Channel Development Manager

Brief Description

Who is Monarch Tractor?

Monarch Tractor has created the world’s first fully electric, driver-optional, smart tractor committed to elevating farming practices to enable clean, efficient, and economically viable solutions for farmers today and in the future. Monarch provides a platform for farmers to make the transition to productive, precise, profitable and sustainable farming practices. As we seek to revolutionize the farming industry and accelerate the future of clean farming, we approach every problem with a farmer-first mentality to create electric, autonomous, and intelligent solutions. Our team is made up of engineers, farmers, and industry experts who have committed themselves to building the future of agriculture. We believe the best solutions always come from collaboration amongst diverse perspectives and backgrounds.

The Manager of Channel Development will lead the identification, development, and management of strategic partnerships and distribution channels to expand the company's market reach and drive sales growth. This individual will be responsible for building and executing channel strategies, establishing key relationships, and ensuring that Monarch becomes the dealer's preferred OEM partner, cultivating a channel ecosystem where dealers thrive. This role is dedicated to empowering dealers, making their experience with Monarch seamless and profitable, while fostering long-term relationships that drive mutual success.

Key Responsibilities

• Channel Strategy and Planning:
• Develop and implement a comprehensive channel development strategy aligned with the company's sales and growth objectives to ensure Monarch stands out as the dealer's favorite OEM to work with, always putting their needs and success at the forefront.
• Identify and target potential channel partners, including resellers, VARs (Value Added Resellers), distributors, and system integrators.
• Analyze market trends and competitor activities to identify new business opportunities and optimize existing channels.
• Assist in establishing long-term channel growth plans and clearly understand industry shifts.
• Channel Partner Development:
• Build and nurture relationships with new and existing channel partners.
• Lead the recruitment, onboarding, and training processes for new channel partners to ensure effective partnerships.
• Collaborate with channel partners to identify joint business opportunities and revenue-generating initiatives.
• Develop incentive programs, marketing collateral, and sales tools that empower partners to drive sales.
• Performance Management and Optimization:
• Establish and track key dealer metrics such as partner satisfaction (NPS), time to revenue for new dealers.
• Monitor and regularly evaluate channel partner performance and success, providing feedback, guidance, and support.
• Conduct regular business reviews with key partners to ensure alignment with company goals and address challenges.
• Continuously optimize the channel program to increase partner engagement, which makes selling Monarch easier and more profitable for the channel.
• Cross-Functional Collaboration:
• Collaborate with internal teams including sales, marketing, product, and customer support to ensure the channel program is integrated effectively across the organization.
• Provide feedback from the field to product teams, ensuring offerings meet partner and customer needs.
• Work closely with the marketing department to develop co-branded marketing campaigns, promotions, and events.
• Channel Ecosystem Management:
• Oversee and manage the channel ecosystem, ensuring smooth communication and operations between the company and its partners.
• Ensure that partners have access to appropriate resources, tools, and training to be successful.
• Manage partner conflicts and negotiate resolutions to maintain strong, productive relationships.
• Reporting and Analysis:
• Track, analyze, and report on channel performance metrics to senior leadership.
• Provide regular updates on pipeline, revenue, and overall channel program success.
• Use data-driven insights to refine and enhance the channel development strategy.
  
  
  

Qualifications

• Education: Bachelor’s degree in Business Administration, Marketing, or a related field.
• Experience: Minimum of 5-7 years of experience in channel sales, business development, or partner management, with at least 5 years in a leadership role.

• Skills and Abilities:
• Proven track record of building, managing, and scaling successful channel programs.
• Strong understanding of channel partner dynamics and the sales cycle.
• Excellent negotiation, communication, and interpersonal skills.
• Ability to work cross-functionally with diverse teams.
• Analytical mindset with the ability to leverage data for decision-making.
• Strong leadership and team-building capabilities.
• Ability to thrive in a fast-paced and dynamic environment.

• Preferred Qualifications:
• Experience in the [specific industry or sector].
• Knowledge of CRM and channel management software tools.
• Previous channel management experience (if applicable).

• Work Environment:
• This role may require occasional travel to meet with partners or attend industry events.
• Flexibility to work in a hybrid or remote work environment, depending on company policy.
  

What do we offer?

• Competitive Salary
• Electronics Allowance
• Health, Dental, Vision, Insurance Benefits
  
  
  

The ideal candidate is excited about working in-person with peers in Livermore. We bounce ideas off of each other and strive to achieve maximum collaboration. We want someone who’s excited to be part of the collaborative culture and contribute to that energy.

Diversity

Monarch Tractor is an equal opportunity employer and makes employment decisions based on merit. Monarch Tractor policy prohibits unlawful discrimination based on race, color, religious creed, sex, gender identity, marital or veteran status, age, national origin, ancestry, citizenship, physical or mental disability, medical condition, genetic information or characteristics (or those of a family member), sexual orientation, pregnancy, or any other consideration made unlawful by federal, state, or local laws. It also prohibits discrimination based on a perception that anyone has any of those characteristics or is associated with a person who has or is perceived as having any of those characteristics. All such discrimination is unlawful.

What Personal Information We Collect?

Professional, employment-related, or schooling information. Current or past job history, performance evaluations, and educational background, including grades and transcripts.

How We Use Your Information?

For professional, internal analysis, or employment-related purposes, including job applications.