Channel Manager

Location: Los Angeles, California

Position summary

Barksdale is expanding its global footprint, and this is an opportunity to be at the center of that growth. The Channel Manager, Americas will lead the development and expansion of our distributor network across North America, Canada, and South America, helping shape how we go to market and grow through channel partners. We are looking for someone who can be a true ambassador for the Barksdale brand, build excitement with new distributors, strengthen existing relationships, and help create a best-in-class channel network across the Americas.

Working closely with our Regional Sales Managers, this role will coordinate channel activities across the region, drive distributor engagement and performance, and help accelerate channel growth to achieve our aggressive expansion goals. Reporting directly to the VP of Global Sales & Marketing, this highly visible role offers the opportunity to influence strategy, expand market coverage, and play a key role in the next phase of Barksdale's growth.

Principle Duties (includes, but is not limited to)

• Develop and execute channel strategies to support sales growth, market penetration, and geographic expansion throughout North America, Canada, and South America.
• Manage and strengthen relationships with existing distributors, representatives, and channel partners.
• Identify, vet, and onboard new channel partners in targeted markets to expand coverage and support strategic growth initiatives.
• Conduct regular reviews of channel partner performance and implement action plans to improve sales effectiveness and market coverage.
• Analyze markets, industry trends, competitive activity, and customer needs to identify growth opportunities and recommend channel strategies.
• Develop and implement channel optimization initiatives to improve partner productivity, customer reach, and revenue generation.
• Create and deliver product, application, and sales training programs to enhance channel partner capability and effectiveness.
• Partner with Regional Sales Managers and business leadership to establish channel objectives, sales targets, and development plans.
• Monitor and report on channel performance metrics, business opportunities, and market developments.
• Support new product introductions and market development initiatives through channel partner engagement and training.
• Participate in trade shows, customer visits, and distributor meetings to strengthen relationships and identify business opportunities.
• Travel throughout assigned regions to maintain channel engagement and support business growth objectives.

Essential Qualifications / Experience

Bachelor's degree in Business, Marketing, Engineering, or a related field required.

Minimum of 7-10 years of progressive experience in channel management, distribution management, sales management, or a related commercial leadership role.

Demonstrated experience directly managing national or multi-regional industrial distributors, including corporate and branch-level relationships, joint business planning, Training, POS and inventory analysis, sales forecasting, commercial/contract negotiations & partner scorecards.

Proven success developing and executing channel growth strategies across multiple geographic regions.

Experience identifying, evaluating, onboarding, and managing distributor and channel partner relationships.

Strong understanding of distribution channels, partner programs, and indirect sales strategies.

Experience conducting market analysis and developing business plans to support growth initiatives.

Strong relationship management, negotiation, presentation, and communication skills.

Ability to analyze sales data, market trends, and channel performance metrics to drive business decisions.

Experience within industrial manufacturing, controls, instrumentation, automation, fluid power, or related technical product industries preferred.

Proficiency with CRM systems and Microsoft Office applications.

Ability to travel up to 50%

Salary range: $140,000 to $150,000.

This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Crane Company. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status.