JOB SUMMARY:

The Channel Manager plays a critical role in our strategic sales process focused on organic growth of the PSI (Pipe Seal & Insulator) product family. This portfolio is made up of three product lines: Wall Penetration Products (LINK-SEAL Modular Pipe Seals and Wall Penetration Sleeves and Disks); Water Infiltration Sealing Systems (Boa-Tape and Riser-Wrap); and Pipe Casing Spacers and End Seals (Casing Spacers and Casing End Seals). The person in this role is dedicated solely to these product lines and is responsible for developing and managing a distribution network within an assigned geographic region of the US. The success profile for this role includes clear metrics for critical sales objectives and includes execution of the Garlock Channel Excellence program, development of the distribution channel, creation and execution of strategic annual sales plans, and analyzing and acting on market intelligence specific to the water and wastewater, data center, engineering/procurement/construction (EPC), and broader infrastructure markets. The Channel Manager will utilize business tools, such as Salesforce.com, to plan, update and communicate their tactics, opportunities and projects.

ESSENTIAL FUNCTIONS:

• Serves as the single point of ownership for the PSI product line sales, facilitating all communications with resellers, improving distributor utilization, managing account profiles, preparing and delivering PSI-focused presentations, and communicating channel activities.
• Collaborates with the Regional Sales Manager and Fluid Sealing Specialists in annual strategic sales planning for the PSI portfolio. Objectives, metrics and targeted activities will be determined prior to the fiscal sales year.
• Increases share of wallet within the PSI portfolio, guiding distributors to optimal stocking levels of LINK-SEAL modular pipe seals, wall penetration sleeves and disks, water infiltration sealing systems (Boa-Tape and Riser-Wrap), and pipe casing spacers and end seals.
• Coordinates with distributors to identify new water and wastewater, data center, EPC, and infrastructure project opportunities for revenue generation.
• Educates distributors and end users on the full PSI product portfolio, specification requirements, and complementary services offered.
• Supports National Account and Strategic Account activities as they relate to the PSI product lines.
• Conducts ROI analysis for defined distributor programs within the PSI portfolio.
• Converts competitive business at distribution accounts, including active displacement of competing wall penetration, casing spacer, and water infiltration sealing products.
• Obtains, analyzes and reports PSI market intelligence within the assigned geography.
• Responsible for monthly reporting and reviews with the US Channel Manager.
• Identifies new problems to solve for the pipeline sealing market and contributes to the new product innovation funnel.
• Participates in Cross Functional Teams within the organization.
• Utilizes internal resources for virtual interactions and field work as necessary.
• Commits to an individual development plan as part of the Dual Bottom Line culture.
• Travel is expected to be up to 50%.

COMPETENCIES:

• Effective communication – develops and delivers multi-modal communications that convey a clear understanding of the unique needs of different audiences.
• Collaborates – building partnerships and working collaboratively with others to meet shared objectives in a timely manner to support the business.
• Self-Awareness – uses a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Instills Trust – gaining the confidence and trust of others through honesty, integrity and authenticity.
• Customer Focus – building strong customer relationships and delivering customer-centric solutions.
• Interpersonal Savvy – relating openly and comfortably with diverse groups of people.
• Manages Complexity – making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
• Builds Networks – effectively building formal and informal relationship networks inside and outside the organization.
• Ensures Accountability – holding self and others accountable to meet commitments.
• Plans and Aligns – planning and prioritizing work to meet commitments aligned with organizational goals.

JOB QUALIFICATIONS:

• Bachelor’s Degree in Business, Engineering, or Marketing, or relevant experience required.
• Experience in client-facing and consultative selling.
• Track record of achieving sales quotas.
• Knowledge of water and wastewater, data center, EPC, and infrastructure markets, customers, channels, competitors, and PSI-type products a strong plus.
• Familiarity with wall penetration seals, casing spacer/end seal, and water infiltration sealing product applications preferred.
• Experience with Salesforce.com or other CRM.
• High level of competency with the Microsoft Suite of products.
• Understanding of sales performance metrics.

PHYSICAL REQUIREMENTS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Office and Manufacturing Floor Position: Ability to perform sedentary work, spending extended periods of time working with a computer. Physical effort may include stooping, kneeling, touching, feeling, reaching, standing, walking, pushing, pulling, lifting, fingering, grasping, talking, hearing, and repetitive motions. Ability to lift and carry up to 20 lbs. Field visits to water and wastewater, data center, and construction job sites may be required.