About Us:  

LineDrive is the leading outsourced sales and marketing organization in North America. We deliver highly profitable growth for the most recognized industrial manufacturers through advanced partnerships with distributors and product users, focused on safety and facility productivity. We provide solutions for over 61,000 companies across the nation and plan to double our size in the next 5 years. We offer a collaborative and dynamic environment with a high-performing team focused on executing a unique and innovative service to the market. Our customers include some of the largest and most forward-thinking manufacturers and we are supported by some of the most respected investors in our industry.

Channel Manager

Reports to: VP Channel & Business Development

FLSA Status: Exempt  

Department: Sales 

Level: Mid-Level 

Location: Remote 

Position Overview:  

The Channel Manager is primarily focused on increasing overall program value to make an impact on purchases and POS sales within each of their assigned distribution accounts. Acting as the primary liaison between LineDrive’s manufacturer partners and distributor network, the Channel Manager drives mutual growth through strategic program management, relationship development, and data-driven sales execution. To facilitate this, the Channel Manager must develop a deep knowledge of the daily core functions of their distribution partner(s), as well as the intricacies of how best to conduct business with them. This requires relationship building and nurturing, both inside and outside of traditional channels. This role ensures that each partner is fully utilizing marketing, training, and sales resources to achieve revenue goals, enhance visibility, and strengthen market reach. The Channel Manager manages manufacturer programs, facilitates key meetings, and develops actionable plans to maximize performance and engagement across all distribution channels. 

Essential Job Functions:  

Drive Manufacturer and Distributor Performance (60%)  

• Conduct Strategic Business Reviews with manufacturers and distributors to assess POS sales, marketing engagement and intelligence, category performance and quarterly performance/planning and goals.  
• Execute eCommerce/Product Placement Reviews to ensure optimal product visibility, competitive pricing, and searchability.  
• Analyze Red/Green Reports to identify sales performance trends, opportunities, and potential concerns. 
• Conduct Scorecard Reviews with manufacturers to adjust strategies and track goal attainment.   
• Partner with Marketing to develop and deploy two distributor marketing campaigns per month targeting specific product lines or customer segments.  
• Measure and share results from marketing activations through dashboards, Power BI, or scorecards. 
• Coordinate Distributor Sales Trainings to reinforce product knowledge, campaign engagement, and end-user targeting.
• Act as the primary point of contact for manufacturers and distributors, ensuring clear communication and alignment.  
• Engage with Regional Sales Directors to review regional distribution progress, pipeline status, and manufacturer needs.    
• Connect with Business unit Leaders within distribution to gather market insights and identify new opportunities.  
• Participate in Team Meetings to share updates, discuss barriers, and align on strategy.  
• Complete and submit expense reports accurately and on schedule.  

Execute Marketing and Sales Enablement Programs (20%)  

• Develop game plan, understand and leverage Shared Investment Planning between distributors and manufacturers.
• Leverage distribution networks Merchandising and Marketing resources to enhance program selling.    
• Utilize internal marketing resources to create demand generation and target marketing for manufacturers.  

Maintain CRM, Pipeline, and Project Accuracy (20%)  

• Maintain and update Salesforce records with accurate opportunity, contact, and activity details.  
• Review Asana manufacturer project boards to monitor progress, log updates, and ensure all tasks are completed on time.  
• Develop and execute a Strategic Call Plan focused on key distributor and manufacturer contacts aligned to goals.  

What You Bring to the Table

• 3+ years of Channel or National Account management experience and 5 –7 strategic selling experience 
• Bachelor’s degree in sales, marketing, business-related field OR the equivalent in work experience 
• Strong business acumen and collaborative mindset with an emphasis on partnership development, accountability, and follow-through 
• P&L ownership and analytics related to distribution, manufacturing and vertical market strategies 
• OSHA 30 Certified and application certifications (i.e. Werner Level 5 preferred), preferred 
• Proven track record of managing $10M + 
• Strong understanding of manufacturer–distributor dynamics and channel sales models, to include analyzing sales and POS data to identify trends, risks, and opportunities for growth 
• Excellent communication and presentation abilities, with confidence engaging senior leadership 
• Proficient use of Microsoft Office 365, CRM tools (Salesforce preferred) and experience leveraging analytics platforms such as Power BI? 
• Proven ability to manage multiple strategic programs across manufacturers and distribution partners 
• Ability to work in a fast-paced  environment, demonstrating a real desire to build business and operate with a sense of urgency  
• Strong organizational and time management skills with the ability to balance strategic and tactical priorities 
• Demonstrated creativity in building marketing or sales enablement programs that drive measurable impact 
• Commitment to continuous improvement through feedback, learning, and innovation? 
• Win/Win negotiating and critical thinking skillset to effectively navigate outside of a structured environment 

Performance Expectations 

• Update Sales tools including CRM, Asana, etc. for dashboard review by Leadership and individual team members to track annual, quarterly, and monthly performance against pipeline health, close goals, assessment KPIs, and activity metrics including all opportunities, contacts and initiatives. 
• Distributor & Manufacturer Engagement: Conduct and document distributor and manufacturer business engagements including training, strategy sessions, work streams and opportunities.?  
• Document KPI’s and scope of work ensuring all opportunities, tasks, meetings, marketing plans, etc. are logged in the CRM for 100% of manufacturers. 
• Participate in weekly internal and external team meetings with actionable insights, updates, and shared learnings and maintain =90% completion rate of Asana projects and task deliverables within assigned timelines. 
• Channel Growth: Achieve or exceed quarterly and annual sales goals for all assigned manufacturers.?Under-performance of 5% to plan or more will require a get-well plan.   
• Pipeline Health: Maintain an accurate, balanced, and progressing pipeline that aligns with company sales standards tracked in Salesforce.    
• Portfolio Collaboration & Communication: Maintain consistent cross-functional communication through use of sales tools including but not limited to CRM, Asana, weekly, monthly, quarterly meetings and 1:1’s to review progress towards business objectives. Complete 100% of planned Strategic Business Reviews (SBRs) and Monthly Connects for all assigned manufacturers and distributors. 
• Budget and Expense Management:   Owning annual and quarterly budget planning, providing accurate forecasts, and maintaining clear visibility into spend across programs, partners, and internal teams and staying within annual expense budget. 

Physical Requirements 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. 

• Sitting, particularly for sustained periods of time 
• Specific vision abilities required by this job include close vision and distance vision to safely to walk or drive through a facility 
• Ability to walk through end user facilities for up to 5 hours at a time 
• The employee must frequently lift and/or move up to 25 pounds 
• Must possess and maintain a valid Class C driver’s license and have the ability to drive a vehicle 
• May require frequent travel, approximately (10-12 overnights per month).  
• Regular and reliable attendance