Territory Channel Sales Manager

Key Responsibilities

• Regional Channel Strategy, Alignment, and Engagement
  • Understand and translate customer, agency, and market dynamics into actionable regional channel strategies aligned with ABL strategy.
  • Partner closely with agency stakeholders, ABL Regional Vice Presidents, and ABL matrix partners to align agency and regional team actions with ABL and regional strategies and commercial priorities by agency and account, converting strategy into clear deliverables.
  • Establish and maintain a consistent operating rhythm, including calendar, cadence, and content, to drive engagement and strengthen alignment across agencies, regional teams, and ABL matrix partners. Continuously assess effectiveness and opportunities for improvement.
  • Serve as the regional liaison to coordinate and communicate regional priorities, requests, and actions, ensuring awareness, alignment, and support across agencies and ABL matrix partners.
  • Maintain a strong in-market presence with agencies, including attending and, when appropriate, organizing agency sales calls, customer visits, and events.
• Performance Insights, Analytics, and Decision Support
  • Leverage analytics and reporting to assess agency and customer performance, identify root-cause issues, and prioritize agency and regional actions and countermeasures.
  • Generate data-driven, agency, account, market, and segment-specific insights to inform decision-making and influence regional and cross-functional partners.
  • Support the development of executive-ready presentations and materials for operational and business reviews.
  • Collect and synthesize voice of customer, agency insights, and broader channel and market inputs to support informed regional channel strategy and actions.
• Agency Performance Management & Optimization
  • Monitor agency performance using both qualitative insights and quantitative metrics, including SWOT assessments, root-cause analyses, Power BI reports and other performance indicators. Continue to evolve agency evaluation as the market changes.
  • Serve as a strategic thought partner to Regional Vice Presidents on agency performance and strategy, market dynamics, competitive intelligence, and executive updates.
  • Support development, coaching, and succession planning for Next Gen agency leaders.
  • Assist with active countermeasures for underperforming or misaligned agencies to improve effectiveness and alignment.
  • Work with other internal teams to align strategies and actions to accomplish goals.
  • Monitor agency line card activity and alignment concerns, across the region and partner with Regional Vice Presidents and ABL matrix partners to address concerns and actions.
• Channel Development & Growth Initiatives
  • Support key vertical growth initiatives aligned with C&I strategy (e.g., Healthcare, Data Centers).
  • Lead and support targeted projects, including:
  • Agent-to-agent collaboration
  • ABL matrix partner connectivity and alignment
  • Traveling EC and Developer coordination
  • Design-build Contractor growth efforts
  • Target vertical growth efforts
  • Cross territory specification
  • Support touchpoint action plans, regional forecasting and project pipeline management in SFDC.

Leadership & Capability Expectations

• Operates with a competitive, growth focused mindset
• Interacts with a high degree of emotional intelligence, acting with situational awareness and an empathetic, goal-centered negotiation approach. Seen as a credible, trusted advisor to agency partners
• Serves as a strong advocate for both customers and agency partners
• Serves as a trusted thought-partner and advocate for agency and channel partners leaders and decision makers, building credibility through clear communication and aligned execution
• Operates as a trusted, transparent advisor to sales leadership and ABL matrix partners
• Bridges deep channel and market knowledge and expertise, coupled with necessary financial and operational knowledge
• Demonstrates strong business acumen and strategic thinking
• Has the ability to analyze financial data and use to influence others
• Operates with urgency and effectiveness in a dynamic, matrixed environment
• Leads through influence and develops talent across internal teams and external partners

Minimum Requirements

• 6–8 years of experience in Sales or commercial support
• Bachelor’s degree or equivalent experience
• Strong understanding of the Acuity Brands Lighting organization, C&I market and channel, and business strategy
• Tools & Systems – Power BI, Salesforce, Dodge
• Excellent problem solving, negotiation and communication skills
• Proven ability to leverage data to drive insightful decisions and actions

Travel Requirements

• 50–60% travel, varying by region and business needs