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Vice President, Channel Sales
Rite-Hite
USA
Full-time
Executive · 10+ years experience
Discovered 3 weeks ago
Business development
Key Skills for This Role
Business development
Full Job Posting
Job Responsibilities:
- Develop and execute Rite-Hite's global channel strategy, establishing long-term priorities, market expansion plans, channel segmentation, and partner investment strategies that drive profitable growth across international markets.
- Own the enterprise channel operating model, governance framework, and performance expectations to ensure consistent partner engagement, territory alignment, commercial execution, and operational excellence across all global markets.
- Build and maintain executive-level relationships with global channel principals and strategic partner leadership, serving as Rite-Hite's executive sponsor for key channel partnerships, strategic agreements, and long-term business development opportunities.
- Lead, coach, and develop a high-performing global team of Channel Leaders by establishing clear performance expectations, strengthening consultative selling capabilities, and building organizational capacity to support future growth.
- Develop strategic channel growth plans that expand market coverage, increase partner productivity, improve customer acquisition, and accelerate adoption of Rite-Hite products, solutions, and service offerings across targeted industries and geographies.
- Partner with Regional Sales Leaders to align global channel strategies with regional execution while ensuring customers experience coordinated engagement, consistent market coverage, and shared accountability for commercial success.
- Collaborate with Enterprise & Major Accounts, Product & Solutions, New Construction, Inside Sales, Marketing, Finance, Service & Distribution Excellence, Business Units, and international commercial leaders to coordinate enterprise growth initiatives, product launches, customer opportunities, and integrated commercial solutions.
- Champion adoption of enterprise sales processes, CRM disciplines, commercial tools, pricing strategies, and channel best practices that improve partner effectiveness, customer experience, and commercial consistency worldwide.
- Serve as the enterprise Voice of the Channel by identifying emerging market trends, partner feedback, competitive dynamics, customer insights, and global opportunities that influence commercial strategy, product innovation, channel investments, and enterprise priorities.
- Lead channel agreement strategy, governance, commercial negotiations, and performance management in partnership with executive leadership, Finance, Legal, and Business Units to ensure agreements balance partner success, customer value, and enterprise profitability.
- Champion deployment of enterprise customer solutions, including Rite-Hite One and service offerings, by integrating strategic solutions into channel growth strategies and enabling partners to deliver greater customer value.
- Establish enterprise standards for partner onboarding, capability development, commercial training, performance management, and governance that strengthen partner effectiveness while allowing flexibility to address regional market needs.
- Evaluate global market trends, channel performance, customer expectations, regulatory changes, and competitive dynamics to identify new channel opportunities, optimize market coverage, and influence Rite-Hite's evolving global go-to-market strategy.
- Develop organizational capability by identifying future leaders, strengthening succession pipelines, and fostering a culture of collaboration, accountability, innovation, continuous improvement, and customer focus across the global channel organization.
- Serve as an enterprise commercial leader by influencing cross-functional strategy, sharing market intelligence, promoting organizational collaboration, and contributing to the continuous evolution of Rite-Hite's global commercial strategy and customer experience.
- Minimum Job Requirements
- Education & Experience
- Bachelor's degree in Business, Marketing, Sales, or a related discipline, or an equivalent combination of education and experience.
- Minimum of 10 years of progressive global commercial leadership experience, including channel management, strategic partnerships, business development, or indirect sales leadership.
- Minimum of 5 years leading leaders within geographically dispersed, matrixed organizations.
- Demonstrated success developing and executing global channel strategies that expanded market coverage, accelerated growth, and strengthened strategic partnerships across multiple regions.
- Experience building executive-level relationships with independent representatives, distributors, strategic partners, or global channel organizations.
- Knowledge/Skills/Abilities
- Global channel strategy and operating model development.
- Executive relationship management and strategic partnership development.
- Commercial negotiation and channel governance.
- Financial and business acumen with experience managing growth, profitability, and investment decisions.
- Executive communication, presentation, and influencing skills.
- Cross-functional leadership within complex global organizations.
- Organizational leadership, coaching, and succession planning.
- Global market analysis and strategic planning.
- Customer-centric decision making.
- Change leadership and enterprise transformation.
- Preferred Job Requirements
- Master's degree in Business Administration or a related discipline.
- Experience leading global channel organizations within industrial manufacturing, engineered products, industrial distribution, building products, or related industries.
- Experience leading commercial transformation, partner enablement, or enterprise go-to-market initiatives.
- Deep understanding of global channel governance, indirect sales models, customer experience strategy, pricing strategy, and partner development methodologies.
- Experience implementing CRM, partner relationship management, and commercial analytics platforms.
- Demonstrated ability to influence enterprise strategy through global market intelligence, partner insights, and customer feedback.
- Role Specific Compliance Requirements
- Valid driver's license with the ability to travel extensively (approximately 50%).
- Ability to meet customer site access, safety, and security requirements.
- Ability to work flexible hours as business needs require.
- Ability to maintain confidentiality and exercise sound judgment when handling sensitive business information.
- Ability to pass pre-employment checks.
- Eligibility to work in the United States
- Work Location, Schedule and Environment
- Work Location: Milwaukee, Wi
- Work Environment: Office; frequent travel to customer locations, sales offices and company facilities is required. May require extended periods of travel, overnight stays and participation in meetings outside normal business hours as necessary.
- Specific conditions of this job are typical of frequent and continuous computer-based work requiring periods of sitting, close vision, and the ability to adjust focus. Occasional travel may be required.
- Disclaimer: All responsibilities and requirements are subject to possible modifications to reasonably accommodate individuals with disabilities.
- This Job description in no way states or implies that these are the only responsibilities to be performed by an employee occupying this job. This job description is subject to change, and the employer retains the right to change or modify the duties of this job at any time.
- What We Offer
- At Arbon Equipment – A Rite-Hite Company, we take care of our people – because when you’re supported, you can do your best work. Our benefits are designed to support your health, your future and your life outside of work:
- Health & Well-being: Comprehensive medical, dental, and vision coverage, plus life and disability insurance. A robust well-being program with an opportunity to receive an extra day off and more.
- Financial Security: A strong retirement savings program with 401(k), company match, and profit sharing.
- Time for You: Paid holidays, vacation time, and personal/sick days each year.
- Join us and build a career where you’re supported – at work and beyond.
- Rite-Hite is proud to be an Equal Opportunity Employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic under federal, state, or local law. In accordance with VEVRAA, we are committed to providing equal employment opportunities for protected veterans. We are also committed to maintaining a drug-free workplace for the safety of our employees and customers.
Qualifications
- Bachelor's degree in Business, Marketing, Sales, or a related discipline, or an equivalent combination of education and experience.
- Minimum of 10 years of progressive global commercial leadership experience, including channel management, strategic partnerships, business development, or indirect sales leadership.
- Minimum of 5 years leading leaders within geographically dispersed, matrixed organizations.
- Demonstrated success developing and executing global channel strategies that expanded market coverage, accelerated growth, and strengthened strategic partnerships across multiple regions.
- Experience building executive-level relationships with independent representatives, distributors, strategic partners, or global channel organizations.
- Knowledge/Skills/Abilities
- Global channel strategy and operating model development.
- Executive relationship management and strategic partnership development.
- Commercial negotiation and channel governance.
- Financial and business acumen with experience managing growth, profitability, and investment decisions.
- Executive communication, presentation, and influencing skills.
- Cross-functional leadership within complex global organizations.
- Organizational leadership, coaching, and succession planning.
- Global market analysis and strategic planning.
- Customer-centric decision making.
- Change leadership and enterprise transformation.
- Preferred Job Requirements
- Master's degree in Business Administration or a related discipline.
- Experience leading global channel organizations within industrial manufacturing, engineered products, industrial distribution, building products, or related industries.
- Experience leading commercial transformation, partner enablement, or enterprise go-to-market initiatives.
- Deep understanding of global channel governance, indirect sales models, customer experience strategy, pricing strategy, and partner development methodologies.
- Experience implementing CRM, partner relationship management, and commercial analytics platforms.
- Demonstrated ability to influence enterprise strategy through global market intelligence, partner insights, and customer feedback.
- Role Specific Compliance Requirements
- Valid driver's license with the ability to travel extensively (approximately 50%).
- Ability to meet customer site access, safety, and security requirements.
- Ability to work flexible hours as business needs require.
- Ability to maintain confidentiality and exercise sound judgment when handling sensitive business information.
- Ability to pass pre-employment checks.
- Eligibility to work in the United States
- Work Location, Schedule and Environment
- Work Location: Milwaukee, Wi
- Work Environment: Office; frequent travel to customer locations, sales offices and company facilities is required. May require extended periods of travel, overnight stays and participation in meetings outside normal business hours as necessary.
- Specific conditions of this job are typical of frequent and continuous computer-based work requiring periods of sitting, close vision, and the ability to adjust focus. Occasional travel may be required.
- Disclaimer: All responsibilities and requirements are subject to possible modifications to reasonably accommodate individuals with disabilities.
- This Job description in no way states or implies that these are the only responsibilities to be performed by an employee occupying this job. This job description is subject to change, and the employer retains the right to change or modify the duties of this job at any time.
About Rite-Hite
Construction3000 employeesFounded 1965
Family-owned industrial manufacturer and service provider of loading dock equipment, doors, safety barriers, and facility-control systems.
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