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Channel Development Manager information

See California salary details

$10.9K

$124.6K

$143.6K

How much do channel development manager jobs pay per year?

As of Jul 11, 2026, the average yearly pay for channel development manager in California is $124,596.00, according to ZipRecruiter salary data. Most workers in this role earn between $114,500.00 and $132,700.00 per year, depending on experience, location, and employer.

How much do channel managers make in the US?

Channel Development Managers in the US typically earn between $70,000 and $120,000 annually, depending on experience, industry, and company size. Compensation may also include bonuses, commissions, and benefits, especially in sales-focused roles requiring strong relationship management skills.

What kind of jobs in media bring in $150,000 a year?

In media, roles such as senior media executives, media directors, and certain high-level channel development managers can earn $150,000 or more annually, especially with extensive experience, strategic skills, and leadership responsibilities. These positions often require strong industry knowledge, negotiation skills, and sometimes advanced degrees or certifications. Compensation varies based on company size, location, and individual performance.

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

AspectChannel Development ManagerSales Manager
Primary FocusDeveloping and managing channel partnerships to expand market reachDirectly selling products or services to customers
Work EnvironmentCollaborates with partners, distributors, and internal teamsInteracts mainly with clients and sales teams
Required CredentialsExperience in channel sales, marketing, or business developmentSales experience, often with a background in customer relationship management
Industry UsageCommon in tech, manufacturing, and wholesale sectorsWidespread across retail, B2B, and service industries

The Channel Development Manager focuses on building and maintaining relationships with channel partners to grow the company's market presence, while the Sales Manager concentrates on direct sales efforts to individual customers. Both roles require strong sales skills and industry knowledge but differ in their approach and target audiences.

How much does a rubrik channel development manager make?

A Channel Development Manager typically earns between $80,000 and $130,000 annually, depending on experience, location, and company size. Compensation may also include bonuses and commissions, especially in sales-focused roles, and often requires strong knowledge of partner ecosystems and sales strategies.

What is a Channel Development Manager?

A Channel Development Manager is responsible for building and managing relationships with third-party partners, resellers, and distributors to grow a company's sales and market reach. They develop strategies to identify new channel opportunities, onboard partners, and ensure effective collaboration to achieve mutual business goals. This role often involves training partners, monitoring performance, and providing ongoing support to optimize sales through indirect channels. Channel Development Managers play a key role in expanding a company's presence in the market by leveraging external partnerships.

What does a channel development manager do?

A channel development manager is responsible for building and managing relationships with sales partners, such as distributors or resellers, to expand a company's market reach. They develop strategies to recruit, train, and support channel partners, often analyzing sales data and market trends to optimize channel performance. Strong communication, negotiation skills, and knowledge of sales tools are essential for success in this role.

What Does a Channel Development Manager Do?

A channel development manager partners with sales marketers and business associates to develop marketing techniques and strategies to reach customers in a specific channel. You are the link between businesses and customers, and your job duties include recruiting candidates, creating resources to reach customers, and managing or teaching other channel managers. A career as a channel developer requires you have some formal qualifications and education, typically at least a bachelor’s degree in business, marketing, or a related field, and a minimum of five years of experience in sales or marketing and management. Developing relationships with channel partners is necessarily interpersonal, so you should emphasize skills in communication, organization, and developing messaging strategies.

What are some common challenges Channel Development Managers face when building new partner relationships?

Channel Development Managers often encounter challenges such as aligning partner goals with company objectives, overcoming initial trust barriers, and navigating varying business cultures. They need to clearly communicate value propositions and establish mutually beneficial terms to ensure long-term collaboration. Effective negotiation, adaptability, and proactive communication are essential for resolving misunderstandings and maintaining strong, productive partnerships.

What are the key skills and qualifications needed to thrive as a Channel Development Manager, and why are they important?

To thrive as a Channel Development Manager, you need strong skills in sales strategy, partner relationship management, and market analysis, typically supported by a bachelor’s degree in business or a related field. Familiarity with CRM platforms like Salesforce, channel management software, and relevant certifications such as Certified Channel Manager are often essential. Exceptional negotiation, communication, and networking skills help build and sustain effective partnerships. These skills ensure successful channel growth, improved partner performance, and achievement of revenue targets.
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Channel Development Manager jobs near you

National Accounts & Channel Development Manager

Drink Tech Inc

Oxnard, CA • On-site

Full-time

Posted 16 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.