Channel Sales Manager – Stationary

About the Role

The success of Hitachi's Stationary business is closely tied to the ability of the Channel Sales Manager to drive equipment revenue through distributors and Area Sales Managers. This involves not only developing and executing effective sales strategies but also ensuring that the sales organization is aligned with cross-functional partners to deliver superior customer outcomes. The role requires a high degree of autonomy, strategic thinking, and the ability to work effectively within a matrix organization.

What You Will Do

• Develop and execute channel strategy to achieve annual equipment revenue, margin, and market-share objectives.
• Lead, coach, and develop Area Sales Managers to ensure the team meets strategic growth plans.
• Implement and maintain an accountability framework and KPIs to monitor and drive performance.
• Cultivate and manage distributor relationships, including negotiation of agreements, joint business planning, and demand-generation initiatives.
• Collaborate with Product Management to define competitive equipment offerings and implement effective go-to-market plans.
• Ensure disciplined use of CRM (Salesforce) and sales tools for forecasting, opportunity management, and territory planning.
• Coordinate with S&OP and Production to produce actionable forecasts that align inventory and delivery commitments with commercial requirements.
• Manage customer escalations and ensure adherence to company policies and ethical sales practices.
• Prepare and present regular reports on sales performance, forecasts, and market trends to senior leadership.

What We Are Looking For

• Bachelor's degree (BA/BS) or equivalent; substantial industry and leadership experience may substitute for degree.
• Minimum 7+ years of B2B sales leadership within industrial equipment or related capital goods.
• Previous experience managing an industrial compressed air sales team and an independent distributor channel strongly preferred.
• Proven track record of meeting or exceeding revenue targets and scaling sales organizations.
• Strong proficiency with metrics-driven sales processes and Salesforce.
• Excellent interpersonal, presentation, and negotiation skills; capable of engaging with senior leadership.
• Willingness and ability to travel approximately 60-70%.

Nice to Have

• Experience with compressed air solutions or related industrial equipment.
• Knowledge of market trends and competitor activity in the industrial equipment sector.
• Certification in sales leadership or a related field.

Benefits and Perks

• Competitive salary and bonus structure.
• Comprehensive health insurance plan.
• Generous paid time off (PTO) policy.
• Remote work stipend.
• Opportunities for professional growth and development within a global organization.
• Access to cutting-edge technology and tools, including Salesforce and AirSuite.
• Collaborative and dynamic work environment with a team of innovators and industry experts.

• Ensure you have a strong understanding of Salesforce and its applications in sales management, as proficiency in this area is crucial for success in this role.
• Develop a portfolio that showcases your ability to drive sales growth, manage distributor relationships, and lead high-performing sales teams.
• Prepare examples of how you have handled customer escalations and ensured adherence to company policies and ethical sales practices in your previous roles.
• Research Hitachi's competitors in the industrial equipment market to demonstrate your knowledge of market trends and your ability to develop competitive strategies.
• Be prepared to discuss your experience with metrics-driven sales processes and how you have used data to inform your sales decisions.
• Highlight any experience you have with compressed air solutions or related industrial equipment, as this can be a significant advantage in this role.
• Consider reaching out to current or former employees of Hitachi to gain insights into the company culture and the expectations of the Channel Sales Manager role.