Channel Manager – Refrigeration Distribution

SUMMARY

The Channel Manager - Refrigeration Distribution position is responsible for developing, managing, and growing strategic relationships with refrigeration wholesalers, distributors, manufacturer representatives, and channel partners throughout North America. This role focuses on driving revenue growth through CAREL's distribution network by developing partner capabilities, implementing channel strategies, expanding market penetration, and creating mutually beneficial business plans with key distribution partners.

A successful Channel Manager will cultivate strong partnerships across the distribution ecosystem, including distributors, sales representatives, contractors, design and engineering firms, OEMs, and end users. The Channel Manager will work closely with channel partners to identify growth opportunities, improve market coverage, increase product adoption, and achieve sales objectives.

This position requires a value-based sales approach, strong channel management experience, strategic planning skills, and in-depth knowledge of refrigeration products and distribution business models. The ideal candidate will have demonstrated success in managing distributor relationships, developing channel programs, driving partner engagement, and executing growth strategies within the refrigeration industry.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. Responsibilities and activities may change at any time with or without notice.

• Act as a key contributor within CAREL branch teams, articulating the strategic and financial value of CAREL solutions to HVAC/R distribution in North America.
• Develops and executes strategic channel plans to drive revenue growth through refrigeration distribution partners across North America.
• Builds and maintains strong relationships with distributor leadership, key stakeholders, manufacturer representatives, contractors, consultants, OEMs, and end users.
• Approaches the market using a strategic top-down engagement model while supporting tactical sales execution through distribution partners.
• Communicates effectively with all levels of partner and customer organizations, including C-level executives, directors, sales leadership, operations, marketing, engineering, technical support, and field personnel.
• Identifies, recruits, develops, and expands strategic channel partners aligned with CAREL's growth objectives.
• Conducts regular business reviews with branches & distribution partners to evaluate performance, identify opportunities, and implement growth initiatives.
• Develops joint business plans, sales strategies, and marketing programs with channel partners to achieve sales and profitability goals.
• Supports distributor onboarding, training, and partner enablement programs to increase product knowledge and sales effectiveness.
• Works with channel partners to identify, develop, and close opportunities while ensuring alignment with CAREL's channel strategy.
• Collaborates with project managers, engineers, field technicians, product managers, and technical specialists to support partner and customer success.
• Provides channel feedback regarding market trends, competitive activity, customer requirements, and growth opportunities.
• Identifies gaps in channel coverage and develops strategies to improve market penetration and geographic reach.
• Raises known engagement gaps and recommends continuous improvement initiatives.
• Collaborates with internal specialists to organize technical support, training programs, and educational events for channel partners and customers.
• Assists in analyzing current and potential markets for new and existing products, services, and solutions.
• Facilitates collaboration between customers, channel partners, Product Marketing, and R&D to ensure product alignment with market needs.
• Maintains accurate and timely information within CRM systems, including account plans, activities, forecasts, opportunities, and customer interactions.
• Supports CAREL's market presence through trade shows, industry associations, customer events, distributor meetings, and professional networking activities.
• Represents CAREL professionally and consistently in all customer-facing and partner-facing interactions.
• Monitors partner performance, inventory strategies, sales trends, and growth metrics to ensure achievement of business objectives.
• Works to minimize channel conflict and maintain alignment between direct and indirect sales efforts.

QUALIFICATIONS

The requirements listed below are representative of the knowledge, skill, and/or ability required.

• EDUCATION - Four-year university degree or equivalent experience required. Business, Engineering, Marketing, or a related technical field is preferred.
• REASONING SKILLS - Strong business acumen and strategic thinking capabilities. Ability to analyze market opportunities, develop channel growth strategies, identify business risks, and create actionable plans that drive revenue and profitability.
• EXPERIENCE - Five (5) or more years of professional experience in channel management, distribution management, account management, or sales within the refrigeration, HVAC, controls, automation, or related industries. Demonstrated success managing distributor relationships, developing channel partner programs, and driving revenue growth through indirect sales channels is required. Experience selling commercial refrigeration control solutions is preferred. Additional experience with SaaS, HVAC controls, energy management solutions, building automation, or related technologies is desirable. Experience working within a refrigeration wholesaler, distributor, or manufacturer's representative organization is a plus.
• COMPETENCIES - Proficiency with Microsoft PowerPoint, Excel, Word, CRM platforms, and business analytics tools. Demonstrated ability to develop business plans, conduct partner business reviews, manage sales pipelines, and collaborate across cross-functional teams. Strong organizational, communication, presentation, and relationship management skills are required. Experience using Google Gmail, Calendar, and Drive is helpful.
• LANGUAGE SKILLS - Excellent verbal, written, and presentation communication skills. Must be fluent in English. Spanish is a plus.
• MATHEMATICAL SKILLS - Ability to develop business cases, quantify customer value, calculate return on investment (ROI), evaluate profitability, and determine break-even milestones. Strong analytical and forecasting skills are preferred.

SUPERVISORY RESPONSIBILITIES

There are no supervisory responsibilities for this position.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Required travel fluctuates, with 40% - 60% being the average for overnight travel. Some international travel is required for trade shows and global headquarters meetings. Some evening promotion time is necessary at trade shows and events.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Work environments include, but are not limited to, CAREL regional, national, and international offices, car, airline flights, customer offices and headquarters, internal and external labs and manufacturing facilities, retail environments, construction sites, and home office.

Carel is an equal opportunity employer.

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