Channel Sales Manager

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 around the globe, chances are, we have something special for you.

The Channel Sales Manager – North America 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 US Valve & Champion Valves brands.

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 and rep 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 & Rep Leadership

• Serve as the primary commercial owner for key distributor and rep 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 Service

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 and manufacturer’s rep relationships
• Experience in PVF, 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 and rep 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.

US Valve is committed to equal employment opportunity. We follow a policy of administering all employment decisions and personnel actions without regard to race, color, religion, creed, sex, pregnancy, national origin, sexual orientation, age, physical or mental disability, genetic disposition or carrier status, marital status, military or veteran status, minorities, or any other category protected under applicable federal, state, or local law. Consistent with the obligations of state and federal law, US Valve will make reasonable accommodations for qualified individuals with disabilities. Any employee who needs a reasonable accommodation should contact Human Resources.

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?

Total Rewards

Benefits Package

Our comprehensive U.S. benefit offerings include: Health benefits, 401(k) retirement savings program with company match, PTO, and more. More information on our benefits and rewards can be found on our career page: https://www.idexcorp.com/careers/our-benefits-and-rewards/

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 [email protected] 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.

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