Channel Development Manager

POSITION OBJECTIVE

Responsible for managing distribution programs to reach/exceed revenue targets and drive new product adoption through National Tier 1, and Regional Tier 2 and 3 distribution partners. Serves as a key resource for distributors and the direct sales team through relationship management, training, and operational excellence to drive business growth.

• Implement channel sales and marketing programs to increase revenue and drive new product adoption.
• Manage, schedule, and participate in Quarterly Business Reviews (QBRs) with distribution partners to drive accountability and alignment with strategic goals
• Cultivate collaborative, trust-based relationships with National Tier 1, and Regional Tier 2 and 3 distribution partners to reach/exceed revenue targets and drive new product adoption.
• Evaluate and onboard new distributors, ensuring alignment with company strategies, objectives, and values. Ensure new distributors have the appropriate training, marketing, and administrative support for a fast start and long-term success.

• Develop and deliver comprehensive product and technology-specific training.
• Utilize internal learning platforms to deploy, deliver, track, and manage all product and process training.
• Audit training participants to determine program effectiveness and recommend suggestions for continuous improvement.

• Determine optimal distribution stocking levels based on historical usage data and input from the Product Management team.
• Support distributors at regional industry events to promote products and strengthen local market relationships.
• Contribute and participate with distributor partners at National Trade Shows.
• Ensure distributors maintain appropriate inventory levels to guarantee a smooth and efficient order flow.
• Work with distributors on co-marketing initiatives, acting as the contact person within Clearfield to align Marketing and Sales input.
• Provide accurate data-driven reporting and sales analysis to drive fact-based decision making.
• Support quotes for distributors and manage pricing inquiries to facilitate efficient sales transactions.
• Generate and analyze distribution sales reports used for Quarterly Business Reviews (QBRs).

Performs other duties as apparent or assigned.

• Bachelor’s degree in Business, Marketing, or a related technical field
• Five years of inside and/or outside sales experience. Experience working with fiber or distribution strongly preferred.
• Proven ability to successfully manage distribution partners and achieve measurable sales targets.
• Strong analytical skills with a proven ability to interpret sales performance data.
• Excellent communication, negotiation, and interpersonal skills.
• Proficient in Microsoft Office Suite and CRM software.
• Results-oriented individual with a focus on customer satisfaction and business growth.
• Travel up to 50% for client site visits, partner engagements, and account meetings.

• Comprehensive Medical, Dental, and Vision benefits.
• 100% company paid Short-term and Long-term disability insurance coverage.
• 100% company paid Basic Life and Accidental Death and Dismemberment (AD&D) insurance coverage.
• 100% company paid Business Travel Accident (BTA) insurance.
• 100% company paid Employee Assistance Program (EAP).
• Additional voluntary benefits are offered.
• 401K plan:
  Maximum match is 4.5% of the first 6% of contribution.
• Employee Stock Purchase Plan:
• Clearfield's Time Off Policy includes Paid Time Off (PTO) beginning at three weeks annually, accrued on the first of the month, starting on the day of hire. The policy also includes nine paid holidays each calendar year, and one 8-hour day of Volunteering Time-Off.

$84,294-$105,368-$126,441;
Commission-eligible position. Offers of employment will be extended at a level consistent with the experience and qualifications of the candidate. This information reflects the anticipated salary range for this position at the time of posting. The salary range may be modified in the future and actual compensation may vary from the posting based on various factors such as geographic location, work experience, education and/or skill level.