Senior Manager, Commercial Distribution

Role Overview

• Create and execute comprehensive strategies for channel distribution in the commercial sector to meet sales and revenue goals.
• Identify opportunities for channel expansion, recruitment, and onboarding of new resellers in alignment with business growth objectives.
• Design programs and incentives to motivate channel partners and maximize their performance.
• Collaborate with leadership to execute and monitor annual sales plans for distribution channels.
• Own partner-sourced and partner-assisted forecasts for commercial distribution route-to-market.
• Lead and oversee the achievement of revenue targets, pipeline generation, new logos and other organization KPIs.
• Monitor partner performance, including plan coverage, deal registrations, certifications, and adherence to partner program.
• Implement corrective actions when channel partners do not meet performance metrics.
• Build and maintain strong relationships with existing commercial channel partners, including distributors, wholesalers, and resellers.
• Serve as the primary liaison between the company and channel partners, ensuring clear communication and alignment on objectives.
• Identify challenges and opportunities within partner relationships and lead efforts to address these collaboratively.
• Lead, mentor, and manage a team of channel managers and sales professionals to ensure high performance in channel distribution initiatives.
• Work closely with sales, marketing, enablement, and support teams to ensure channel partners have the resources they need to succeed.
• Optimize processes and systems to ensure seamless interaction with channel partners, including order management, forecasting, and inventory planning.
• Regularly track and report performance metrics, revenue forecasts, and channel partner activities to senior leadership.

Requirements

• Bachelor's degree in business administration, Marketing, Sales, or a related field; MBA preferred.
• Minimum of 8–10 years of experience in distribution management and channel sales, preferably within the commercial sector.
• Demonstrated experience scaling channel networks and managing large distributor/partner relationships.
• Proven track record of achieving and exceeding sales targets.
• Proficiency in CRM systems, PRM, analytics tools, and sales software.
• Strong understanding of commercial distribution models and agreements.
• Ability to forecast sales, analyze trends, and develop strategic plans based on data insights.

Benefits

• Friendly flexible working model: Empower excellence whether you’re at home or in the office and support work-life balance.
• Competitive compensation & total rewards: Including health, wellness, and financial plans tailored for you and your family.
• Global, diverse teams: Collaborate with talented people from 23+ countries.
• Learning & Development: Grow your skills with access to best-in-class learning tools and programs.
• Equity & belonging: We value every voice. Your story helps inform our solutions for a changing world.