What are the responsibilities and job description for the Regional Channel Sales Manager position at Toshiba International Corporation?
Company Description Toshiba International Corporation (TIC), a Toshiba America Inc. Group Company and wholly owned subsidiary of Toshiba Corporation, delivers advanced industrial and infrastructure solutions across multiple sectors. Headquartered in Houston, Texas, TIC is organized into five divisions: Motors & Drives, Automotive, Power Electronics, Photovoltaics, and Transmission & Distribution. The company serves a broad range of industries, including general industrial, oil and gas, utilities, data centers, renewables, HVAC, water/wastewater, and mining. TIC emphasizes innovation, reliability, and long-term customer partnerships as it supports complex applications and mission-critical operations. Additional information about TIC and its offerings is available at www.toshiba.com/tic.
Role Description This full-time, on-site Regional Channel Sales Manager role is based in any city in the Central USA, and Eastern USA within one hour of a major airport. The Regional Channel Sales Manager will expand the number of channel partners in the region, as well as oversee and grow sales through channel partners, including distributors, resellers, and integrators within an assigned territory. This role will manage existing partner relationships, identify and onboard new channel partners, and develop joint sales plans to achieve revenue and margin targets. Day-to-day responsibilities include conducting regular partner meetings, providing product and sales training, coordinating marketing initiatives, and supporting partners in customer presentations and negotiations. The position also involves forecasting regional sales, tracking performance metrics, gathering market and competitive intelligence, and collaborating with internal teams such as product management, marketing, finance, and customer service to ensure a positive experience for channel partners and end customers. (Specifically selling UPS, and Battery Solutions from the PED Power Electronics Division)
Qualifications
- Demonstrated strength in Channel Sales and experience working with Channel Partners to drive regional growth.
- Proven track record in direct and indirect Sales, including territory planning, pipeline management, and closing complex deals.
- Background in Sales Management, including setting targets, monitoring performance, and coaching partners or internal teams.
- Strong Customer Service orientation with the ability to build trust, resolve issues promptly, and maintain long-term relationships.
- Experience selling technical or industrial products (e.g., motors, drives, power electronics, or related solutions) is preferred.
- Excellent communication, presentation, and negotiation skills, with the ability to tailor messages to both technical and business audiences.
- Ability to travel within the region as needed to support channel partners, attend events, and visit end customers.
- Bachelor’s degree in Business, Engineering, or a related field, or equivalent combination of education and relevant experience.
- Proficiency with CRM tools, sales reporting, and basic financial analysis to support forecasting and planning.