Whiteoak Associates
Channel Sales Manager
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Channel Sales Manager – Materials Handling Equipment
Milton Keynes | National UK Territory | £50,000-£55,000 Basic + 20% OTE + Electric Company Car/Allowance
Build the channel. Grow the business. Own the relationships.
Are you an experienced sales professional with a background in materials handling, racking, shelving, storage solutions or a related sector?
Do you have a proven track record of managing dealers, distributors or value-added resellers — and the commercial drive to identify and bring new channel partners on board?
This could be an excellent opportunity to take ownership of a well-established national dealer network while playing a key role in expanding the company's channel strategy and driving significant sales growth.
The Opportunity
Our client is an established and growing business within the materials handling sector and is looking for an experienced Channel Sales Manager to develop its dealer and reseller network across the UK.
- You will take responsibility for a core network of approximately 200 dealers and value-added resellers, building strong relationships with key decision-makers and working closely with their sales teams to increase product sales and market penetration.
- Alongside developing the existing channel, you'll be expected to identify, recruit and onboard new channel partners, creating additional routes to market and expanding the company's reach across the UK.
- You'll operate at Director and senior management level within partner businesses, while also working closely with their sales teams to help them generate opportunities, understand the product portfolio and ultimately sell more.
- You'll be supported by an experienced Internal Sales Account Manager, who will provide quotations, technical product information and day-to-day sales support to your channel partners.
What you'll be doing
- Manage and develop relationships across a core network of approximately 200 dealers and VARs.
- Build strong, long-term relationships with Directors, business owners and senior decision-makers.
- Develop strategies to increase sales volumes and product penetration across existing channel partners.
- Identify opportunities to grow revenue and share of wallet within existing accounts.
- Identify and prospect for new dealers, distributors and value-added resellers across the UK.
- Build relationships with prospective partners and demonstrate the commercial benefits of working with the business.
- Manage the onboarding of new channel partners, taking them from initial engagement through to becoming productive sales accounts.
- Support new partners with product knowledge, sales training and ongoing development.
- Deliver product training to dealer sales teams.
- Attend joint customer and sales visits where required to support partners in winning new business.
- Work alongside partner sales teams to identify opportunities and develop their pipeline.
- Help channel partners understand where the company's products can add value to their customers.
- Work closely with the Internal Sales Account Manager to ensure partners receive fast and effective quotation and technical support.
- Develop account plans for key channel partners and identify areas for further growth.
- Monitor channel performance and proactively address under performing accounts.
- Maintain accurate sales forecasts, pipeline information and account activity.
- Travel nationally to visit existing and prospective channel partners and their customers.
- Spend time at the Buckingham HQ when not out visiting customers.
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What we're looking for
We're looking for someone who understands both the industry and the channel.
Ideally, you will have:
- Previous sales, business development or account management experience within materials handling, racking, shelving, storage solutions or a closely related sector.
- Proven experience managing dealers, distributors, resellers or value-added resellers.
- A demonstrable track record of growing revenue through channel partners.
- Experience of recruiting, developing or onboarding new channel partners.
- Confidence operating at Director, owner and senior management level.
- Experience supporting and influencing third-party sales teams.
- The ability to deliver product training, presentations and sales support.
- Strong commercial awareness and a proactive approach to identifying opportunities.
- Excellent communication, relationship-building and negotiation skills.
- The confidence and credibility to develop new relationships while maintaining existing ones.
- A willingness to travel nationally as required.
- A collaborative approach and the ability to work effectively with internal sales and technical support teams.
- Most importantly, you'll be someone who enjoys building relationships, opening doors, developing partnerships and getting results through the channel.
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What's on offer?
- £50,000-£55,000 basic
- 20% OTE, paid monthly in arrears
- Electric company car or car allowance
- Company profit share scheme
- Pension
- 23 days annual leave
- Perkbox benefits
- National UK territory
- Support from an experienced Internal Sales Account Manager
- A well-established dealer network with significant opportunity for further growth
- The opportunity to have genuine ownership and influence over the company's channel strategy
Interested?
If you're an experienced channel sales professional from the materials handling, racking, shelving or associated sector, and you're looking for a role where you can combine account development, new partner acquisition and strategic relationship management, we'd be keen to hear from you.
This is an opportunity to take ownership of a significant channel network, build new partnerships and have a direct impact on the company's growth.
Apply now for a confidential discussion about the opportunity.
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