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Channel Development Executive Jobs in California

Inforcer

Partner Development Executive

Cerritos, CA · On-site

About the Role The Senior Partner Development Executive sits within our Expansion AE pathway and is ... development, channel sales, or MSP-focused roles * Strong knowledge of MSPs, PSAs, RMMs ...

Intuit

VAR Channel Partner Recruitment Manager

Sacramento, CA · On-site

$162K - $163K/yr

Responsibilities Partner identification & pipeline development * Work from Intuit's provided target ... Strong executive presence and negotiation skills: ability to engage credibly with VAR principals ...

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All JobsChannel Development JobsChannel Development Executive JobsChannel Development Executive Jobs in California

Channel Development Executive information

See California salary details

$21.8K

$99.2K

$210.6K

How much do channel development executive jobs pay per year?

As of Aug 12, 2026, the average yearly pay for channel development executive in California is $99,219.00, according to ZipRecruiter salary data. Most workers in this role earn between $68,500.00 and $116,700.00 per year, depending on experience, location, and employer.

What is the difference between Channel Development Executive vs Sales Manager?

AspectChannel Development ExecutiveSales Manager
Primary FocusDeveloping and managing channel partnershipsDirect sales and client acquisition
Work EnvironmentCollaborates with partners and internal teamsManages sales teams and direct customer interactions
Required CredentialsTypically a bachelor's degree, experience in sales or marketingUsually a bachelor's degree, experience in sales management
Industry UsageCommon in tech, manufacturing, and distribution sectorsWidely used across various industries including retail and B2B

The main difference is that a Channel Development Executive focuses on building and maintaining channel partnerships to expand reach, while a Sales Manager directly oversees sales teams and customer sales activities. Both roles require strong communication and sales skills but serve different strategic functions within an organization.

What does a channel development executive do?

A Channel Development Executive is responsible for building and managing relationships with business partners, distributors, or resellers to drive sales and market growth. They identify new channel opportunities, develop strategies to expand the company's reach, and ensure that partners are supported with training, marketing, and resources. Their role often involves negotiating agreements, monitoring channel performance, and collaborating with internal teams to align goals. This position is key to increasing a company's market share through indirect sales channels.

How does a channel development executive typically collaborate with sales and marketing teams to achieve business objectives?

A Channel Development Executive works closely with both sales and marketing teams to create and implement strategies that drive partner engagement and revenue growth. This often involves coordinating joint marketing campaigns, sharing market intelligence, and aligning on sales targets and incentive programs. Regular meetings and cross-functional planning sessions ensure that channel partners have the resources and support they need, while also keeping internal teams informed about partner feedback and market trends. Effective collaboration helps maximize the impact of channel initiatives and strengthens relationships with key partners.

What are the key skills and qualifications needed to thrive as a channel development executive, and why are they important?

To thrive as a Channel Development Executive, you need a solid background in sales strategy, relationship management, and business development, typically supported by a degree in business or marketing. Familiarity with CRM platforms, channel management software, and data analysis tools is essential for tracking performance and optimizing partner engagement. Outstanding negotiation, communication, and networking skills help you build trust with partners and drive collaborative growth. These abilities are crucial for expanding market reach and achieving revenue targets through effective channel partnerships.
What are the most commonly searched types of Channel Development jobs in California? The most popular types of Channel Development jobs in California are:
What are popular job titles related to Channel Development Executive jobs in California? For Channel Development Executive jobs in California, the most frequently searched job titles are:
What job categories do people searching Channel Development Executive jobs in California look for? The top searched job categories for Channel Development Executive jobs in California are:
What cities in California are hiring for Channel Development Executive jobs? Cities in California with the most Channel Development Executive job openings:
Channel Development Executive jobs near you
Infographic showing various Channel Development Executive job openings in California as of August 2026, with employment types broken down into 1% As Needed, 81% Full Time, 14% Part Time, 2% Temporary, and 2% Contract. Highlights an 91% Physical, 3% Hybrid, and 6% Remote job distribution, with an average salary of $99,219 per year, or $47.7 per hour.

National Accounts & Channel Development Manager

Drink Tech Inc

Oxnard, CA • On-site

Full-time

Re-posted 18 days ago

Job description

Description:

JOB DESCRIPITION


Department

Sales

Position

National Accounts & Channel Development Manager

Location

Drink Tech- Oxnard, Ca

Employment

Full-time


Scope of work

Position Overview

CAYI – Drink Tech is seeking a high-impact National Accounts & Channel Development Manager – U.S. Strategic Accounts, Retail & Promotional Channel Development to drive new business growth throughout the United States. This role is responsible for identifying, developing, and converting new strategic customers while building long-term partnerships with leading retail, wholesale, promotional products, and consumer brands.

This is a hunter/rainmaker role focused on creating new business opportunities, developing relationships with executive decision-makers, and converting opportunities into long-term commercial partnerships. The ideal candidate has proven experience selling into retail, wholesale, consumer products, promotional products (PPAI/ASI), private label, and branded merchandise markets and can position Drink Tech as a strategic global manufacturing and product solutions partner.


Key Responsibilities

New Customer Development

  • Identify, prospect, and develop new strategic customers throughout the United States.
  • Generate new business opportunities through cold calling, networking, referrals, LinkedIn Sales Navigator, trade shows, and industry relationships.
  • Build relationships with founders, buyers, category managers, sourcing leaders, product development teams, and executive decision-makers.
  • Develop opportunities within:
  • Drinkware & Hydration Brands
  • Outdoor & Lifestyle Brands
  • Consumer Products
  • Promotional Products Industry
  • Private Label Manufacturing
  • Licensed Products
  • Corporate Gifting
  • Retail & Wholesale Channels
  • Target brands including Stanley, Owala, YETI, BrüMate, Frost Buddy, Hydro Flask, Takeya, CamelBak, Ello, Reduce, Simple Modern, and other emerging consumer brands.

Retail & Promotional Channel Development

  • Develop and execute growth strategies across retail, wholesale, e-commerce, and promotional products channels.
  • Build relationships with retail buyers, wholesalers, distributors, brokers, category managers, and promotional product suppliers.
  • Develop strategic partnerships with ASI distributors, PPAI members, SAGE distributors, decorators, promotional agencies, and corporate branding organizations.
  • Drive retail sell-in strategies, product presentations, line reviews, and assortment expansion.
  • Identify opportunities for national retail placement and promotional product distribution.
  • Expand Drink Tech's presence with major retailers including Costco, Walmart, Target, Amazon, Sam's Club, Whole Foods, Kroger, Dick's Sporting Goods, REI, Academy Sports, Bass Pro Shops, Cabela's, and other strategic retail partners.

Strategic Account Management

  • Build and manage a robust sales pipeline from prospecting through commercial conversion.
  • Develop strategic account plans for key customers.
  • Conduct customer presentations, product demonstrations, pricing discussions, quotations, and contract negotiations.
  • Convert opportunities into product development projects and long-term supply agreements.
  • Maintain executive-level relationships with strategic accounts.
  • Achieve annual sales, profitability, and customer growth objectives.

Promotional Products Business Development

  • Develop new business through ASI, PPAI, SAGE, distributors, decorators, and promotional products suppliers.
  • Build strategic relationships with promotional product distributors, corporate branding agencies, and promotional product organizations.
  • Increase Drink Tech's visibility within the Promotional Products Industry.
  • Represent Drink Tech at ASI Shows, PPAI Expo, and other industry trade shows.
  • Identify opportunities for custom-branded drinkware and promotional merchandise.

Market & Customer Intelligence

  • Monitor industry trends across retail, consumer products, drinkware, promotional products, and e-commerce.
  • Analyze competitor activity, pricing, product launches, and market opportunities.
  • Identify emerging brands, retailers, distributors, and growth opportunities.
  • Translate market insights into actionable business development strategies.

Solution Selling

  • Position Drink Tech as a global manufacturing and product innovation partner.
  • Sell value through design, engineering, sourcing, manufacturing capabilities, supply chain solutions, and customer service.
  • Develop customized private-label and branded solutions for customers.
  • Support new product development initiatives from concept through commercialization.

Cross-Functional Collaboration

  • Collaborate with Product Development, Engineering, Marketing, Supply Chain, Procurement, Operations, and global manufacturing teams.
  • Coordinate customer requirements from quotation through production and delivery.
  • Support forecasting, inventory planning, and successful product launches.

Sales Pipeline & Reporting

  • Maintain CRM and an active sales pipeline.
  • Develop monthly sales forecasts and business development reports.
  • Report pipeline activity, sales performance, conversion rates, revenue projections, and strategic opportunities.
  • Track KPIs including new customer acquisition, revenue growth, gross margin, pipeline development, retail expansion, promotional products growth, and customer retention.

Travel Requirements

  • Approximately 40–50% travel within the United States.
  • Travel to customer locations, retailers, distributors, trade shows, promotional products events, and company meetings as business needs require.

Education

  • Bachelor's degree in Business, Marketing, Sales, or a related field preferred.
Requirements:

Experience

Minimum 5+ years of experience in Business Development, National Account Management, Channel Development, Strategic Sales, Consumer Products, Manufacturing, Retail Sales, Wholesale Sales, or Promotional Products.

Proven success developing new business and opening strategic accounts.

Experience managing retail, wholesale, distributor, and promotional product channels.

Demonstrated success with private label manufacturing, branded merchandise, and product commercialization.

Experience leading retail sell-in presentations and national account development.

Skills

Hunter mentality with a proven ability to generate new business.

Retail channel development experience.

Promotional products industry experience (PPAI, ASI, SAGE) strongly preferred.

National account management experience.

Strong negotiation and commercial business acumen.

Executive-level presentation and communication skills.

Excellent relationship-building and networking abilities.

Ability to manage complex sales cycles from prospecting through closing.

Strong analytical, organizational, and strategic planning skills.

Experience with CRM systems such as Salesforce, HubSpot, Zoho, or similar.

Understanding of global sourcing, manufacturing, and supply chain operations.

Preferred Qualifications

Experience within the drinkware, hydration products, consumer goods, promotional products, or private label manufacturing industries.

Existing relationships with retail buyers, wholesalers, distributors, brokers, promotional product suppliers, and strategic consumer brands.

Active experience working with ASI, PPAI, SAGE, or other promotional products organizations.

Experience selling into Costco, Walmart, Target, Amazon, Sam's Club, Whole Foods, Kroger, Dick's Sporting Goods, REI, and other national retail accounts.

Experience attending and representing companies at ASI Shows, PPAI Expo, retailer meetings, and national trade shows.

Ability to work independently while collaborating with cross-functional global teams.

English required; additional languages are a plus.