Industrial Physics Channel Manager
Fully Remote Sales & Marketing
Job Type

Industrial Physics Americas Channel Manager

When you work with Industrial Physics, you’ll be providing solutions for some of the most recognizable brands on the planet. But what exactly is it that we do? Essentially, we protect the integrity of manufacturers, production lines, and laboratories across the world. And we do this through the development of trusted test and inspection solutions that ensure the quality of packaging, materials, and products. In fact, it’s very likely that many of your favorite products – the ones you depend upon every day – will have been tested using our equipment.

We are the global leader in package and product testing equipment. We serve our customers across 3 segments: Beverage & Canning, Flexible Packaging, and Materials Testing. Our family of brands integrates, improves, and delivers technologies vital to customers in food and beverage; pharmaceutical; medical devices; electronics; automotive; aerospace; pulp, paper, and packaging; plastics and polymers; construction and civil engineering; inks, paints and coatings; and films, adhesives and flexible packaging.

Position Overview:

The Channel Manager wins, maintains, and expands relationships with strategic channel partners. Assigned to channel partners based on geography, application or market, the Channel Manager is responsible for achieving sales, growth, and partner recruitment objectives.

The Channel Manager represents all Industrial Physics Testing applications and services and reports to the Industrial Physics Director of Sales, Americas.

The position requires some travel. The candidate can reside anywhere in North America.

Job Responsibilities:

· Establish productive, professional relationships with key personnel in assigned partner accounts

· Proactively seek and recruit new partners by understanding Industrial Physics product lines and strategic geographic and end-market needs

· Manage and grow sales within existing distributors and partner accounts.

· Meet recruitment and sales objectives for new partners

· Meet targets for profitable sales volume and strategic objectives in transferring select product lines and end markets from direct sales to channel partners.

· Proactively assess, clarify, and validate partner needs on an ongoing basis

· Sell through partner organizations to end users in coordination with partner sales resources

· Act as primary stakeholder of the relationship. Developing business plans, accurate forecasts and managing the activities – maintaining a new and existing customer base



· Proven ability to grow sales

· Experience managing external sales channels and migrating business to partners

· Experience in recruitment of new sales partners

· Excellent relationship management skills

· Strong analytical skills and ability to draw conclusions and observations form market trend and sales data analysis

· Demonstrated excellence in oral and written communication skills

· Strong organizational and time management skills

· Ability to operate effectively in a matrixed, multi-site environment

· Minimum of 5 years of channel sales experience in a business-to-business sales environment

· Proficient knowledge of MS Office Programs (Excel, Outlook, Word, and PowerPoint)

· Experience in daily management and use of CRM. Proficiency in Salesforce is a plus.

· Bachelor’s degree in Science, Engineering or Business from an accredited institution or commensurate experience