Sr Mgr, Channel Business - Reseller Channel

Company Overview

Grainger is a broad line, business-to-business distributor of maintenance, repair and operating (MRO) supplies and other related products and services. More than 3.2 million businesses and institutions worldwide rely on Grainger for products such as safety gloves, ladders, motors and janitorial supplies, along with services like inventory management and technical support. These customers represent a broad collection of industries including commercial, government, healthcare and manufacturing. They place orders online, on mobile devices, through sales representatives, over the phone and at local branches. Approximately 5,000 suppliers provide Grainger with more than 1.6 million products stocked in Grainger’s distribution centers and branches worldwide.


Position Description

Meet financial objectives through development, management, strategy execution and promotion of relationships between Company and indirect channels, including small and diverse businesses, strategic resellers, integrators contractors and mandatory sources of supply.   

Has direct impact on success of Company and small & diverse companies’ growth and profitability goals. Is a company representative to senior levels within indirect channels and external organizations (Company owners/presidents, small business appointed officials). Manages relationships, contract negotiations and business development activities related to indirect channel portfolios with approximately $50 million plus potential. Provides strategic connectivity and leadership among all Grainger segments (Corporate Accounts, Commercial, Government, Manufacturing as well as Medium and Small Business) and multiple cross-functional and field business partners. Responsible for compliance activities mandated by Grainger contracts that are dependent on indirect channels, with values, in some instances, exceeding $100M.

Decisions impact Grainger reputation in local communities and Grainger’s brand as a diverse and inclusive company. 

Extends reach for Grainger to unassigned / uncovered or unrealized account base.


  • Leads a team of small/diverse businesses, strategic resellers and/or other indirect channels
  • Leads and manages resources assigned as applicable to aligned channel needs
  • Leads execution of channel strategies through management of internal and external resources as well as implements programs to facilitate growth and compliance
  • Aligns business objectives of, and facilitates barrier removal for, indirect channels
  • Monitors external environment, relates customer goals & channel requirements
  • Negotiates agreements, contracts and statements of work
  • Determines channel product and service capabilities and alignment to
  • Conducts high level business reviews and related processes with indirect channel organizations
  • Establishes priorities, sets SMART goals, forecasts results and assesses performance of aligned indirect channels
  • Vets, on-boards and terminates indirect channel organizations
  • Provides commentary to Company leadership regarding specific indirect company issues, trends and opportunities
  • Communicates strategy & objectives to field leaders while acting as liaison between cross-functional stakeholders and Channel Development team
  • Acts as a subject matter expert on small business, integrator and/or indirect channels externally and internally, including being named as Grainger point of contact for small business officials and procurement directors and contracting officers regarding small business compliance activities


Position Requirements:

Position requires a Bachelor’s degree. MBA is preferred. Other requirements include a minimum of five years of experience in sales, channel management and/or business development. Previous management experience is required.  National government contracting as well as indirect channel experience preferred.


Demonstrated achievement in the following skill and competency areas is required:


  • Inspirational change management & leadership  
  • Political Awareness & Government Acumen
  • Direct & effective communication and interpersonal interaction
  • Executive Presence
  • Coaching & developing team  and ability to provide appropriate feedback due to indirect relationship management
  • Decision Making & Calculated Risk-Taking using analytics and fact-based management
  • Ability to anticipate trends, situations, or changing market conditions and take appropriate action on a timely basis.
  • Strong general management skills, including process management and financial management.
  • Ability to grasp and learn complex concepts quickly and independently.
  • Capacity to execute strategy for customer segments & geographies as well as specific customers
  • Knowledge of Grainger and customer contracting across wide-variety of customers
  • History of goal achievement
  • Travel equal to or greater than 50%


EEOC Statement

Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

Full time
Lake Forest, Illinois 60045, US