Note: The job is a remote job and is open to candidates in USA. Leybold is a company focused on the vacuum market, seeking a Channel Sales Manager to lead a virtual sales team and achieve regional revenue targets. The role involves managing key accounts and distributor channels while contributing to sales strategy and product launches.
Responsibilities
- Design and implement a structured distributor program, including discount models, reward tiers, performance metrics, and incentives
- Develop a parallel framework for the agent network with clear activity requirements, commission structures, and accountability standards
- Define go-to-market guidelines for when to leverage distributors vs. agents across segments and opportunities
- Ensure programs align with margin, growth, and partner engagement objectives
- Continuously refine programs based on performance data and market feedback
- Serve as the primary commercial contact for the U.S. and Canada distributor network
- Identify coverage gaps and recruit, evaluate, and onboard new partners
- Support Mexico in building a localized distributor program
- Drive accountability through performance expectations and regular business reviews
- Partner with the VP/Business Line Manager and division sales leaders to define channel strategy
- Determine optimal coverage models (direct vs. indirect) while minimizing channel conflict
- Identify ideal partner profiles by segment, vertical, and geography
- Act as a subject matter expert on indirect channel best practices
- Manage and develop a growing inside sales team (U.S. and Mexico)
- Align team activities with divisional priorities and sales opportunities
- Establish operating structure, including lead management, quoting, and pipeline support
- Foster a performance-driven culture and build commercial capabilities
- Distributor program launched with defined tiers, pricing, and performance criteria
- Agent framework established and adopted by the Scientific Vacuum sales team
- Strong distributor engagement through consistent performance reviews
- At least one new distributor onboarded to address market gaps
- Inside sales team operating with clear roles, workflows, and accountability
- Progress made on Mexico distributor program with a localized structure in development
Skills
- 5+ years of experience in technical product marketing, technical sales, or product management support
- Proven experience in B2B indirect channel management (distributors, agents, resellers, or manufacturer representatives)
- Strong understanding of channel program design, including discount structures, performance tiers, incentives, and partner accountability
- Ability to operate at both strategic (program design, partner selection, go-to-market strategy) and tactical (partner engagement, relationship management) levels
- Experience in technical B2B sales environments such as industrial equipment, instrumentation, capital goods, or similar sectors
- Valid driver's license
- Builder mindset: Able to establish structure and processes in evolving environments while aligning internal stakeholders and partners
- Commercial acumen: Understands channel economics, margin dynamics, and how to design profitable, motivating partner programs
- Collaboration: Effectively partners with cross-functional teams and sales leaders without direct authority
- Accountability & self-awareness: Proactively seeks feedback and continuously improves approach
- Data-driven & organized: Uses metrics to track performance, prioritize activities, and guide decision-making
- Adaptability: Balances strategic planning with hands-on execution based on business needs
- Bachelor's degree in a technical discipline preferred
- 5+ years of experience in the vacuum industry preferred
- People management experience preferred; strong individual contributors with leadership potential will also be considered
Benefits
- Individual learning opportunities
- World-wide job opportunities
- Technical training from our academy
- Relocation Assistance
- Medical
- Dental
- Vision
- Vacation
- Sick
- Holiday Pay
- 401k
- Paternal and Maternal leave
- Relocation assistance
- Short-term and long-term disability
Company Overview