Vice President, Sales Channel

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Vice President, Sales Channel based in the United States.

This is a senior commercial leadership opportunity focused on accelerating growth across the commercial and industrial lighting and controls market.

You’ll lead sales strategy and execution across North America and Latin America, working closely with independent sales networks and channel partners.

The role combines strategic planning, market leadership, organizational development, and hands-on engagement with customers and partners.

You’ll shape go-to-market priorities, strengthen channel performance, and identify opportunities to expand market share and profitability.

Success will require strong judgment, a data-driven approach, and the ability to navigate complex channel dynamics and business change.

You’ll also build a high-performing leadership organization by developing talent, strengthening succession pipelines, and fostering accountability.

With significant marketplace presence and 61-80% travel, this role is designed for an executive who thrives in a highly connected, fast-moving environment.

Accountabilities:

• Lead and develop a high-performing sales organization and independent sales network, with a focus on consistently outperforming the broader lighting and controls market while achieving operational and commercial objectives.
• Define and execute go-to-market strategies, sales priorities, and market initiatives aligned with broader business objectives and long-term growth plans.
• Energize and guide sales teams and independent channel partners to execute strategy, achieve revenue targets, and improve market penetration.
• Build organizational capability by identifying, developing, and retaining high-potential talent while establishing a strong succession pipeline for critical leadership positions.
• Establish clear expectations, performance goals, and accountability across the sales organization and independent sales network.
• Drive organizational change, make difficult business decisions, and effectively resolve channel conflicts and competing priorities.
• Maintain a strong presence in the marketplace by engaging with independent sales representatives, distributors, contractors, specifiers, and end users to understand evolving customer and market needs.
• Translate market intelligence and customer feedback into actionable recommendations that inform current priorities and longer-term commercial strategies.
• Partner with key stakeholders to develop and communicate sales forecasts while monitoring trends, market indicators, and performance drivers.
• Collaborate across the organization to identify opportunities that increase market share, strengthen channel effectiveness, and improve profitability.

Requirements:

• Minimum of 10 years of experience in the lighting, electrical, or a closely related industry, with a strong understanding of commercial and industrial markets.
• Proven success leading sales organizations and motivating high-performing teams in complex, competitive environments.
• Charismatic and influential leadership style, combined with strong teamwork, communication, presentation, and relationship-building capabilities.
• Demonstrated ability to develop leaders, build organizational bench strength, and create effective succession plans.
• Strong business maturity and commercial acumen, with the ability to understand market dynamics and translate strategy into measurable results.
• Solid P&L understanding and the ability to evaluate how commercial and operational decisions affect financial performance.
• Data-driven decision-maker who thoroughly analyzes complex problems while maintaining a strong bias toward action and execution.
• Ability to challenge established approaches, embrace change, resolve difficult situations, and make well-supported decisions in ambiguous environments.
• Passion for listening to customers and partners, learning continuously, solving problems, and identifying opportunities for growth.
• Willingness and ability to travel extensively, with approximately 61-80% travel required.

Benefits:

• Competitive executive-level compensation package.
• Opportunities to lead a broad, high-impact sales organization across North America and Latin America.
• Significant exposure to customers, channel partners, distributors, contractors, specifiers, and other key market stakeholders.
• Opportunity to shape go-to-market strategy and directly influence market growth, profitability, and channel performance.
• Leadership development and talent-building opportunities within a large, global industrial technology environment.
• Broad cross-functional exposure across sales, operations, product, and other business functions.
• Extensive marketplace engagement and the opportunity to influence long-term commercial strategy.
• Role can be based anywhere in the United States, with extensive travel as part of the position.
• Equal opportunity workplace committed to diversity, inclusion, and providing reasonable accommodations throughout the hiring process.