Distributor Channel Development Manager

About the Company:
Our client is a global OEM and premium service provider, manufacturing and supplying industrial machinery to the energy, shipping, water, and food sectors across Australia and worldwide. With a strong reputation for engineering excellence and end-to-end lifecycle support, the business partners with leading organisations to deliver tailored, high-performance solutions. As part of a broader growth strategy, they are now investing in the development of their channel and distributorship model. This includes strengthening the existing distributor framework in the food and water sectors and establishing new channel partners in the energy sector, where business is currently conducted directly with major end users such as Woodside and Chevron.

About the Role:
Based in Melbourne, the Channel Development Manager will play a pivotal role in shaping and executing the company’s channel strategy across Australia and New Zealand. You will be responsible for formalising and strengthening relationships with existing distributors in the food and water sectors, and setting up new channel partners to expand market reach within the energy sector.

This is a newly created role and is considered part of the leadership team, with the remit to drive indirect sales performance across the services function in both the food & water and energy markets. The successful candidate will have the opportunity to lead the evolution of the company’s indirect go-to-market approach, with a longer-term vision to build and lead a dedicated team under this function. You will drive profitable growth through enhanced partner enablement, increased market coverage, and structured, data-informed sales programs-making this a highly strategic and rewarding opportunity within a global, growth-focused business.

Your Key Focus Areas:

• Take ownership of the channel strategy for parts and services, aligning execution with the company’s broader commercial growth plans.
• Strengthen and uplift current distributor performance through tailored development initiatives, practical sales enablement tools, and ongoing capability-building.
• Identify underperformance within the existing network and address it through measurable targets, structured performance reviews, and strategic support.
• Expand into new, high-value channel opportunities selectively—prioritising long-term sustainability and alignment with core market segments.
• Enhance commercial arrangements with channel partners to ensure greater consistency, competitiveness, and value generation.
• Deliver structured enablement programs that equip partners with training, marketing resources, and digital platforms for improved execution.
• Embed a culture of performance across the channel ecosystem using transparent KPIs, regular scorecards, and continuous benchmarking.
• Collaborate cross-functionally with Sales, Service Delivery, Product, and Finance teams to drive unified action and shared accountability.
• Lead proactive forecasting and reporting for channel performance, providing clarity and insight to the broader leadership team.
• Build and maintain strong, trust-based relationships with channel and alliance partners to drive mutual success and long-term growth.
• Champion the improvement and strategic use of Installed Base data, ensuring partners are equipped to use it effectively.
• Actively promote and uphold company values and business principles in every facet of channel operations.

About You:

• Demonstrated experience growing indirect revenue through distributor networks or strategic alliances
• Sharp commercial instincts and a deep understanding of what drives profitability in parts and services
• Strong judgement in evaluating and prioritising partnership opportunities with a focus on ROI
• A mindset anchored in continuous improvement and operational excellence
• Advanced skills in channel enablement, commercial negotiation, and partner development
• A structured, data-literate approach to managing forecasts, metrics, and reporting
• A collaborative, inclusive leadership style that balances influence with integrity
• Confidence using CRM platforms, analytics tools, and digital enablement systems
• A willingness to challenge the status quo and bring stakeholders on the journey
• A customer-focused approach, always seeking outcomes that deliver shared success

What’s in it for you:

• A newly created and high-impact leadership role, introduced as part of the company’s broader growth strategy, with the autonomy to shape the channel strategy across Oceania
• Genuine career development opportunity, including the longer-term vision to build and lead your own team
• Be considered a key member of the regional leadership team, with influence over commercial direction and go-to-market initiatives
• Autonomy and empowerment to drive strategic outcomes within a globally respected OEM
• A generous performance-based bonus structure, reflective of the impact and value this role is expected to deliver
• Hybrid working arrangements, strong internal collaboration, and access to international resources and expertise

This is your opportunity to make a meaningful impact, grow your career, and play a key role in the success of a globally respected OEM.

For a confidential discussion, feel free to contact Olya Sorokina directly.

Olya Sorokina
Managing Consultant Industrial & Manufacturing Australia & New Zealand
BTI Executive Search (by PERSOL)
(M) +61 408 939 ***
(E) *************@btiexecutivesearch.com.au

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