About this 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.