and financial resources to support your overall well-being.
• Vibrant Company Culture: Monthly Townhalls, employee recognition programs, and Employee Business Resource Groups (EBRGs) to keep you engaged and connected.