Channel Sales Manager (Sub-Distribution)
Core
Design and execute a robust sub-distribution strategy to expand market coverage and increase product penetration for security systems.
Role type
Channel Sales Manager (Sub-Distribution)
Builds
Sub-distribution network for security systems (intrusion protection, video surveillance, fire and life safety, automation)
Domain
Security systems / B2B distribution
Required skills
Multi-tier distribution strategy, sub-distributor recruitment, territory mapping, commercial negotiation, stock level monitoring, sales training, promotional planning, account management, market forecasting, competitor analysis
Preferred skills
Experience in security, electronics, building materials, or technical B2B sectors
Technologies
None stated
Responsibilities
Design and execute a robust sub-distribution strategy to expand market coverage and increase product penetration. Identify, recruit, and onboard high-potential sub-distributors, regional wholesalers, and value-added resellers (VARs). Map target territories to eliminate channel conflict between primary distributors and sub-distributors, ensuring clear routes to market. Maintain strong, high-trust relationships with key stakeholders across the sub-distribution network. Negotiate commercial agreements, volume incentives, and rebate structures in alignment with company pricing governance. Monitor sub-distributor stock levels, reorder patterns, and sell-out data to maximize turnover and prevent inventory bottlenecks. Organize and deliver structured product training, commercial enablement, and sales toolkits for sub-distributor sales teams. Collaborate with marketing to execute targeted push/pull promotions, point-of-sale (POS) visual merchandising, and incentive programs. Jointly visit key regional installers, integrators, and end-dealers alongside sub-distributor sales reps to win key accounts and drive demand. Track and report on sub-distribution sales targets, forecasting accuracy, inventory pipelines, and market share growth. Provide continuous feedback to senior management on market trends, competitor channel strategies, and pricing dynamics.
