Vice President, Channel Sales

About this role

At Arbon Equipment, a Rite-Hite Company, your work makes an impact. We deliver industry-leading solutions that keep workplaces safe, productive, and efficient. When you join Arbon Equipment, you’re not just selling or servicing equipment – you’re building trusted partnerships with customers and growing your career with a company backed by the strength of Rite-Hite’s global innovation.     Primary Purpose & Scope The Vice President, Channel Sales is responsible for developing and executing Rite-Hite's global channel strategy, driving profitable growth through independent representatives, HVAC partners, distributors, and future strategic channel relationships across international markets. This global leadership role establishes the enterprise channel operating model, defines channel governance and strategic partnerships, and ensures a consistent commercial approach that expands market reach, accelerates product and solution adoption, and delivers an exceptional customer experience worldwide. Beyond achieving annual growth objectives, the Vice President, Channel Sales strengthens the organization's long-term competitive advantage by developing scalable global channel capabilities, identifying new market opportunities, and positioning the channel network to support future international expansion.

Reporting to the Executive Vice President, Global Sales, the Vice President, Channel Sales leads a high-performing global team of Channel Managers while partnering closely with Regional Sales Leaders, Enterprise & Major Accounts, Product Penetration, New Construction, Inside Sales, Marketing, Finance, Service & Distribution Excellence, Business Units, and international commercial leaders. The role is accountable for aligning enterprise resources around global channel priorities, advancing commercial excellence, and ensuring indirect sales channels consistently strengthen Rite-Hite's market position and customer experience across all geographies.

This is a hybrid role out of Milwaukee, Wisconsin global headquarters.

Values and Culture Expectations All employees are expected to consistently   demonstrate   Rite-Hite’s Values in Action.   These values shape the way we work together and how we serve our customers .     This includes modeling company values in daily interactions,   decision-making, and how work is accomplished .    Employees are expected to contribute to a culture of accountability,   collaboration,   and respect .    

Essential Duties & Responsibilities  

Safety Responsibilities:  

• Support and promote a culture of safety.  

• Follow all Company and OSHA safety policies and procedures.   

• Proper use of required personal protective equipment (PPE)  

• Report hazards, near misses and incidents promptly  

Job Responsibilities:  

• Develop and execute Rite-Hite's global channel strategy,   establishing   long-term priorities, market expansion plans, channel segmentation, and partner investment strategies that drive profitable growth across international markets.   

• Own the enterprise channel operating model, governance framework, and performance expectations to ensure consistent partner engagement, territory alignment, commercial execution, and operational excellence across all global markets.   

• Build and   maintain   executive-level relationships with global channel principals and strategic partner leadership, serving as Rite-Hite's executive sponsor for key channel partnerships, strategic agreements, and long-term business development opportunities.   

• Lead, coach, and develop a high-performing global team of Channel   Leaders   by   establishing   clear performance expectations, strengthening consultative selling capabilities, and building organizational capacity to support future growth.   

• Develop strategic channel growth plans that expand market coverage, increase partner productivity, improve customer acquisition, and accelerate adoption of Rite-Hite products, solutions, and service offerings across targeted industries and geographies.   

• Partner with Regional Sales Leaders to align global channel strategies with regional execution while ensuring customers experience coordinated engagement, consistent market coverage, and shared accountability for commercial success.   

• Collaborate with Enterprise & Major Accounts, Product & Solutions, New Construction, Inside Sales, Marketing, Finance, Service & Distribution Excellence, Business Units, and international commercial leaders to coordinate enterprise growth initiatives, product launches, customer opportunities, and integrated commercial solutions.   

• Champion adoption of enterprise sales processes, CRM disciplines, commercial tools, pricing strategies, and channel best practices that improve partner effectiveness, customer experience, and commercial consistency worldwide.   

• Serve as the enterprise Voice of the Channel by   identifying   emerging market trends, partner feedback, competitive dynamics, customer insights, and global opportunities that influence commercial strategy, product innovation, channel investments, and enterprise priorities.   

• Lead channel agreement strategy, governance, commercial negotiations, and performance management in partnership with executive leadership, Finance, Legal, and Business Units to ensure agreements balance partner success, customer value, and enterprise profitability.   

• Champion deployment of enterprise customer solutions, including Rite-Hite One and service offerings, by integrating strategic solutions into channel growth strategies and enabling partners to deliver greater customer value.   

• Establish enterprise standards for partner onboarding, capability development, commercial training, performance management, and governance that strengthen partner effectiveness while allowing flexibility to address regional market needs.   

• Evaluate global market trends, channel performance, customer expectations, regulatory changes, and competitive dyn

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