Director of Channel Sales

The Director of Channel Sales is responsible for driving revenue growth through the development, management, and expansion of a network of independent sales representatives, distributors, and channel partners. This role requires a hunter mentality and strong channel leadership capabilities.

RESPONSIBILITIES:

• Manage a network of independent sales representatives
• Build strong relationships to ensure alignment with company goals and product offerings
• Provide ongoing support, coaching, and performance feedback
• Identify gaps in market coverage and establish new sales channels
• Expand presence in underrepresented regions through strategic outreach
• Strengthen existing partnerships to maximize revenue opportunities
• Generate new business in territories without active reps
• Engage directly with customers to uncover needs and deliver tailored solutions
• Convert opportunities into long-term revenue streams
• Market Intelligence & Insights
• Gather competitive insights and customer feedback from the field
• Share actionable information with leadership, engineering, and operations
• Contribute to go-to-market strategy and product positioning
• Accountable for Sales growth and new accounts acquisition
• Partner with marketing to refine messaging and campaigns
• Support trade shows, events, and customer engagement initiatives
• Provide field insights to improve lead generation efforts
• Align sales efforts with production capabilities
• Ensure consistent business flow to manufacturing plants
• Collaborate cross-functionally to meet customer expectations 

BACKGROUND PROFILE:

• Bachelor’s degree in business, Marketing, Engineering, or a related field (or equivalent practical experience). Technical knowledge is a strong plus, especially in Chemistry
• 5–10+ years of experience in semiconductor, channel sales, field sales, or business development
• Self-motivated and comfortable working independently in a field-based role
• Demonstrated success managing independent sales representatives or distributor networks
• Experience in technical, industrial, or manufacturing environments strongly preferred
• Proven track record of developing new territories and growing revenue
• Experience working cross-functionally with marketing, operations, and engineering teams. Ability to navigate between company capabilities and customer demand
• Strategic thought leader than is accountable for short and long term performance
• Strong relationship-building and influencing skills
• Ability and willingness to travel 30–50% of the time
• Regular travel to customer sites, partner locations, and industry events
• Occasional visits to manufacturing facilities to align sales efforts with production