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Role Summary

The Channel Specialist is a hands-on role responsible for supporting channel operations, managing distributor relationships, and driving the execution of channel strategies across the region. This role demands a results-oriented professional with proven experience in channel management, dealer development, and sales operations. The incumbent will collaborate with cross-functional teams to support tailored channel strategies, optimize dealer performance through data insights and DMS enablement, coordinate incentive mechanisms, and assist in cultivating high-quality channel partners to accelerate business growth.

Key Responsibilities

• Develop and execute annual channel plans in collaboration with the sales team, negotiating with distributors to ensure alignment with company standards and compliance requirements.
• Conduct regular business reviews (BRs) with the sales team, regional sales managers, and channel managers to monitor partner progress, address business gaps, and propose actionable solutions.
• Perform acceptance inspections and recommend improvements for non-compliant channels to ensure operational excellence and adherence to company standards.
• Evaluate and process project/account registrations from dealers in a timely and accurate manner.
• Develop and implement channel business promotion strategies and plans, including planning and evaluating promotional campaigns that leverage platform resources (leads/opportunities) to drive dealer growth.
• Track and analyze channel performance using data insights to adjust strategies, address performance fluctuations, and optimize channel effectiveness.
• Enhance DMS (Dealer Management System) adoption and utilization to accelerate dealer business growth through efficient, data-driven operations.
• Design and initiate dealer incentive mechanisms to motivate partner performance and drive desired business outcomes.
• Strengthen dealer engagement by supporting dealer marketing activities and organizing online/offline training programs to build partner capability.
• Collaborate with channel managers and the sales team to develop tailored channel strategies aligned with market characteristics and sales targets.
• Identify, evaluate, and cultivate high-quality channel partners; establish business policies and analyze competitive positioning to strengthen the channel ecosystem.
• Partner with channel managers and sales to source and onboard new channel partners to expand market coverage and drive growth.

Key Qualifications

Education Qualification

• Bachelor's degree or above; minimum 3 years of demonstrated experience in sales operations, channel management, and development; mechanical background preferred.

Relevant Experience

• 3+ years of proven experience in sales operations, channel management, and dealer/partner development.
• Demonstrated track record in dealer development, channel management, and sales operations within a B2B or industrial environment.
• Experience in managing channel performance, promotional campaigns, and partner engagement initiatives.

Technical Competence & Skills

• Proficiency in Microsoft Office suite (Excel, PowerPoint, Word).
• Hands-on experience with CRM and DMS (Dealer Management System) platforms; working knowledge of digital platforms and tools.
• Strong analytical and data interpretation skills to drive channel performance insights.
• Ability to plan and execute promotional campaigns and channel initiatives.

Leadership Skills

• High sense of responsibility and strong teamwork orientation.
• Excellent communication and interpersonal skills; proactive with high emotional intelligence.
• Adaptable and open to change, with an innovative and continuous-improvement mindset.
• Ability to influence and collaborate across functions and with external partners.

Others (% of travel, language, etc.)

• Travel: Up to 30%.
• Language: Strong written English skills; ability to communicate effectively with global stakeholders.

Employment opportunities for positions in the United States may require use of information which is subject to the export control regulations of the United States. Hiring decisions for such positions are required by law to be made in compliance with these regulations. Applicants for employment opportunities in other countries must be able to meet the comparable export control requirements of that country and of the United States.

Donaldson Company has been made aware that there are several recruiting scams that are targeting job seekers.  These scams have attempted to solicit money for job applications and/or collect confidential information, Donaldson will never solicit money during the application or recruiting process.  Donaldson only accepts online applications through our Careers | Donaldson Company, Inc. website and any communication from a Donaldson recruiter would be sent using a donaldson.com email address.  If you have any questions about the legitimacy of an employment opportunity, please reach out to talentacquisition@donaldson.com to verify that the communication is from Donaldson.

Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law.