Channel Sales Manager

Job not on LinkedIn

🔥 0 minutes ago

🌵 Arizona, California, +4 more states – Remote

🌵 Arizona – Remote 🏄 California – Remote ⛰️ Colorado – Remote 🎰 Nevada – Remote 🌶️ New Mexico – Remote ⛷️ Utah – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

👻 Ghost score 11%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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DuBois Chemicals, Inc.

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1920

🍽️ Food & Beverage

📦 Logistics

🏭 Manufacturing

Food & Beverage • Logistics • Manufacturing

DuBois Chemicals, Inc. is a leading specialty chemical supplier offering a comprehensive range of products and services for various industries. The company provides custom solutions in manufacturing, food and beverage processing, paper and pulp, water treatment, auto care, and fleet washing. With over 100 years of experience, DuBois combines advanced chemistry, equipment solutions, and technical services to enhance product quality and reduce costs for its clients. Their industry-focused solutions include metalworking fluids, industrial cleaners, lubricants, and rust preventives, among many others. DuBois is committed to safety, innovation, and sustainability, offering products and services designed to optimize performance and efficiency for businesses worldwide.

📋 Description

• Own the Southwest U.S. territory across NV, CA, AZ, NM, S. UT, and S. CO, including territory strategy, coverage, pipeline, revenue, profitability, and execution • Build formal strategic distributor partnerships with clear expectations, measurable goals, operating cadence, business reviews, and accountability • Sell contracts and channel programs, including authorized distributor agreements, joint growth plans, launches, promotions, and incentives • Conduct strategic white space analysis using market, customer, application, competitive, and geographic data to identify coverage gaps and priority opportunities • Develop and manage distributor relationships through training, joint calls, ride-alongs, coaching, account planning, and targeted growth initiatives • Solicit, qualify, and onboard new distributor partners through prospecting, business-case development, due diligence, contracting, enablement, and field activation • Provide field support, training, and strategic guidance to distributor sales representatives • Gather and communicate market intelligence to shape territory priorities, product positioning, and channel strategy • Coordinate internal resources and resolve channel conflict, pricing, delivery, invoicing, service gaps, and program execution issues • Represent DuBois at distributor meetings, customer events, trade shows, and industry forums • Maintain disciplined CRM and sales execution, including opportunities, forecasts, activities, account plans, white space targets, contracts, and follow-up actions • Drive sustainable, profitable sales growth • Communicate clearly and effectively with multiple audiences and build strong working relationships

🎯 Requirements

• 5+ years of B2B sales experience, preferably within a distributor or channel sales model • Proven success managing a large, multi-state territory with extensive travel, dispersed partners, pipeline development, and profitable growth • Demonstrated indirect-channel leadership, including partner performance management, formal agreements, programs, and joint business plans • Experience with white space analysis and distributor recruitment from market mapping and solicitation through contracting, onboarding, and activation • Strong commercial leadership with the ability to set expectations, negotiate, influence partner principals and sellers, and hold teams accountable • Advanced Microsoft Office proficiency, including Excel analysis and territory planning, PowerPoint presentations, Word documentation, and Outlook and Teams collaboration • Strong CRM proficiency and sales-process discipline, including pipeline, forecasting, account planning, activity tracking, dashboards, and data quality • DCRM or Microsoft Dynamics experience is a plus • Ability and willingness to travel up to 75%, including frequent overnight travel, multi-day territory trips, distributor ride-along, customer visits, trade shows, and internal meetings • Residence within the territory is required; preference for candidates located near a major airport, with desired candidate location in Arizona • Valid driver's license and clean driving record required • Ability to safely navigate active production environments, including extended walking, stairs, catwalks, uneven surfaces, and areas with moving equipment, forklifts, and other industrial hazards • Adherence to all company and customer safety policies and site-specific requirements, including proper use of required PPE and maintaining situational awareness • Bachelor's degree in Chemistry, Engineering, Applied Science, or Business field preferred

🏖️ Benefits

• Equal employment opportunities in accordance with applicable federal, state, and/or local law and/or regulation