Manager, Contractor Sales

Job Summary

The Manager, Channel Management is the strategic leader of the Channel Management function, providing oversight, governance, and leadership for channel commercialization, product launch execution, and go-to-market strategies across Southwire's distribution channels. This role ensures alignment between Sales, Product Management, Marketing, and Supply Chain while driving channel growth, organizational accountability, and profitable revenue expansion. The Manager establishes long-term commercialization strategies, develops scalable processes and frameworks, and leads a team responsible for delivering best-in-class channel support and customer engagement. Additionally, this role may support and execute select channel management responsibilities as business needs require.

Key Responsibilities

•    Lead, develop, and manage the Channel Management Team, ensuring accountability and execution excellence across sales reporting, launch commercialization, channel support, and business initiatives. 
•    Develop and execute the long-term Channel Management strategy, including annual content playbooks, commercialization priorities, and alignment with business and enterprise objectives. 
•    Establish and govern best-in-class commercialization frameworks and operating procedures to standardize product launches and cross-functional execution across Marketing, Product Management, Sales, and Supply Chain. 
•    Partner with Product Management, Pricing, and Finance leadership to review and approve pricing strategies, margin structures, profitability models, and commercial recommendations supporting line reviews, promotions, and growth initiatives. 
•    Oversee channel planning activities, inventory health, and SIOP alignment, serving as the escalation point for Excess and Obsolete (E&O) inventory strategies and promotional activities. 
•    Provide executive-level reporting and business insights by analyzing sales performance, conversion metrics, promotional effectiveness, market share trends, and channel health indicators. 
•    Govern the channel opportunity pipeline and conversion strategy, ensuring targeted actions are in place to grow market share, expand category penetration, and support strategic business objectives. 
•    Build and maintain strategic relationships with sales leadership, internal business partners, training organizations, distributors, and external channel stakeholders to support growth and business alignment.
•    Establish and oversee the strategic roadmap for internal and external training programs, ensuring organizational capability development and successful execution of key learning initiatives. 
•    Lead the deployment and continuous improvement of digital learning and enablement platforms, ensuring training content is effectively delivered across enterprise and external partner channels.

Required Education & Experience

Minimum Education Level: Bachelor's Degree Specialized Degree: Business, Marketing, Communications, Engineering, or related field Years of Experience: 5-7 Years Field of Expertise: Sales, Channel Management, Product Management

Field of Expertise:  

 •    Progressive experience in Channel Management, Product Management, Marketing, Sales, Commercial Operations, or related business functions. 
•    Previous experience leading cross-functional initiatives and driving business results through influence and collaboration.

Preferred Education & Experience

Specialized Degree: Master's in Business, Marketing, Communications, Engineering, or related field Licenses/Certificates: Certification in sales or business management (e.g., Certified Professional Sales Leader (CPSL)) Years of Experience: 8-11 Years

Preferred Field of Expertise:    

•    Experience within electrical products, industrial manufacturing, construction products, or distribution-based industries.
•    Experience leading product launch commercialization programs.
•    Familiarity with pricing strategy, portfolio management, and channel growth programs.
•    Experience with SAP, Salesforce, Power BI, or related business intelligence platforms.Field of Expertise: Sales, Channel Management, Product Management

Other Preferred Skills, Licenses, & Certificates:    

•    Channel strategy and commercialization expertise
•    Product launch and go-to-market planning
•    Financial and profitability analysis
•    Cross-functional stakeholder management
•    Sales and channel analytics
•    Inventory planning and SIOP knowledge

Spans of Control

Does this role Manage Southwire Team Members: Yes Number of Direct Reports: 1-2

Travel

Travel: Up to 25%

Physical Requirements

Carrying/Lifting: 5% Weight: 45 Kneeling/Stooping: 5% Driving: 5% Moving: 5% Standing: 70% Sitting: 5% Walking: 5%

Working Conditions

Office Plant/Warehouse Floor Heights/Elevated Platforms Loud Noise Other Construction Site

Equipment

Hard Hat Computer/Keyboard Safety Glasses Safety Shoes Power Tools Heavy Machinery

Competencies

Skills