Channel Operations Manager

Honeywell is seeking a highly motivated and analytical Channel Operations Manager to drive operational excellence across our channel partner ecosystem. This role is responsible for managing channel operations, partner performance governance, sales process optimization, program execution, reporting, and business insights to support revenue growth and customer satisfaction.

The ideal candidate will collaborate closely with Sales, Finance, Supply Chain, Marketing, and Authorized Channel Partners to ensure efficient execution of channel programs, accurate forecasting, partner compliance, and operational effectiveness.

Education

• Bachelor's degree in Business Administration, Engineering, Operations Management, Finance, or related field.
• MBA preferred.

Experience

• 10-15 years of experience in Channel Operations, Sales Operations, Business Operations, or Partner Management.
• Experience supporting indirect sales channels in industrial automation, building automation, or industrial products sectors preferred.
• Experience working with global and regional channel partners.
• Demonstrated success in leading business planning and performance governance initiatives.

Technical Skills

• Microsoft Power point, Microsoft Excel and Power BI skills.
• Strong knowledge of Salesforce CRM, SAP, Oracle, or equivalent systems.
• Data analysis, forecasting, and reporting expertise.
• Process improvement and project management skills.
• Understanding of channel incentive and rebate programs.

Behavioral Competencies

• Strong analytical and problem-solving abilities.
• Excellent stakeholder management and communication skills.
• Ability to work in a fast-paced, matrixed organization.
• High attention to detail and operational discipline.
• Customer-focused mindset with strong business acumen.
• Ability to influence without direct authority.

Preferred Qualifications

• Experience in a multinational organization.
• Experience managing large-scale channel transformation initiatives.
• Knowledge of Lean, Six Sigma, or continuous improvement methodologies.

What Success Looks Like

Within the first 12 months, the Channel Operations Manager will:

• Increase revenue from new and existing channels
• Improve channel operational efficiency and process compliance.
• Enhance visibility through robust reporting and analytics.
• Drive higher partner engagement and program adoption.
• Support sustainable channel revenue growth across Honeywell businesses.

Honeywell Competencies

• Customer Focus
• Results Orientation
• Innovation & Continuous Improvement
• Collaboration & Teamwork
• Integrity & Accountability

Strategic Thinking

Channel Operations Management

• Lead daily channel operations supporting distributors, system integrators, resellers, and strategic partners.
• Ensure smooth execution of channel programs, partner onboarding, and operational processes.
• Monitor compliance with Honeywell channel policies, procedures, and contractual requirements.
• Drive continuous improvement initiatives to enhance channel efficiency and productivity.

Channel Expansion 

• Assess channel coverage models and identify gaps.
• Lead new partner identification, evaluation, onboarding, and ramp-up.
• Drive partner capability development and business growth initiatives.
• Champion partner enablement and adoption of tools and programs.

Sales Operations & Analytics

• Develop and maintain channel performance dashboards, KPIs, and business reports.
• Analyze sales trends, pipeline health, bookings, and partner productivity metrics.
• Provide actionable insights to leadership teams for business planning and decision-making.
• Support sales forecasting, quota tracking, and territory performance reviews.

Partner Program Administration

• Administer channel incentive programs, rebates, MDF (Market Development Funds), and promotional activities.
• Validate partner claims and ensure accurate incentive calculations and processing.
• Manage partner segmentation, certifications, and performance scorecards.
• Support partner engagement initiatives and operational communications.

Process Excellence

• Identify process gaps and implement automation opportunities.
• Standardize channel management practices to improve scalability and effectiveness.
• Collaborate with IT and business stakeholders to eCommerce.
• Ensure data integrity across Salesforce, SAP, Oracle, or other business systems.

Cross-Functional Collaboration

• Partner with Sales, Finance, Marketing, Customer Service, and Supply Chain teams.
• Resolve operational issues affecting channel partners and customers.
• Support business reviews, audits, and compliance requirements.
• Participate in strategic planning and channel transformation initiatives.

Leadership Expectations

• Serve as a trusted advisor to Sales Leadership and Country Management teams.
• Influence stakeholders without direct authority.
• Lead cross-functional initiatives involving Sales, Finance, Supply Chain, Marketing, and Operations.

Key Performance Indicators (KPIs)

• Channel revenue growth
• New Partner Contribution
• Forecast accuracy
• Rebate and incentive processing accuracy
• Channel productivity metrics
• Inventory Health & Aging
• Data quality and reporting accuracy
• Program adoption and compliance rates
• Operational process efficiency improvements