Channel Sales Manager

Channel Sales Manager – North AmericaRemote | Michigan Strongly Preferred Candidates located in Indiana, Illinois, Wisconsin, Ohio, or Pennsylvania will also be considered. Travel Throughout North America (30–50%)

Please ensure you read the below overview and requirements for this employment opportunity completely.
About Ross ControlsRoss Controls is a global industrial manufacturer specializing in fluid power safety, machine safety, pneumatic control, hydraulic, and automation solutions. Headquartered in Ferndale, Michigan, the company designs and manufactures pneumatic valves, safety systems, controls, and engineered solutions used by OEMs and industrial manufacturers throughout the world.
Founded in 1921, Ross Controls is recognized as a leader in pneumatic valve technology and safety systems, helping organizations improve operator safety, regulatory compliance, and operational performance.
With a growing portfolio of industrial brands and an extensive distributor network, Ross delivers innovative solutions that enable safer, more efficient automated operations.
About the RoleROSS Controls is creating a new Channel Sales Manager role to strengthen, optimize, and grow our North American distributor network. This highly visible position will serve as the primary liaison between ROSS and our distributor partners throughout the United States and Canada.
This is not a traditional regional or territory sales role. The successful candidate will primarily focus on channel strategy, distributor development, partner engagement, business reviews, performance management, channel optimization, and revenue growth through independent distribution partners.
As our portfolio continues to expand across multiple product lines and brands, we are seeking an experienced channel professional who can help build stronger distributor partnerships, improve channel effectiveness, create accountability, and drive long-term growth.
This role is ideal for someone who enjoys influencing without authority, building relationships, solving business challenges, and creating strategies that drive channel success.
What You'll DoDevelop, manage, and grow the distributor network throughout North AmericaServe as the primary liaison between Ross Controls and independent distribution partnersOwn distributor relationship strategy, engagement planning, performance management, and business growth initiativesBuild strong relationships with distributor principals, sales leaders, and channel personnelConduct regular business reviews and quarterly business reviews (QBRs) focused on sales performance, growth opportunities, and strategic initiativesEstablish performance expectations and accountability metrics with distributor partnersMonitor distributor performance and implement plans to improve results and address underperformanceDevelop distributor recovery plans and growth plans as neededIdentify, evaluate, recruit, onboard, and develop new channel partners where strategic coverage is requiredDeliver product, sales, application, and channel-development training programsSupport distributors with territory planning, account development, market penetration, and growth strategiesManage channel activities, pipeline opportunities, and forecasting within CRM systemsAnalyze channel performance, sales trends, distributor effectiveness, and market opportunitiesPartner closely with Sales, Marketing, Customer Service, Operations, Product Management, and Engineering teamsSupport product launches, channel marketing initiatives, trade shows, and industry events
What We're Looking ForRequired QualificationsBachelor's degree in Business, Marketing, Engineering, or equivalent industry experience5+ years of dedicated channel management, distributor management, channel development, or partner management experience within an industrial or manufacturing environmentProven success growing revenue through industrial distributorsExperience developing and executing channel growth strategiesExperience conducting distributor business reviews and performance management discussionsExperience managing distributor performance, accountability, and growth planningProven ability to influence distributor principals, sales leadership teams, and internal stakeholders without direct authorityStrong relationship-building, communication, and presentation skillsExperience utilizing CRM systems for pipeline management, forecasting, and reportingHighly organized and self-directed with the ability to manage multiple priorities independentlyAbility to travel throughout North America and maintain a valid passport for travel to Canada
Preferred Industry ExperienceExperience in one or more of the following industries is highly desirable:PneumaticsHydraulicsFluid PowerIndustrial AutomationMachine SafetyMotion ControlIndustrial ControlsOEM ManufacturingProcess AutomationIndustrial Distribution
What Makes You SuccessfulYou are a natural relationship builder who enjoys working with distributors and channel partners.You balance distributor advocacy with accountability and business discipline.You are proactive, organized, and capable of working with limited supervision.You thrive in a collaborative environment and work effectively across multiple departments.You bring creativity and flexibility when solving business challenges.You can influence outcomes and drive accountability without direct authority.You are a self-starter who takes ownership and follows through.You are comfortable working in a fast-moving, entrepreneurial environment with limited bureaucracy.You are comfortable engaging both distributor leadership and front-line sales teams.You use data, analytics, and CRM discipline to drive decisions and identify growth opportunities. xzbcwsv
Why Join UsNewly created, high-impact role with significant visibility across the organizationOpportunity to shape and strengthen a North American distributor network supporting approximately $40 million in annual salesStable, growing organization with more than 100 years of historyCollaborative, family-oriented culture with accessible leadership and minimal bureaucracyOpportunity to make a direct impact on growth, channel strategy, and customer engagementAutonomy to develop relationships, drive initiatives, and influence business outcomesWork alongside a leadership team that values humility, innovation, collaboration, and continuous improvement
Ready to Make an Impact?If you're a proven industrial channel professional who enjoys developing distributor networks, driving growth, creating accountability, and building lasting partnerships, we'd love to hear from you.