Channel Sales Manager
IDEX Corporation, Benton Harbor, MI, United States
If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.
With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses (https://www.idexcorp.com/our-businesses/business-segments/) around the globe, chances are, we have something special for you.
Scope of Role The Channel Sales Manager is responsible for driving profitable growth through distributor and representative channels across the U.S. and Canada. This role leads the execution of the channel strategy, strengthens distributor and rep performance, and ensures consistent pricing, margin discipline, and sales execution across the Gast brands, with expansion to the Airtech brand in the future.
The Channel Sales Manager will evolve and scale the channel to support long‑term growth by deepening relationships with key partners, improving sales rigor and visibility, and aligning channel activity with strategic market priorities. The role works cross‑functionally with Product Management, Pricing, Customer Service, Operations, and Finance to deliver a consistent and reliable channel experience. This position requires 50% overnight travel.
Key Outcomes (What Success Looks Like)
A well‑aligned and scalable distributor network
Improved sales funnel visibility and execution discipline
Clear expectations and accountability with channel partners
Channel focus aligned to priority growth markets
Stronger price realization and margin performance
Key Responsibilities Channel Strategy & Performance
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
Distributor Leadership
Serve as the primary commercial owner for key distributor 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
Revenue, Pricing & Margin Discipline
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
Sales Execution & Funnel Management
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 Experience
Cross-Functional Collaboration
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
QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
5-10 years of B2B sales experience with distribution and/or rep channels
Demonstrated success managing distributor relationships
Experience in pneumatics, valves, fluid handling, or adjacent industrial markets (preferred)
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
OTHER SKILLS and ABILITIES
Must demonstrate the ability to engage and motivate the sales teams of a third‑party distribution 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.
Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?
IDEX is an Equal Opportunity Employer
. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws.
Attention Applicants : If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at lfcareers@idexcorp.com for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.
Job Family:
Sales
Business Unit:
Gast
#J-18808-Ljbffr
With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses (https://www.idexcorp.com/our-businesses/business-segments/) around the globe, chances are, we have something special for you.
Scope of Role The Channel Sales Manager is responsible for driving profitable growth through distributor and representative channels across the U.S. and Canada. This role leads the execution of the channel strategy, strengthens distributor and rep performance, and ensures consistent pricing, margin discipline, and sales execution across the Gast brands, with expansion to the Airtech brand in the future.
The Channel Sales Manager will evolve and scale the channel to support long‑term growth by deepening relationships with key partners, improving sales rigor and visibility, and aligning channel activity with strategic market priorities. The role works cross‑functionally with Product Management, Pricing, Customer Service, Operations, and Finance to deliver a consistent and reliable channel experience. This position requires 50% overnight travel.
Key Outcomes (What Success Looks Like)
A well‑aligned and scalable distributor network
Improved sales funnel visibility and execution discipline
Clear expectations and accountability with channel partners
Channel focus aligned to priority growth markets
Stronger price realization and margin performance
Key Responsibilities Channel Strategy & Performance
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
Distributor Leadership
Serve as the primary commercial owner for key distributor 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
Revenue, Pricing & Margin Discipline
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
Sales Execution & Funnel Management
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 Experience
Cross-Functional Collaboration
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
QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
5-10 years of B2B sales experience with distribution and/or rep channels
Demonstrated success managing distributor relationships
Experience in pneumatics, valves, fluid handling, or adjacent industrial markets (preferred)
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
OTHER SKILLS and ABILITIES
Must demonstrate the ability to engage and motivate the sales teams of a third‑party distribution 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.
Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?
IDEX is an Equal Opportunity Employer
. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws.
Attention Applicants : If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at lfcareers@idexcorp.com for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.
Job Family:
Sales
Business Unit:
Gast
#J-18808-Ljbffr