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IDEX Corporation · 2 hours ago

Channel Sales Manager

Linthicum, Maryland

Full-time

Hybrid

Mid, Senior Level

$88K/yr - $132K/yr

5+ years exp

Matcon Limited, operating under US Valve Corporation, is looking for a Channel Sales Manager for North America. This role is responsible for driving profitable growth through distributor and representative channels across the U.S. and Canada, leading the execution of channel strategy and enhancing distributor performance.

ManufacturingMedical

Comp. & Benefits

Responsibilities

Execute the North American channel strategy aligned with platform and brand objectives

Segment distributors using 80/20 principles to focus resources and effort

Lead distributor selection, onboarding, performance reviews, and ongoing engagement

Drive annual channel plans, growth initiatives, and joint business reviews

Serve as the primary commercial owner for key distributor and rep relationships

Establish clear expectations for quoting behavior, follow-up, stocking, and technical engagement

Conduct quarterly and annual performance reviews with distributors and reps

Maintain clarity around account ownership, territories, and pursuit priorities

Partner with Pricing and Finance to support price realization and margin improvement

Ensure adherence to pricing policies, discount structures, rebates, and contractual terms

Identify opportunities to improve mix, pricing consistency, and deal quality

Support negotiations with key distributors and reps

Own channel pipeline accuracy and CRM discipline

Establish a consistent funnel review and forecast cadence

Drive structured opportunity qualification and pursuit rigor

Ensure smooth commercial handoffs post-PO to Customer Service

Partner with Product Management on portfolio focus, launches, and VOC feedback

Collaborate with Customer Experience to support reliable post-order execution

Align with Operations on lead times, capacity, and delivery commitments

Support marketing initiatives and channel enablement tools

Other duties as assigned

Qualification

B2B sales experienceDistributor managementCommercial acumenCRM disciplinePVF industry experienceAnalytical skillsLeadership skillsOrganizational skillsInterpersonal skills

Required

5-10 years of B2B sales experience with distribution and/or rep channels

Demonstrated success managing distributor and manufacturer's rep relationships

Strong commercial acumen with ownership of revenue and margin outcomes

Experience in industrial, OEM, or engineered product environments

Strong CRM discipline and data-driven decision making

Must demonstrate the ability to engage and motivate the sales teams of a third-party distribution and rep channel team

Ability to manage priorities as articulated by direct manager

Must have strong organizational skills and the ability to multi-task

Must have ability to build relationships with direct accounts for repeat business

Must have high degree of leadership and ability to influence cross-functionally

Must be initiative-taking, anticipate and prevent issues by executing advanced critical thinking skills

Demonstrate ability to lead and work well in a team environment

Excellent analytical and interpersonal skills

Must be able to collaborate well with customers and internal team members to lead positive change in a fast-paced work environment

Preferred

Experience in PVF, valves, fluid handling, or adjacent industrial markets

Benefits

Health benefits

401(k) retirement savings program with company match

PTO

And more

Company

IDEX Corporation

Glassdoor3.9

With about 9,000 employees across the globe, IDEX (NYSE: IEX) designs and manufactures products that are vital to the advances of modern life and help IDEX live its purpose – Trusted Solutions, Improving Lives.

Founded in 1987

Lake Forest, Illinois, USA

5001-10000 employees