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H
Hutchinson
Channel Sales Manager
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Scorecard
Based on Massachusetts data
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What they do
A Channel Sales Manager manages sales of products and services through channel partners and networks. Coordinates sales distribution. Establishes sales territories, quotas and/or goals for staff, and provides training for sales representatives. Analyzes sales data to monitor customer preferences and develops strategies for increasing sales.
$166,747 / year median in Massachusetts
-2% projected decline
Job Description
ABOUT US
For more than 35 years, Midé Technology—part of the Hutchinson family—has operated as an innovative and adaptable engineering and R D company located in Woburn, MA. With a team of over 50 employees, we deliver advanced products and solutions to customers throughout U.S. government agencies (including the Department of Defense and NASA) and the broader commercial sector such as SpaceX and Google. Our work spans piezoelectric components, shock and vibration sensors and software, and smart system development—always focused on providing meaningful value to our customers.KEY RESPONSIBILITIES
Sales Representative and Distribution Management- Develop and expand Midé's network of authorized distributors and sales representatives.
- Identify and recruit new distribution partners across strategic geographic and industry segments.
- Define expectations, sales targets, territories, and responsibilities for distribution partners.
- Train distributors on product features, applications, positioning, pricing, and sales processes.
- Provide distributors with technical and marketing resources needed to successfully represent the product line.
- Monitor distributor performance, pipeline activity, and revenue metrics.
- Develop strategies to grow sales through existing distributors.
- Address channel conflicts and ensure clear territory and customer account coverage.
- Coordinate company-generated leads and ensure proper assignment and follow-up.
- Foster long-term relationships with key distribution partners. Business Development
- Identify new markets, industries, applications, and strategic accounts.
- Conduct competitive research on products, customer needs, pricing, and industry trends.
- Build account strategies for high-value and strategic customers.
- Attend trade shows, conferences, customer meetings, and relevant industry events.
- Generate new leads through outbound prospecting, networking, distributor relationships, and market engagement.
- Collaborate with marketing to create campaigns and sales materials tailored to specific industries. Cross-Functional Collaboration
- Work closely with engineering and product management to understand customer requirements and deliver market feedback.
- Coordinate with operations and customer service teams regarding inventory, lead times, shipping needs, and customer requirements.
- Partner with finance on pricing, payment terms, credit requirements, and commercial agreements.
- Provide management with updates on pipeline status, revenue forecasts, market opportunities, and distributor performance.
- Communicate customer feedback and competitive insights to guide product development.
QUALIFICATIONS
- 5+ years of experience in B2B sales, business development, channel sales, or distributor management.
- Experience selling technical products, instrumentation, sensors, electronics, industrial equipment, or similar preferred.
- Proven track record of meeting or exceeding sales targets.
- Experience managing distributors, manufacturer representatives, or channel partners preferred.
- Strong prospecting, negotiation, presentation, and closing skills.
- Ability to understand and communicate technical product information.
- Strong written and verbal communication skills.
- Highly organized with strong follow-through and pipeline management abilities.
- Comfortable working independently in a fast-paced, growth-oriented environment.
- Willingness to travel domestically and internationally.
PREFERRED EXPERIENCE
- Experience selling into aerospace, defense, automotive, industrial, transportation, energy, or other engineering-driven industries.
- Existing relationships with distributors or technical sales organizations.
- Experience managing international accounts or partners.
- Familiarity with CRM platforms such as HubSpot or Salesforce.
- Engineering or technical education is a plus.
KEY PERFORMANCE INDICATORS
Success in this role will be measured through:- Revenue growth generated by distributor and sales representative channels.
- New customer acquisition.
- Recruitment of new distributors and sales representatives.
- Distributor and representative sales performance.
- Pipeline growth and accuracy.
- Quote-to-order conversion rates.
- Customer retention and account expansion.
- Strong activity levels and CRM data quality.