Rockies Regional Sales Manager Channel Management

PRIMARY RESPONSIBILITIES

Commercial Leadership & Orders Growth

• Deliver annual orders growth through Hardy’s representative network, measured by territory-level revenue performance and overall channel expansion.

• Own and manage the monthly channel forecast with a high degree of accuracy and accountability.

• Ensure consistent pipeline discipline across rep partners through coaching, structured reviews, and opportunity management processes.

• Identify underpenetrated territories and create corrective action plans to improve performance and market share.

Channel Management & Enablement

• Build and maintain strong relationships with owners, principals, and sales teams within the channel management ecosystem.

• Develop channel’s capability through structured training programs, product certifications, and ongoing technical-commercial support.

• Establish performance expectations, territory goals, and annual business plans for each rep agency.

• Conduct quarterly and annual performance reviews, aligning on growth objectives, strategic targets, and improvement priorities.

• Recruit, onboard, and develop new rep partners to strengthen regional coverage and market access.

Field Support & Customer Engagement

• Support channel agencies in key customer engagements, joint sales calls, site visits, demos, and technical discussions.

• Assist channels in pursuing and converting major opportunities, providing strategic guidance and escalation support.

• Maintain visibility with end users, OEMs, distributors, and integrators to reinforce Hardy’s presence and validate rep performance.

• Represent Hardy at industry events, channel meetings, and regional customer activities to elevate brand visibility and engagement.

Cross-Functional Collaboration

• Collaboration across the entire strategic channel-focused structure is expected to ensure business objectives are achieved

• Partner with Marketing and Product Management to develop channel-specific campaigns, product training, and selling tools tailored to the rep environment.

• Work closely with Operations and SIOP teams to ensure demand planning supports rep-driven pipelines and customer requirements.

• Collaborate with Finance and Leadership on pricing strategy, discount structures, agency agreements, and compensation models.

• Provide market feedback to Product Management to influence product enhancement and innovation priorities.

Market Insights & Competitive Intelligence

• Serve as Hardy’s primary voice of the channel, providing ongoing insights into market shifts, competitive activity, customer behavior, and territory trends.

• Track performance benchmarks across territories to identify best practices and standardize high-impact behaviors.

• Monitor regional industrial activity to anticipate market opportunities or risks affecting rep-driven business.

Originally posted on Himalayas