Channel Development Manager

Key Responsibilities: Own and continuously improve the global authorized channel partner program, including tools, guidelines, expectations, and partner engagement. Define clear rules of engagement for how internal teams and distributors manage customers, opportunities, and channel conflict. Build a global channel framework that creates consistency while allowing regional flexibility based on market needs. Partner with Legal and Compliance to ensure channel policies meet global requirements and are easy for partners to follow. Develop onboarding, certification, audit, and performance review processes that strengthen partner capability and accountability. Implement tools and processes that improve distributor visibility, forecasting accuracy, and alignment with commercial priorities. Collaborate with Marketing to create channel-specific programs, content, and incentives that increase partner engagement. Define and track KPIs for direct and distribution channels, including revenue, margin, coverage, customer satisfaction, and partner health. Support business reviews with insights on program compliance, gaps, improvement actions, and partner successes. Monitor market trends, competitor channel strategies, and emerging distribution models to keep our approach current and competitive. Qualifications & ExperienceBachelor's degree in Business, Marketing, Supply Chain, or a related field; MBA preferred. 7+ years of experience in channel strategy, distribution management, commercial operations, or a related role in a global manufacturing environment. Strong understanding of B2B sales models, distributor economics, and channel conflict management. Proven ability to build scalable processes, governance models, and performance management tools. Strong communication, stakeholder management, and change leadership skills across global, matrixed teams. Experience with CRM, partner management systems, sales analytics, and performance reporting tools. Willingness to travel domestically and internationally approximately 15-25%.