Indirect Sales Manager

Watlow® is a global industrial technology and manufacturing leader that provides world class engineering expertise and innovative thermal products and systems that enable customers to thrive. Watlow brings its experience to numerous industries, including semiconductor processing, environmental chambers, energy processes, diesel emissions, medical and foodservice equipment.

Role Overview:

The UK/IR & Export Indirect Sales Manager is responsible for implementing a robust growth strategy inspired by Watlow's 80/20 Pareto-based client delegation approach. This leadership role involves managing and developing a network of Prime/Key partners, ensuring that growth opportunities are maximized through indirect sales channels in both the UK, Ireland, countries in Africa and potentially the Middle East (i.e., selected international markets). The role requires a deep understanding of UK/IR and international sales dynamics, strong partner management skills, and the ability to drive commercial performance across diverse markets. You can work hybrid or remote.

Responsibilities:

• Develop and implement a comprehensive indirect sales strategy focused on the Pareto 80/20 principle to manage "Low Value" clients and drive maximum revenue growth within the UK/IR and international markets.
• Align the indirect sales strategy with overall company objectives, ensuring measurable and scalable results tailored to UK-specific and international market dynamics.
• Create Business Plan to articulate the indirect strategy, aiming to improve performance and drive sustainable growth in both domestic and export markets.
• Take ownership of driving indirect sales results across the UK/IR and selected international markets, working directly with channel partners and internal teams to achieve ambitious targets.
• Build and maintain strong relationships with key indirect sales channels in both the UK/IR and selected international markets, ensuring alignment with growth objectives.
• Identify and onboard new channel partners to optimize coverage and performance in key UK/IR and international markets.
• Select and drive the unification of Watlow Channel partners, ensuring they are aligned with the full Watlow portfolio and strategic goals for both UK/IR and export operations.
• Leverage the Pareto principle to focus on top-tier indirect clients driving the majority of revenue, while optimizing resources for the remaining clients via distributors and e-commerce platforms in all assigned markets.
• Ensure customer satisfaction and retention by providing training to partners on account management and value-added solutions, tailored to both UK/IR and export requirements.
• Drive distributors’ sales and technical self-sufficiency to reduce dependency on internal resources and increase local capabilities across all markets.
• Set clear KPIs and performance metrics for the UK/IR and selected international markets indirect sales channels, ensuring accountability and consistent tracking of progress.
• Provide regular performance updates, forecast (SIOP), funnel analysis and actionable insights to senior leadership, highlighting key successes and areas for improvement across all managed territories.

Qualifications And Attributes:

• Sales leadership experience in indirect sales, with UK/IR and international exposure.
• Strong background in managing and developing indirect sales channels in the UK/IR and abroad.
• Strategic mindset with the ability to implement growth strategies in domestic and export markets.
• Expertise in channel management and indirect sales, adapting to local market dynamics.
• Excellent communication, negotiation, and interpersonal skills for working with partners and cross-functional teams.
• Problem-solving abilities to address operational and organizational challenges using both internal and external resources.
• Strong business acumen and understanding of key sales performance drivers.
• Fluent in English, second language is a plus.
• Willingness to travel in the UK/IR and internationally.

What you can expect:

You can look forward to growing your career in a dynamic workplace with significant personal responsibility and flexible working models to ensure the right work/life balance. A dynamic and personal atmosphere, working across teams. A company culture that encourages performance and cooperation. We are an employer that is characterized by both the appreciation and equal opportunities of our employees, a recipe for generating success.