Job Title: Industrial Channel Sales Manager (Industrial)
Location: USA - Preferred residence in Boston, MA
Location Type: Remote
Website: https://www.wmfts.com/en/
Group: https://www.spiraxgroup.com/

Job Description

We are seeking a strategic and results-driven Industrial Channel Sales Manager to lead and grow industrial sales through a network of 30+ channel partners across the U.S. Reporting to the Vice President of Process Industries, this role oversees District Sales Managers (DSMs) and is accountable for driving pipeline, revenue, and profitability through effective sales execution and partner performance. The successful candidate will develop and execute sales and go-to-market strategies across key sectors-including brewing, pulp & paper, mining, dairy, data centers, and power generation-while building strong relationships with internal teams and channel partners to identify and capture new market opportunities.

The ideal candidate brings a proven track record of building and developing high-performing sales teams within manufacturing or distribution environments. They excel in sales coaching, talent selection, and performance management, with strong experience managing sales plans, budgets, and key metrics such as pipelines, forecasting, and reporting. This individual combines strategic thinking with hands-on execution, operates with a high level of drive and accountability, and builds strong relationships with stakeholders at all levels. Experience with channel sales, distribution partners, or rep agencies-and exposure to industries such as food and beverage, industrial, dairy, or brewing, along with consultative or solution selling approaches-is highly advantageous.

What you'll do

• Collaborate with the VP Process Industries to formulate and implement sales strategies that align with overall sector goals and objectives. Identify trends, opportunities, and competitive threats, using these insights to fill the sales pipeline and explore new avenues for success.
• Customer Focus: Build a deep understanding of customer needs and market dynamics within the sector.
• Prioritise the customer in every decision, anticipating and meeting their needs.
• Cultivate robust, multi-faceted relationships within senior leadership within customer accounts, both personally and through your team, to ensure exceptional customer satisfaction and loyalty.
• Sales Management: Lead and support your DSMs, providing direction, and guidance to drive a high-performance culture and achieve exceptional results. Set clear performance objectives for your team, ensuring alignment with broader organizational goals.
• Attend and work selected strategic tradeshows with our DSMs and channel partners (rep firms and distributors).
• Participate in channel partner selection, management, technical training, and sales training.
• Talent Development: Take responsibility for coaching and developing your team on a regular cadence to develop selling skills and meet performance targets. Mentor team members to advance their careers within Watson-Marlow and the Spirax Group.
• Leadership: Inspire your team by sharing a clear vision and purpose and engaging with colleagues in a genuine and authentic manner.
• Create an environment where people feel comfortable and motivated to perform at their best. Promote accountability and a growth mindset to drive both individual and team success.
• Team Inspiration: Cultivate an inclusive and collaborative team atmosphere, motivating DSMs and Application Engineers to work together to identify and maximize opportunities to grow the customer base and boost revenue.
• Performance Monitoring: Track and analyze sales performance metrics using the systems available, providing regular reports and insights to the VP. Identify areas for improvement in sales performance and implement actionable solutions.
• Collaboration: Work closely with other NSMs (direct team, environmental team) and other cross-functional teams (applications engineers, project engineers) to ensure cohesive strategy execution and knowledge sharing.
• Process Efficiency: Adopt the systems and processes available to ensure organizational efficiency, and be a voice for change if a process is standard. Support continuous improvement initiatives by identifying and implementing tools or strategies to enhance sales effectiveness and team productivity.
• Diversity and Inclusion: Champion diversity, inclusion, and sustainability initiatives within the team, aligning with the broader organizational values and goals.
• Continuous Improvement: Drive continuous improvement efforts within the sales process, leveraging feedback and data to enhance performance and outcomes.
• Ensure your team is equipped with the skills and tools required to excel, supporting ongoing training and professional development.
• Health & Safety: Ensure the business provides a consistently safe working environment for all colleagues, drive health and safety improvements, and monitor EHS performance.
• Governance: Comply with all aspect of the Spirax Group policies and procedure.

What you'll bring to be successful in this role

• Proven experience in sales management with a track record of growing sales revenues and preserving margins while managing a team of six to ten salespeople.
• You are a motivator, drawing on your emotional intelligence to understand how each person on your team is motivated to help them perform at their best while fostering a positive work environment.
• You are a sales coach who is comfortable meeting regularly with each member of your team to coach them up on the strategies, tactics, and methodologies of your sales process so that they are continually improving their selling skills.
• You have experience in manufacturing or other industrial sales, ideally across our GTM sub-sectors such as mining, brewing, pulp & paper, dairy, data centers, energy, flavoring, chemical dosing, or other fluid-handling industries.
• Strong leadership and team management skills; able to inspire, motivate and develop team leaders.
• Customer focused with strong relationship building/stakeholder management skills.
• Exceptional communication and interpersonal skills.
• Ability to analyze and interpret sales data to drive informed decisions.
• Commitment to diversity, inclusion, and sustainability principles.

This position offers a salary range of (USD 110,565.00 - 165,487.00 Salaried). Final salary offers are determined by multiple factors, including education, experience, internal equity, geographic location, and the candidate's expertise, and therefore may vary from the range listed. For roles based outside Massachusetts, the applicable salary range may be lower.

At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:

• Robust Retirement Plan: Benefit from a 5% employer 401K contribution, plus a 50% match on up to 3% of your contributions for added financial security, empowering your financial security.
• Comprehensive and Supportive Parental Leave: Experience our inclusive, gender-neutral parental leave policy, offering 16 weeks at 100% pay. Upon your return, enjoy a gradual transition with a unique 80% work schedule while still receiving 100% of your pay for the first 6 months, ensuring a balanced reintegration into the workplace.
• Generous Time Off: Enjoy ample time off to recharge and attend to life's circumstances with generous vacation and well-being day, 9 observed holidays, 1 floating holiday day, up to 15 caregiver days, and 80 hours of annual sick leave.
• Community Engagement Opportunities: Make a difference with 3 paid volunteer days each year, encouraging you to give back to the community and causes you care about.
• And Many More Benefits: Such as an offering of 3 healthcare plans with HSA contributions along with other benefits designed to support your well-being and professional growth. We invite you to explore all the ways we strive to create a fulfilling and rewarding work environment.