Channel Partner Manager

Who are we?

Thermon is a diversified technology company and a global leader in industrial process heating, temperature maintenance, environmental monitoring and temporary power distribution solutions. We deliver engineered solutions that enhance operational awareness, safety, reliability and efficiency to deliver the lowest total cost of ownership.

Thermon offers over 250 products, software and services across multiple brands, providing a range of offerings from boilers, transportation heaters, and liquid load banks to tubing bundles and heat trace. We are the silent guardians of critical infrastructure. From the relentless demands of chemical plants and the intricate networks of rail and transit to the vital pulse of power generation, we innovate solutions that ensure optimal operation, protect critical assets, and maximize efficiency.

We care deeply about the success of our customers, the well-being of our people, and the reliability of every product we design. This drives our unwavering commitment to safety and integrity in everything we do. Through collaboration, we unite a rich legacy of expertise with a trusted global team, partnering side-by-side with our customers. We transfer the warmth needed to make life work.

Located in Franklin Park, IL a few minutes northwest of Chicago, Vapor Power International, LLC is an industry leader in the design and manufacturing of steam generators and thermal fluid heaters. Custom engineered to order; their products serve a broad range of markets from food processing to petrochemical applications. Founded in the early 1900's Vapor Power has grown from a small supplier of heating products for the railroad industry to one of the most regarded suppliers of specialty equipment for steam generation and process heating.

Located in Morristown, TN 45 minutes northeast of Knoxville, Precision Boilers manufactures industry-leading electric and fuel-fired hot water boilers and steam generators plus a wide range of accessories such as deaerators and blowdown tanks. Founded in 1946, Precision Boilers' first product was the sump pump. Over the years the company has continued to grow and add new products including the industry recognized High Voltage Jet (HVJ) Electrode Boiler. As a leading employer in the Morristown area, the company maintains a state-of-the-art facility with a well-trained and stable workforce.

What is the opportunity?

The Channel Partner Manager - Vapor Precision will be responsible for driving performance and growth through Thermon's Vapor Precision Business Unit channel partner network across the Western Hemisphere. This role will provide strategic and operational support to Regional and Business Development Managers in the U.S. and Canada, while directly managing all channel partners. The ideal candidate is a seasoned professional with a proven track record of managing channel partners, leveraging technology for performance management, coordinating communication and training, and fostering strong relationships to achieve revenue and market share goals.

The Channel Partner Manager - Vapor Precision, has broad responsibility to drive the company growth strategies and manage the day-to-day activities of the organizations key relationships with both internal and external stakeholders. The bulk of Vapor Precision's sales efforts are managed via a global network of independent manufacturers sales representatives who are guided by this role. The Channel Partner Manager reports to the Senior Manager, Business Development.

Work travel is anticipated to be approximately 30% to accomplish the primary job responsibilities. Travel will be increased during the onboarding process and first couple months of the role.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following, other duties may be assigned.

• Develop, maintain, and refine the Rep Performance Scorecard, including reporting, metrics tracking, and quarterly performance reviews.
• Manage and administer rep agreements and contracts, working with Legal and leadership to onboard, develop, expand, or terminate representatives based on performance and market needs.
• Identify opportunities to optimize the rep and distribution network to improve geographic coverage, responsiveness, and revenue growth.
• Promote strong relationships with representatives, distributors, and strategic partners to ensure consistent engagement and accountability.
• Serve as the primary operational partner to the Technical Product Line BDMs, supporting their market development initiatives across steam and hydronic boiler product lines.
• Coordinate closely with Thermon and VPI Application Engineering teams to ensure representatives have the technical resources required to win projects.
• Support the development and execution of go-to-market strategies for Vapor Power and Precision Boilers product lines.
• Help align representatives and distributors with the company's strategic priorities, target markets, and key accounts.
• Develop and manage the sales pipeline reporting process across the rep network to support revenue growth targets.
• Implement and manage a rep-based forecasting methodology to improve bookings visibility for quarterly and annual planning.
• Work with representatives and BDMs to identify strategic project opportunities and key pursuits.
• Channel Operations & Performance Improvement
• Analyze sales performance data to evaluate sales effectiveness, market coverage, and channel productivity.
• Identify operational improvements that drive greater sales velocity, improved quoting responsiveness, and higher win rates.
• Assist in coordinating large project pursuits and major quotations when required to support the sales organization.
• Support marketing initiatives that strengthen the Vapor Power and Precision Boilers market position, including trade shows, industry events, and channel promotions.
• Assist in the development and distribution of sales materials, product messaging, and partner enablement tools.
• Represent the company at key industry meetings, trade events, and partner engagements.
• Contribute to the development of short- and long-range commercial strategies for the boiler product lines.
• Work with leadership and product line BDMs to ensure channel alignment with overall business objectives.
• Recommend and implement improvements to processes, policies, and tools that enhance channel effectiveness.

The above are considered essential duties and are illustrative of those job tasks, which are fundamental. Employees may be required to perform additional related duties as may be assigned by management. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience:

• Bachelor's degree in Business, Marketing, or Industrial/Engineering-related field (MBA preferred).
• Minimum 5 years of experience managing channel partners in an industrial or technical environment.
• Proven ability to leverage technology for partner management and performance optimization.
• Experience in sales strategic planning and execution. Knowledge of contracting, negotiating, and change management. Knowledge of structuring sales quota goals and revenue expectations. Experience in planning marketing strategies, advertising campaigns, and successful industry relations efforts.
• Strong analytical, communication, and negotiation skills.
• Ability to work independently and collaboratively in a fast-paced environment.
• Experience in North American markets.
• Strong experience in the sales and marketing of highly engineered/manufacture-to-order capital equipment.
• Strong experience in the development, management, and growth of independent manufacturer's representative networks.
• Experience and significant accomplishments as a senior sales and marketing executive in a technical environment.

Skills and Abilities:

• Work requires professional written and verbal communication and interpersonal skills. Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects.
• Experience with CRM systems and partner portals.
• Knowledge of industrial products or solutions.
• Cultural awareness and ability to work effectively across diverse regions.
• Conflict Resolution: Proactively address and resolve any channel conflicts that may arise to maintain smooth partner operations
• providing high levels of customer satisfaction.

• Significant accomplishments in the categories of sales growth, market expansion and new product introductions.

Physical Demands:

• Prolonged periods of sitting at a desk and working on a computer.
• Prolonged periods of standing or walking.
• Must be able to lift up to 10 pounds at times.
• Must be able to access and navigate all areas in the facility.

Work Environment:

This position must perform tasks that involve mainly office exposure, sitting behind a desk performing tasks on a computer. Most of their time, the employee will spend time in the office with low to moderate exposure to noise, heat, and cold environment, other physical requirements include walking, bending, hand dexterity, speaking, seeing, and lifting/moving up to 15 pounds. Steel toe shoes, earplugs and safety glasses are always required while on the production floor.

Benefits:

• Bonus eligibility.
• Medical, Dental, and Vision.
• Short-Term Disability, Long-Term Disability, and Life Insurance.
• 401k with Company Match.
• Paid Time Off.

Equal Opportunity Statement:

Vapor Power International, LLC and VPI Precision Boilers, LLC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Candidates applying for this job opening must be legally authorized to work in the United States and are required to have US residency at the time of application. OPT or H1B Visa Sponsorship is not currently available for this opportunity.

Vapor Power International and Precision Boilers are subsidiaries of Thermon.

Thermon is a global organization that serves the energy, power generation, chemical, food and beverage, commercial, rail and transit and other industries to provide innovative solutions for heating applications by deeply understanding our customers' needs. We specialize in complete flow assurance, process heating, temperature maintenance, freeze protection and environmental monitoring solutions. We care for the environment, and we are a leader in safety performance.

• 1,440 employees in more than 15 countries
• Sales to 85 countries worldwide
• Over 100 independent sales agents and distributors
• Manufacturing facilities in US, Europe, Canada, India, and now in Tennessee and Illinois

For more information about Thermon, please visit: https://thermon.com/