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Channel Sales Manager

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Date: Jul 10, 2019

Location: Lansdale, PA, US

Company: Dorman Products


The Channel Sales Manager is the go-to-market expert for assigned categories and works cross functionally with Product, Sales, Supply Chain, and Operations. The Channel Sales Manager will work with product management to understand category value propositions, competitive landscape and develop strategies to gain market share.  This role works closely with the sales team to drive product adoption speed and timing at the recommended stocking levels supporting the sales and product plans. The ideal candidate will have a solid understanding of the automotive aftermarket, have related field sales experience, be able to create and present product value propositions and analyze large sets of data to develop fact-based selling proposals.


Responsibilities and Essential Duties

  • Understands their assigned categories commercialization needs, creates applicable commercialization tools to gain and/or defend market share.
  • Meets regularly with sales leaders on customer opportunities and leads the development and in-field presentation of assigned product categories.
  • Analyzes customer support of assigned categories for potential fair-share market opportunities.  Works directly with sales team to understand and close opportunities.
  • Keeps up-to-date on market trends of assigned categories to include but not limited to; key customer line review timing and review current and future market positioning
  • Helps create barriers to entry through leading the development of category awareness tools and market positioning tactics
  • Proactively works with Demand Planning, Quality and Product Management to ensure appropriate levels of saleable inventory is available prior to any promotional events or focused sales efforts
  • Works directly with Product Managers and Dorman pricing team to ensure Dorman competitiveness



  • Bachelor’s degree in business or related field required
  • 5+ years of related experience, including experience within the aftermarket sales and product development
  • Prior experience with national retail and independent warehouse distributor
  •  Comfortable working with and communicating at the director / VP level within the organization.  
  • Ability to manage multiple projects with aggressive timelines.



Dorman Products, Inc. is an equal opportunity employer; we value a combination of ideas, perspectives and cultures. EEO/AA Employer M/F/D/V.

Nearest Major Market: Philadelphia

Job Segment: Sales Management, Warehouse, Field Sales, Manager, Sales, Manufacturing, Management