Job Description: The Opportunity

The Channel Sales Manager drives performance across our top distributor partners by leveraging teamwork as a differentiator, strengthening training, inventory, and merchandising execution, and deepening distributor engagement. This role combines business acumen, relationship leadership, and welding expertise to grow sales, increase share in key channel positions, and expand adoption of our full portfolio, you will connect enterprise strategy to branch‑level execution to deliver measurable growth and return on investment.

Location: Oklahoma, Kansas

What You’ll Do

• Contribute to creating and delivering training strategies for distributor teams, including role‑based multi‑year roadmaps and coordinated sessions at Customer Experience Centers (CEC) and training facilities.
• Integrate selling skills into product certification programs to boost distributor capability and confidence.
• Improve inventory performance by optimizing product placement, consolidating vendors, expanding merchandising opportunities, and elevating key metrics including turnover, GMROI, dead‑stock reduction, and fill rate.
• Lead strategic engagement plans for top distributors, including Quarterly Business Reviews (QBRs), annual feedback cycles, and relationship building across leadership, middle management, and front-line teams.
• Leverage promotions, contests, and marketing funds to increase distributor focus and drive execution.
• Track and analyze performance data to inform decisions, optimize distributor effectiveness, and strengthen distributor relationships.

What Success Looks Like

• Higher distributor training participation and certification rates.
• Strong merchandising compliance and execution, with distributors held accountable for on-shelf availability and portfolio representation.
• Increased share of discretionary spending and improved inventory efficiency.
• Advance Top 80 engagement plans and key quarterly initiatives to strengthen distributor accountability.
• Measurable growth in revenue, new product development (NPD) adoption, and opportunity pipeline health.
• High distributor satisfaction and stronger channel alignment.

What You Bring

• Bachelor’s degree in marketing, business, or related discipline, or equivalent experience.
• Experience in channel sales, distributor management, or leading training programs.
• Demonstrated expertise in inventory metrics and sales program adoption.
• Contribute to the design and delivery of structured, role‑based training programs.
• Skill in driving alignment from enterprise leadership through branch-level execution.
• Excellent communication, relationship-building, and analytical skills.
• Data‑driven mindset with the ability to interpret KPIs and evaluate return on investment (ROI).
• Working knowledge of welding processes and products preferred.
• Willingness and ability to travel overnight up to 50% of the time.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.

At ITW, we think and act like entrepreneurs. We embrace autonomy, make decisions and take ownership to create innovative solutions for our customers all over the world. ITW is a Fortune 200 global multi-industrial manufacturing leader. Our seven industry-leading business segments offer career development and learning opportunities in more than 50 countries across the globe. We’re committed to investing in our people and supporting their growth through unique and relevant development opportunities at each stage throughout the employee life cycle. Our decentralized, entrepreneurial culture empowers you to think and act like a business owner. We aspire for everyone to perform to their full potential and value the unique and diverse perspectives, experiences and ideas that make us better together. The ITW Business Model gives us the tools to focus on what’s most important, and we’re grounded in our values of Integrity, Simplicity, Trust, Respect and Shared Risk.