National Channel Manager
Sandvik · Tavares
Job Title: National Channel Manager
Department: Sales
Reports to: VP of Strategic Partnerships & Communication
Classification: Exempt
Location: Varies
Travel: Travel Required
Job Summary:
The National Channel Manager is responsible for developing and managing strategic channel partner relationships, expanding private label opportunities, and driving revenue through GWS Tool Group’s standard and modified-standard cutting tool portfolio. The Channel Manager will work closely with national and regional channel partners to identify product conversion opportunities, support go-to-market initiatives, improve channel engagement, and ensure customers and partners understand GWS Tool Group’s products, programs, capabilities, and value proposition. This position also serves as a key liaison between channel partners, sales, marketing, product management, customer service, and operations to align customer needs with scalable product and service solutions.
Duties/Responsibilities:
- Develop, manage, and grow relationships with National Channel partners focused on private label programs and GWS standard product lines.
- Identify private label and standard product conversion opportunities by working with channel partner leadership, category managers, procurement teams, metalworking specialists, and field sales organizations.
- Conduct regular business reviews with key channel partners to evaluate sales performance, product line growth, inventory needs, program execution, and future opportunities.
- Support the development and execution of channel contracts, growth incentives, promotional programs, and partner-specific action plans.
- Partner with sales, marketing, product management, engineering, customer service, and operations to align private label and standard product offerings with channel partner requirements.
- Coordinate product training, launch support, sales collateral, and partner enablement activities to increase channel knowledge of GWS standard product lines and private label capabilities.
- Use sales data, market feedback, CRM activity, and partner input to target high-value accounts, improve quote conversion, and increase share of wallet within National Channels.
- Work with channel partners to understand end-user demand, stocked product opportunities, competitive conversions, service expectations, and required product availability.
- Collaborate with internal teams to address pricing, service, delivery, product availability, product rationalization, and new product launch requirements.
- Support trade shows, partner summits, field sales meetings, and strategic networking events that strengthen GWS visibility with National Channels.
- Prepare monthly, quarterly, and annual forecasts, partner performance reports, opportunity updates, and action plans for sales and leadership review.
- Maintain accurate channel partner account information, key contacts, opportunity tracking, meeting notes, and follow-up actions in the appropriate sales management systems.
- Coordinate joint sales calls with channel partners, application specialists, product managers, and internal stakeholders to support growth in standard and private label product lines.
- Represent GWS Tool Group professionally, demonstrating strong business judgment, communication, diplomacy, and customer focus in all partner interactions.
Education and Experience:
- Knowledge of cutting tools, manufacturing processes, distribution channels, supply chain, and standard product line management.
- Strong distribution or National Channel background with a focus in cutting tools is required.
- Experience supporting private label programs, standard product lines, channel contracts, or partner growth initiatives is preferred.
- Account management, channel management, or strategic partner management experience is preferred.
- Proven ability to develop new opportunities and expand existing channel partner relationships is ideal.
- Degree in sales, marketing, business, engineering, or a related field is highly regarded.
Required Skills/Abilities:
- Capable of preserving confidential or sensitive customer, channel, pricing, and commercial information.
- Strong understanding of channel partner business models, private label programs, product conversion strategies, and standard product line growth.
- Effective time management, organization, follow-up, and multitasking skills.
- Strong relationship-building skills with the ability to work effectively with national account teams, regional sales teams, channel partner leadership, and internal cross-functional teams.
- Ability to understand customer applications and connect needs to appropriate standard, modified-standard, or private label cutting tool solutions.
- Able to identify, develop, and execute growth opportunities within National Channels.
- Effective written and verbal communication skills, including the ability to present product, program, and performance updates to internal and external stakeholders.
- Good team player and able to work well under pressure in a fast-paced sales environment.
- Proficient in Microsoft Excel, CRM systems, reporting tools, and sales performance tracking.
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
- Must be able to lift 15 pounds at times.
- Must be able to travel 50% of the time as required. (Driving and Flying)
All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.