Channel Sales Manager (Sub-Distribution)

Ajax Systems is an international tech company and the largest manufacturer of security systems in Europe, with over 4.5 million end users and 330K PRO users in more than 180 countries worldwide.

As a Channel Sales Manager (Sub-Distribution), you will design and execute a robust sub-distribution strategy to expand market coverage and increase product penetration.

Responsibilities:

• Design and execute a robust sub-distribution strategy to expand market coverage and increase product penetration.
• Identify, recruit, and onboard high-potential sub-distributors, regional wholesalers, and value-added resellers (VARs).
• Map target territories to eliminate channel conflict between primary distributors and sub-distributors, ensuring clear routes to market.
• Maintain strong, high-trust relationships with key stakeholders across the sub-distribution network.
• Negotiate commercial agreements, volume incentives, and rebate structures in alignment with company pricing governance.
• Monitor sub-distributor stock levels, reorder patterns, and sell-out data to maximize turnover and prevent inventory bottlenecks.
• Organize and deliver structured product training, commercial enablement, and sales toolkits for sub-distributor sales teams.
• Collaborate with marketing to execute targeted push/pull promotions, point-of-sale (POS) visual merchandising, and incentive programs.
• Jointly visit key regional installers, integrators, and end-dealers alongside sub-distributor sales reps to win key accounts and drive demand.
• Track and report on sub-distribution sales targets, forecasting accuracy, inventory pipelines, and market share growth.
• Provide continuous feedback to senior management on market trends, competitor channel strategies, and pricing dynamics.

Requirements:

• 3+ years of proven success in channel sales, business development, or sub-distribution management (preferably in security, electronics, building materials, or technical B2B sectors).
• Deep understanding of multi-tier distribution models, wholesale dynamics, and secondary route-to-market strategies.
• Strong capability in financial negotiation, channel margin structures, and promotional planning.
• Excellent presentation, relationship-building, and negotiation skills with the ability to influence external sales teams.
• Ability to quickly understand and effectively demonstrate technical product features and commercial value propositions.
• Highly self-motivated, target-driven, and strategic with a strong hunter orientation for network expansion.
• Willingness to travel extensively (up to 70%) within assigned regions to meet with partners and conduct field visits.