Airtech Vacuum · 11 hours ago
Channel Sales Manager
Linthicum Heights, MD
Full-time
Hybrid
Mid, Senior Level
$88K/yr - $132K/yr
5+ years expAirtech Vacuum is part of IDEX, a company offering diverse career opportunities across various sectors. The Channel Sales Manager – North America is responsible for driving profitable growth through distributor and representative channels, executing channel strategies, and collaborating cross-functionally to enhance sales performance and partner relationships.
Consumer GoodsManufacturing
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
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
Company
Airtech Vacuum
Airtech Vacuum is a full line manufacturer of regenerative blowers and a wide range of vacuum and pressure technologies.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
unknown2021-04-27Acquired
Leadership Team
Ralph Sagher
COO
Company data provided by crunchbase