Senior Channel Partnership Specialist

Role Summary

Support revenue growth through FranklinWH’s distributor and installer channels in a hybrid commercial role: 70% channel sales, 30% channel marketing. Working closely with Regional Sales Managers and the Channel/Sales Manager, the Specialist manages a portfolio of assigned distributors and channel partners, helps grow channel sell-through, drives installer activation and re-engagement, and supports the marketing programs that generate demand, with clear KPIs and measurable revenue targets.

Key Responsibilities

Channel Sales (70%)

• Manage a portfolio of assigned distributors and channel partners, working toward agreed commercial targets; maintain account plans and prepare for and participate in quarterly and monthly business reviews (QBRs/MBRs).
• Support distributor sell-through and sell-out growth; help identify growth opportunities (product mix, pricing, activation incentives, territory coverage) and execute agreed actions.
• Work closely with Regional Sales Managers (RSMs) to grow distributor sales and activate installers across assigned territories.
• Segment and prioritise inactive and high-potential installers; run outreach and follow-up to re-engage them, and track activation and reactivation pipelines against targets.
• Maintain the partner funnel in Salesforce (pipeline, leads, opportunities, conversion and forecast) and prepare regular channel revenue vs target reports.
• Support negotiation of commercial terms, SPIFF and rebate arrangements within agreed frameworks and approval limits, and track partner performance against commitments.
• Represent FranklinWH at trade events, roadshows and distributor activities to generate qualified sales opportunities.
• Act as a key day-to-day contact for assigned channel partner programs, with clear KPIs and revenue targets.

Channel Marketing (30%)

• Help develop and execute channel marketing plans and campaigns for assigned distributors and partners, including channel EDM, SMS, promotional and installer engagement campaigns.
• Support the rollout and day-to-day running of SPIFF and installer incentive programs that activate and reward high-performing installers.
• Support product launches, trade events and distributor marketing activities by coordinating messaging, assets and campaign logistics.
• Use Salesforce and marketing data to track engagement, leads and channel performance; help measure campaign ROI and prepare regular performance reports for Sales and Marketing leadership.

Performance & Incentive

• Competitive base salary plus a Channel Growth Incentive based on agreed KPIs, weighted toward sales attainment given the role’s 70% sales focus: Channel sales growth vs annual targetDistributor activation and revenue contributionInstaller growth and re-activationMarketing campaign performance (lead generation, campaign ROI)
• Additional upside for exceeding annual channel targets.
• The incentive applies only to assigned channel partners and programs where the role has measurable responsibility, not commission on all FranklinWH sales.

Requirements

Experience & skills

• 2+ years in channel sales, account management, partner development or a similar B2B sales role, ideally in energy storage, solar/PV, electrical or adjacent industries.
• Experience working toward sales or revenue targets; exposure to distributor or installer engagement is highly regarded.
• Understanding of distributor/installer channel structures; familiarity with SPIFF, rebate or partner incentive programs is a plus.
• Working proficiency in Salesforce (or a similar CRM) and solid analytical skills, including pipeline tracking, basic forecasting and performance reporting.
• Interest in channel marketing (EDM, SMS, promotions, events) and the ability to brief campaigns and interpret their results, even where execution sits with marketing.
• Strong communication and relationship-building skills; confident engaging with partners and presenting to internal stakeholders.
• Proactive, organised and eager to learn and grow within a commercial role.
• Willingness to travel for distributor visits and trade events.

Qualifications

• Bachelor’s degree in Business, Marketing, Engineering or equivalent practical experience.