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 transparent 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.

📌 Senior Channel Partnership Specialist (Sydney)
🏢 FranklinWH Australia
📍 Sydney