About the role
PRIMARY RESPONSIBILITIES
* Commercial Leadership & Orders Growth * Deliver annual orders growth through Hardy’s representative network, measured by territory-level revenue performance and overall channel expansion. * Own and manage the monthly channel forecast with a high degree of accuracy and accountability. * Ensure consistent pipeline discipline across rep partners through coaching, structured reviews, and opportunity management processes. * Identify underpenetrated territories and create corrective action plans to improve performance and market share. * Channel Management & Enablement * Build and maintain strong relationships with owners, principals, and sales teams within the channel management ecosystem. * Develop channel’s capability through structured training programs, product certifications, and ongoing technical-commercial support. * Establish performance expectations, territory goals, and annual business plans for each rep agency. * Conduct quarterly and annual performance reviews, aligning on growth objectives, strategic targets, and improvement priorities. * Recruit, onboard, and develop new rep partners to strengthen regional coverage and market access. * Field Support & Customer Engagement * Support channel agencies in key customer engagements, joint sales calls, site visits, demos, and technical discussions. * Assist channels in pursuing and converting major opportunities, providing strategic guidance and escalation support. * Maintain visibility with end users, OEMs, distributors, and integrators to reinforce Hardy’s presence and validate rep performance. * Represent Hardy at industry events, channel meetings, and regional customer activities to elevate brand visibility and engagement. * Cross-Functional Collaboration * Collaboration across the entire strategic channel-focused structure is expected to ensure business objectives are achieved * Partner with Marketing and Product Management to develop channel-specific campaigns, product training, and selling tools tailored to the rep environment. * Work closely with Operations and SIOP teams to ensure demand planning supports rep-driven pipelines and customer requirements. * Collaborate with Finance and Leadership on pricing strategy, discount structures, agency agreements, and compensation models. * Provide market feedback to Product Management to influence product enhancement and innovation priorities. * Market Insights & Competitive Intelligence * Serve as Hardy’s primary voice of the channel, providing ongoing insights into market shifts, competitive activity, customer behavior, and territory trends. * Track performance benchmarks across territories to identify best practices and standardize high-impact behaviors. * Monitor regional industrial activity to anticipate market opportunities or risks affecting rep-driven business.
Originally posted on Himalayas