Channel Sales Manager - S.W. USA

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POSITION SUMMARY:

DuBois Chemicals is seeking a results-driven Channel Sales Manager – Southwest U.S. to lead and grow our business through a network of authorized distributors. Responsible for managing key distributor relationships, serving as a field resource for distributor sales representatives, and ensuring the successful execution of DuBois programs and strategies across indirect sales channels. Channel Sales Manager acts as a key link between DuBois and the markets, supporting tactical execution, resolving operational challenges, and driving top-line growth. Demonstrate the company’s values of People First, One Team, Accountability, Relentless Improvement, and Customer Impact

Ideal candidate brings a proven record of managing a multi-state sales territory, establishing clear expectations and accountability with distributor partners, and converting relationships into formal contracts, programs, and strategic business plans. Success requires extensive field presence, strong commercial judgment, disciplined Customer Relationship Management (CRM) usage, and the ability to coordinate internal resources across a geographically dispersed market. 

KEY RESPONSIBILITIES:

• Own the Southwest U.S. territory across NV, CA, AZ, NM, S. UT, and S. CO including territory strategy, coverage, pipeline, revenue, profitability, and execution. 
• Build formal strategic distributor partners with clear expectations, measurable goals, operating cadence, business reviews, and accountability. 
• Sell in contracts and channel programs including authorized distributor agreements, joint growth plans, launches, promotions, and incentives. 
• Conduct strategic white space analysis using market, customer, application, competitive, and geographic data to identify coverage gaps and priority opportunities. 
• Develop and manage strong distributor relationships at both topside and field levels through training, joint calls, ride-a-longs, coaching, account planning, and targeted growth initiatives.
• Solicit, qualify, and onboard new distributor partners by leading prospecting, business-case development, due diligence, contracting, enablement, and field activation. 
• Act as the front-line resource for distributor sales reps—providing field support, training, and strategic guidance to help grow DuBois’ footprint.
• Gather and communicate market intelligence to shape territory priorities, product positioning, and channel strategy. 
• Coordinate internal resources and resolve issues including channel conflict, pricing, delivery, invoicing, service gaps, and program execution. 
• Represent DuBois in the market at distributor meetings, customer events, trade shows, and industry forums. 
• Maintain disciplined CRM and sales execution with accurate opportunities, forecasts, activities, account plans, white space targets, contracts, and follow-up actions. 
• Drive sustainable, profitable sales growth through a disciplined, collaborative, and insight-driven approach.
• Strong Communications skills- including clear and effective verbal and written communication, with the ability to engage multiple audiences and build strong working relationships.

MINIMUM QUALIFICATIONS: 

• 5+ years of B2B sales experience, preferably within a distributor or channel sales model.
• Proven success managing a large, multi-state territory with extensive travel, dispersed partners, pipeline development, and profitable growth. 
• Demonstrated indirect-channel leadership including partner performance management, formal agreements, programs, and joint business plans. 
• Experience with white space analysis and distributor recruitment from market mapping and solicitation through contracting, onboarding, and activation. 
• Strong commercial leadership with the ability to set expectations, negotiate, influence partner principals and sellers, and hold teams accountable. 
• Advanced Microsoft Office proficiency including Excel analysis and territory planning, PowerPoint presentations, Word documentation, and Outlook and Teams collaboration. 
• Strong CRM proficiency and sales-process discipline including pipeline, forecasting, account planning, activity tracking, dashboards, and data quality. DCRM or Microsoft Dynamics experience is a plus. 
• Ability and willingness to travel up to 75%, including frequent overnight travel, multi-day territory trips, distributor ride-along, customer visits, trade shows, and internal meetings.   Travel also includes customer manufacturing, warehouse, distribution, and industrial sites and safely perform site inspections, customer walkthroughs, and product demonstrations.
• Residence within the territory is required; preference will be given to candidates located near a major airport, desired candidate location in Arizona to support centralized access across the SW U.S. 
• Valid driver's license and clean driving record required.
• Ability to Safely navigate active production environments, including extended walking, stairs, catwalks, uneven surfaces, and areas with moving equipment, forklifts, and other industrial hazards.
• Adhere to all company and customer safety policies and site-specific requirements, including the proper use of required PPE and maintaining situational awareness in operating environments.EDUCATION QUALIFICATIONS:
• Bachelor’s degree in Chemistry, Engineering, Applied Science or Business field preferred

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DuBois provides equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, gender expression, genetic information, service in the military, veteran status, or any other protected status in accordance with applicable federal, state, and/or local law and/or regulation.