Sr Manager/Director, Channel Sales & Distribution Performance – Fire Service

Overview

Are you someone who is passionate, motivated, and driven to make a difference? If so, MSA Safety is the perfect fit for your career.
At MSA, SAFETY is who we are AND it is what we do. We are a purpose-driven company committed to deploying innovation and technology to deliver on our Mission to help protect people and assets all around the world. We continue to be relentless in our pursuit of solving our customers greatest problems so they can go home safe each and every day.
Are you in? Read on for more details about this particular role.
Responsibilities

The Sr. Manager/Director, Channel Sales & Distribution Performance is responsible for driving revenue growth and partner productivity across the Fire Service business through a network of distributors across the U.S. and Canada.
This role owns the performance, structure, and effectiveness of the channel—ensuring the right partners are in place, expectations are clear, and results are consistently delivered. The Director will operate as a hands‑on leader, actively managing partner performance, strengthening accountability, and improving overall channel execution.
Key Responsibilities

Channel Ownership & Growth

Own performance of the Fire Service channel, including revenue growth, market share, and partner productivity
Drive growth by improving channel coverage, increasing partner output, and expanding within existing accounts
Translate business objectives into clear, actionable channel priorities with measurable outcomes
Partner Performance Management (Core Focus)

Drive performance across distributors, dealers, and partner reps through:

Defined KPIs and performance scorecards
Regular business reviews (QBRs/MBRs)
Structured performance management and accountability

Identify performance gaps and take action to improve results, including partner development, escalation, or replacement
Balance strong partner relationships with clear expectations and measurable outcomes
Distribution Network Leadership

Manage and optimize a network of channel partners across the U.S. and Canada
Ensure effective territory coverage, partner alignment, and clear roles within the channel
Evaluate and refine the channel structure to support growth and customer access
Field Execution & Alignment

Partner closely with sales and field teams to ensure consistent execution through the channel
Ensure adoption of pricing strategies, promotions, and go-to-market programs by partners
Align internal teams and partners around shared priorities and execution plans
Channel Analytics & Insights

Use data to assess partner performance, pipeline health, and coverage gaps
Develop and execute plans to improve underperforming areas of the channel
Provide clear visibility into channel performance, risks, and growth opportunities
Operating Discipline & Process Rigor

Establish and maintain a structured cadence for partner engagement, forecasting, and reporting
Drive consistency and accountability in channel management processes
Improve visibility into channel performance through standardized tools and metrics
Qualifications

Required

8–12+ years of experience in channel / indirect sales leadership
Proven experience managing distributor and/or dealer networks (not just direct sales teams)
Demonstrated success improving channel partner performance and accountability
Experience leading structured partner management processes (QBRs, scorecards, performance plans)
Background in industrial, safety, fire service, or related B2B markets
Preferred

Experience optimizing or restructuring a channel network
Experience working within multi-tier distribution environments
Track record of improving underperforming partner networks
Strong analytical capability with ability to translate insights into action
Education Required

Bachelors degree in related field.
Education Preferred

Masters degree in related field.

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