Channel Manager

Description

Join the Fun at Arrow International!

Arrow International is the world’s #1 maker of charitable gaming products, from pull tabs and bingo paper to cutting-edge electronic gaming systems. Our products power entertainment in social and gaming venues around the globe, and we’re growing fast!

We're building a winning culture that’s all about teamwork, passion, and innovation. At Arrow, you’re not just another employee, you’re part of a high‑performing team that’s redefining fun and giving back to communities. We believe in rewarding your hard work with profit‑sharing, 401(k) matching, great benefits, and paid time off, including a bonus week every July!

If you're looking for a career that’s exciting, meaningful, and full of opportunity, Arrow is the place to be.

Arrow International is seeking a commercially-driven and operationally-focused Channel Manager to own the performance of consumables products and supporting point-of-purchase (POP) marketing materials within a dedicated retail or on-premise channel.

The Channel Manager serves as the primary business owner for the assigned channel, with accountability for driving sell‑thru rate by translating product placement into genuine consumer demand through strategic planning, field execution, customer relationship management, and cross‑functional collaboration.

This role will report to the Director, Channel Management and Product Marketing.

• Build and maintain a fundamental understanding of the channel’s operators and consumers, their needs, and their purchase drivers in order to develop channel strategies and operational plans.
• Develop and own the annual channel business plan, including volume targets, sell‑thru goals, promotional calendars, and trade spend budgets.
• Identify growth opportunities through analysis of sell‑thru data, category trends, competitive activity, and white‑space account mapping.
• Establish channel‑specific go‑to‑market strategies for new product introductions, assortment mix optimization, merchandising solutions, and related equipment.
• Collaborate with Sales Leadership and Product Management to set channel pricing, promotional guardrails, and distribution targets consistent with brand positioning.

• Partner with Sales Reps and Account Managers to address the needs of key accounts, distributors, and channel partners within the assigned channel.
• Build and maintain productive relationships with distributor sales reps and charitable operators.
• Conduct regular business reviews with key partners, presenting performance scorecards, trend analyses, and joint growth plans.
• Develop and maintain a meaningful segmentation framework for managing the business.

• Define channel‑appropriate POP marketing standards and planogram recommendations to maximize in‑location product visibility and consumer conversion.
• Partner with the Marketing team to develop and deploy POP assets tailored to each channel environment.
• Monitor in‑location compliance for merchandising standards through field visits, distributor reporting, and other relevant audits.
• Evaluate POP program effectiveness via sell‑thru lift analysis and continuously optimize the materials mix.

• Own the channel sell‑thru KPI; monitor weekly and monthly performance against plan and initiate corrective actions as needed.
• Analyze shipment, depletions, and point‑of‑sale data to identify inventory imbalances, velocity issues, and promotional effectiveness.
• Collaborate with Demand Planning and Supply Chain to align shipment phasing with anticipated channel sell‑thru velocity.
• Prepare and present regular channel performance reports, highlighting risks, opportunities, and recommended actions.

• Educate distributor sales teams and direct account sales reps on assortment optimization, POP placement standards, and other merchandising best practices.
• Develop sales tools, channel sell sheets, and objection‑handling guides to support field execution.
• Ride with distributor reps and conduct account blitzes to model best practices and maintain…