About this Channel Sales Manager (Sub-Distribution) role at Ajax
Ajax Systems is an international tech company and the largest manufacturer of security systems in Europe, with over 4.5 million end users and 330K PRO users in more than 180 countries worldwide. The company offers end-to-end solutions for protecting homes and businesses оf any scale. To date, Ajax product portfolio includes 280 devices for intrusion protection, video surveillance, fire and life safety, and comfort and automation. The company employs 5, 000 specialists.
We develop local teams because we understand local experts best comprehend market specifics. The company has sales representatives worldwide, including Italy, Spain, Germany, France, the United Kingdom, the USA, Australia, South Africa and other regions. The Global Business Development team is like-minded people who share the ambitious goals of Ajax Systems.
The best software combined with powerful hardware has forever changed the perception of security systems for users and industry professionals. Being recognized at the biggest specialized exhibitions such as IFSEC, Expoprotection and Intersec, as well as winning prestigious awards from industry-leading media like PSI magazine and GIT SECURITY, today Ajax is one of the most awarded security systems in Europe.
Ajax Systems production includes four factories, two of which are located in Ukraine, one in Turkey and one in Vietnam. At the same time, the company's certification according to the ISO 14001 standard ensures a minimal impact of production on the environment. The selection of components for Ajax device manufacturing is determined by the presence of manufacturer declarations confirming compliance with RoHS requirements.
The company emerged against the backdrop of revolution and war. That's why resilience is the cornerstone of the brand's DNA, and the fight against evil by creating the best security and automation devices is Ajax unwavering mission.
Responsibilities:
Design and execute a robust sub-distribution strategy to expand market coverage and increase product penetration.
Identify, recruit, and onboard high-potential sub-distributors, regional wholesalers, and value-added resellers (VARs).
Map target territories to eliminate channel conflict between primary distributors and sub-distributors, ensuring clear routes to market.
Maintain strong, high-trust relationships with key stakeholders across the sub-distribution network.
Negotiate commercial agreements, volume incentives, and rebate structures in alignment with company pricing governance.
Monitor sub-distributor stock levels, reorder patterns, and sell-out data to maximize turnover and prevent inventory bottlenecks.
Organize and deliver structured product training, commercial enablement, and sales toolkits for sub-distributor sales teams.
Collaborate with marketing to execute targeted push/pull promotions, point-of-sale (POS) visual merchandising, and incentive programs.
Jointly visit key regional installers, integrators, and end-dealers alongside sub-distributor sales reps to win key accounts and drive demand.
Track and report on sub-distribution sales targets, forecasting accuracy, inventory pipelines, and market share growth.
Provide continuous feedback to senior management on market trends, competitor channel strategies, and pricing dynamics.
Requirements:
3+ years of proven success in channel sales, business development, or sub-distribution management (preferably in security, electronics, building materials, or technical B2B sectors).
Deep understanding of multi-tier distribution models, wholesale dynamics, and secondary route-to-market strategies.
Strong capability in financial negotiation, channel margin structures, and promotional planning.
Excellent presentation, relationship-building, and negotiation skills with the ability to influence external sales teams.
Ability to quickly understand and effectively demonstrate technical product features and commercial value propositions.
Highly self-motivated, target-driven, and strategic with a strong hunter orientation for network expansion.
Willingness to travel extensively (up to 70%) within assigned regions to meet with partners and conduct field visits.
