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...