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Become A Channel Manager

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Working As A Channel Manager

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $102,171

    Average Salary

What Does A Channel Manager Do

Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.

Duties

Sales managers typically do the following:

  • Resolve customer complaints regarding sales and service
  • Prepare budgets and approve expenditures
  • Monitor customer preferences to determine the focus of sales efforts
  • Analyze sales statistics
  • Project sales and determine the profitability of products and services
  • Determine discount rates or special pricing plans
  • Develop plans to acquire new customers or clients through direct sales techniques, cold calling, and business-to-business marketing visits
  • Assign sales territories and set sales quotas
  • Plan and coordinate training programs for sales staff

Sales managers’ responsibilities vary with the size of their organizations. However, most sales managers direct the distribution of goods and services by assigning sales territories, setting sales goals, and establishing training programs for the organization’s sales representatives.

Some sales managers recruit, hire, and train new members of the sales staff. For more information about sales workers, see the profiles on retail sales workers and wholesale and manufacturing sales representatives.

Sales managers advise sales representatives on ways to improve their sales performance. In large multiproduct organizations, they oversee regional and local sales managers and their staffs.

Sales managers also stay in contact with dealers and distributors. They analyze sales statistics generated from their staff to determine the sales potential and inventory requirements of products and stores and to monitor customers' preferences.

Sales managers work closely with managers from other departments in the organization. For example, the marketing department identifies new customers that the sales department can target. The relationship between these two departments is critical to helping an organization expand its client base. Sales managers also work closely with research and design departments because they know customers’ preferences, and with warehousing departments because they know inventory needs.

The following are examples of types of sales managers:

Business to business (B2B) sales managers oversee sales from one business to another. These managers may work for a manufacturer selling to a wholesaler, or a wholesaler selling to a retailer. Examples of these workers include sales managers overseeing sales of software to business firms, and sales managers overseeing wholesale food sales to grocery stores.

Business to consumer (B2C) sales managers oversee direct sales between businesses and individual consumers. These managers typically work in retail settings. Examples of these workers include sales managers of automobile dealerships and department stores.

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How To Become A Channel Manager

Most sales managers have a bachelor’s degree and work experience as a sales representative.

Education

Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. Sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Do you work as a Channel Manager?

Channel Manager Jobs

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Channel Manager Career Paths

Channel Manager
Channel Manager/Sales Manager Director Of Sales
Area Sales Director
11 Yearsyrs
Territory Sales Manager Territory Account Manager
Channel Account Manager
8 Yearsyrs
National Sales Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Senior Account Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Senior Account Manager Director Of Sales And Marketing
Director Of Global Sales
13 Yearsyrs
National Sales Manager International Sales Manager
Director Of International Sales
10 Yearsyrs
General Manager Food Service Director
Director Of Retail Sales
10 Yearsyrs
Territory Sales Manager Senior Sales Manager
Director Of Sales & Service
10 Yearsyrs
Sales Specialist District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Major Account Manager Regional Accounts Manager
Enterprise Account Manager
9 Yearsyrs
Director Of Sales Sales Vice President
Executive Vice President Of Sales
13 Yearsyrs
Business Development Manager Account Director
Global Account Director
12 Yearsyrs
Channel Manager/Sales Manager Regional Sales Manager
Northeast Regional Sales Manager
11 Yearsyrs
Business Development Director Business Director
Regional Business Director
12 Yearsyrs
General Manager Territory Manager
Sales Development Manager
8 Yearsyrs
Director Of Sales Sales And Marketing Vice President
Sales Vice President
12 Yearsyrs
Business Development Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Senior Sales Executive Strategic Accounts Manager
Strategic Sales Manager
9 Yearsyrs
Major Account Manager National Account Manager
Vice President Of National Accounts
12 Yearsyrs
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Do you work as a Channel Manager?

Help others decide if this is a good career for them

Average Length of Employment
Channel Manager 3.0 years
Top Employers Before
Manager 2.6%
Top Employers After
Director 3.7%
Manager 3.1%
Consultant 3.1%
Owner 2.9%

Do you work as a Channel Manager?

Channel Manager Demographics

Gender

Male

68.0%

Female

30.2%

Unknown

1.8%
Ethnicity

White

62.2%

Hispanic or Latino

14.7%

Black or African American

11.3%

Asian

7.9%

Unknown

3.9%
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Foreign Languages Spoken

Spanish

42.1%

French

14.0%

Portuguese

11.4%

German

7.0%

Carrier

4.4%

Japanese

3.5%

Mandarin

2.6%

Russian

2.6%

Chinese

1.8%

Arabic

1.8%

Swahili

0.9%

Urdu

0.9%

Cantonese

0.9%

Hebrew

0.9%

Czech

0.9%

Slovak

0.9%

Hindi

0.9%

Polish

0.9%

Italian

0.9%

Korean

0.9%
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Channel Manager Education

Schools

University of Phoenix

23.4%

University of Colorado at Boulder

6.5%

San Diego State University

5.0%

Northern Illinois University

5.0%

Michigan State University

4.5%

DePaul University

4.5%

University of Delaware

4.5%

University of Georgia

4.5%

University of Utah

4.0%

University of South Florida

3.5%

Brigham Young University

3.5%

University of Washington

3.5%

University of Maryland - College Park

3.5%

Arizona State University

3.5%

Georgia State University

3.5%

San Jose State University

3.5%

University of Wisconsin - Milwaukee

3.5%

Youngstown State University

3.5%

Florida State University

3.5%

University of Pittsburgh -

3.5%
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Majors

Business

37.9%

Marketing

15.6%

Communication

7.9%

Management

6.9%

Psychology

3.5%

Finance

3.2%

Computer Science

2.6%

Political Science

2.6%

Education

2.2%

Economics

2.1%

Accounting

2.1%

Journalism

1.9%

Public Relations

1.6%

International Business

1.5%

Electrical Engineering

1.5%

General Sales

1.5%

Project Management

1.4%

English

1.3%

Specialized Sales And Merchandising

1.3%

Graphic Design

1.3%
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Degrees

Bachelors

53.8%

Masters

25.8%

Other

15.1%

Associate

2.3%

Certificate

1.9%

Diploma

0.5%

Doctorate

0.5%

License

0.1%
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Part Time
Internship
Temporary

Real Channel Manager Salaries

Job Title Company Location Start Date Salary
Manager of Third Party Channels Millicom International Services LLC Coral Gables, FL Sep 25, 2013 $160,000
Area Channel Manager Agilent Technologies, Inc. Santa Clara, CA Aug 28, 2014 $155,000
Distribution Area Channel Manager Keysight Technologies, Inc. Santa Clara, CA Jun 01, 2016 $155,000
Manager, Omni-Channel Technology Solution Bed Bath and Beyond, Inc. Union, NJ Mar 26, 2015 $145,605
Us/Ca Operator & Retail Channel Manager Microsoft Corporation Redmond, WA Jan 05, 2015 $135,000
Us/Ca Operator & Retail Channel Manager Microsoft Corporation Redmond, WA May 01, 2015 $135,000
Channel Manager Microsoft Corporation Palo Alto, CA Jan 01, 2012 $133,900
Us/Ca Retail Channel Manager Microsoft Corporation Redmond, WA Jul 15, 2016 $130,600
S+S Channel Strategy Manager Microsoft Corporation Redmond, WA Feb 01, 2010 $130,466
Omnichannel Digital Channel Manager U.S. Bank National Association San Francisco, CA Sep 19, 2016 $130,000
WW Commercial Channel Manager Microsoft Corporation Redmond, WA Jun 22, 2016 $128,000
WW Direct Channel Manager Microsoft Corporation Redmond, WA May 06, 2015 $127,652
Channel Audience Manager Microsoft Corporation Redmond, WA Feb 01, 2010 $125,000
Channel Manager Microsoft Corporation Redmond, WA May 01, 2013 $110,000
WW Direct Channel Manager Microsoft Corporation Redmond, WA Jul 03, 2015 $108,166
Alliance Channel Association MGR. Juniper Networks (Us), Inc. Sunnyvale, CA Apr 05, 2015 $100,000 -
$115,000
Alliance Channel Association MGR. Juniper Networks (Us), Inc. Sunnyvale, CA May 04, 2015 $100,000 -
$115,000
Us/Ca Premium Channel Manager-Devices Group or Other Microsoft Corporation Redmond, WA Aug 02, 2016 $96,679 -
$116,679
Retail Channel Manager Microsoft Corporation Redmond, WA Nov 01, 2014 $96,679
Channel Partner Manager Temando LLC New York, NY Apr 13, 2015 $95,000 -
$130,000
Channel Manager Cummins Inc. Shoreview, MN Apr 16, 2015 $91,600 -
$112,800
Channel Manager Microsoft Corporation Fort Lauderdale, FL Sep 06, 2010 $91,494
International Trade and Channel Manager Hunter Fan Company Memphis, TN Sep 09, 2015 $90,000
Associate Channel Manager-AGE In Place Kohler Company Kohler, WI Aug 24, 2016 $88,754 -
$124,300
Product/Channel Manager Robert Bosch Tool Corporation IL Feb 11, 2015 $87,800
Channel Manager, B2B T-Mobile USA, Inc. Bellevue, WA May 04, 2012 $85,280 -
$95,000
Channel Manager Leaf Holdings, Inc. Cambridge, MA Sep 30, 2013 $83,678
Editorial, Channel & Social Manager Commercialize TV LLC New York, NY Aug 06, 2014 $75,400 -
$90,792

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Top Skills for A Channel Manager

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  1. Revenue Growth
  2. Product Line
  3. Resellers
You can check out examples of real life uses of top skills on resumes here:
  • Developed online and e-commerce presence resulting in increased consumer monthly revenue growth by 50% in two quarters.
  • Analyze metric reporting to drive institutional engagement; market specific product lines based on usage and needs implementing strategic action
  • Channel Manager focused on large targeted dealer/resellers and major end user accounts.
  • Develop and facilitate new strategic channel partnerships via lead generation and negotiation of client Master Service Agreements.
  • Alternate Channel Managers proactively meet and maintain established monthly sales quotas.

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Top 10 Best States for Channel Managers

  1. New York
  2. Rhode Island
  3. Colorado
  4. New Jersey
  5. Virginia
  6. North Carolina
  7. Texas
  8. Massachusetts
  9. Pennsylvania
  10. Delaware
  • (2,942 jobs)
  • (178 jobs)
  • (1,283 jobs)
  • (1,280 jobs)
  • (1,530 jobs)
  • (1,316 jobs)
  • (3,787 jobs)
  • (1,573 jobs)
  • (1,549 jobs)
  • (97 jobs)

Top Channel Manager Employers

Jobs From Top Channel Manager Employers

Channel Manager Videos

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