Channel Sales Manager

The Sales Manager leads a virtual sales team to achieve regional revenue targets while managing key accounts and distributor channels. As part of the Leybold North America Sales Management Team, this role contributes to sales strategy, product launches, and target account penetration, with a focus on the rough vacuum market.

Key Responsibilities

Channel Program Design & Management

• Design and implement a structured distributor program, including discount models, reward tiers, performance metrics, and incentives


• Develop a parallel framework for the agent network with clear activity requirements, commission structures, and accountability standards


• Define go-to-market guidelines for when to leverage distributors vs. agents across segments and opportunities


• Ensure programs align with margin, growth, and partner engagement objectives


• Continuously refine programs based on performance data and market feedback

Distributor Relationship Management

• Serve as the primary commercial contact for the U.S. and Canada distributor network


• Identify coverage gaps and recruit, evaluate, and onboard new partners


• Support Mexico in building a localized distributor program


• Drive accountability through performance expectations and regular business reviews

Channel Strategy & Go-to-Market

• Partner with the VP/Business Line Manager and division sales leaders to define channel strategy


• Determine optimal coverage models (direct vs. indirect) while minimizing channel conflict


• Identify ideal partner profiles by segment, vertical, and geography


• Act as a subject matter expert on indirect channel best practices

Inside Sales Leadership

• Manage and develop a growing inside sales team (U.S. and Mexico)


• Align team activities with divisional priorities and sales opportunities


• Establish operating structure, including lead management, quoting, and pipeline support


• Foster a performance-driven culture and build commercial capabilities

First-Year Success Measures

• Distributor program launched with defined tiers, pricing, and performance criteria


• Agent framework established and adopted by the Scientific Vacuum sales team


• Strong distributor engagement through consistent performance reviews


• At least one new distributor onboarded to address market gaps


• Inside sales team operating with clear roles, workflows, and accountability


• Progress made on Mexico distributor program with a localized structure in development

Education

• Bachelor’s degree in a technical discipline preferred


• Alternatively, 5+ years of experience in technical product marketing, technical sales, or product management support

Experience

• 5+ years of experience in the vacuum industry preferred


• Proven experience in B2B indirect channel management (distributors, agents, resellers, or manufacturer representatives)


• Strong understanding of channel program design, including discount structures, performance tiers, incentives, and partner accountability


• Ability to operate at both strategic (program design, partner selection, go-to-market strategy) and tactical (partner engagement, relationship management) levels


• Experience in technical B2B sales environments such as industrial equipment, instrumentation, capital goods, or similar sectors


• People management experience preferred; strong individual contributors with leadership potential will also be considered

Core Competencies

• Builder mindset: Able to establish structure and processes in evolving environments while aligning internal stakeholders and partners


• Commercial acumen: Understands channel economics, margin dynamics, and how to design profitable, motivating partner programs


• Collaboration: Effectively partners with cross-functional teams and sales leaders without direct authority


• Accountability & self-awareness: Proactively seeks feedback and continuously improves approach


• Data-driven & organized: Uses metrics to track performance, prioritize activities, and guide decision-making


• Adaptability: Balances strategic planning with hands-on execution based on business needs

Additional Requirements

• Valid driver’s license