Job Description
Role Summary
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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 clear KPIs and measurable revenue targets.
Key Responsibilities
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Channel Sales (70%)
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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).
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Support distributor sell-through and sell-out growth; help identify growth opportunities (product mix, pricing, activation incentives, territory coverage) and execute agreed actions.
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Work closely with Regional Sales Managers (RSMs) to grow distributor sales and activate installers across assigned territories.
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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.
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Maintain the partner funnel in Salesforce (pipeline, leads, opportunities, conversion and forecast) and prepare regular channel revenue vs target reports.
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Support negotiation of commercial terms, SPIFF and rebate arrangements within agreed frameworks and approval limits, and track partner performance against commitments.
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Represent FranklinWH at trade events, roadshows and distributor activities to generate qualified sales opportunities.
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Act as a key day-to-day contact for assigned channel partner programs, with clear KPIs and revenue targets.
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Channel Marketing (30%)
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Help develop and execute channel marketing plans and campaigns for assigned distributors and partners, including channel EDM, SMS, promotional and installer engagement campaigns.
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Support the rollout and day-to-day running of SPIFF and installer incentive programs that activate and reward high-performing installers.
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Support product launches, trade events and distributor marketing activities by coordinating messaging, assets and campaign logistics.
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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.
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Performance & Incentive
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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)
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Additional upside for exceeding annual channel targets.
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The incentive applies only to assigned channel partners and programs where the role has measurable responsibility, not commission on all FranklinWH sales.
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Requirements
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Experience & skills
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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.
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Experience working toward sales or revenue targets; exposure to distributor or installer engagement is highly regarded.
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Understanding of
distributor/installer
channel structures; familiarity with SPIFF, rebate or partner incentive programs is a plus.
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Working proficiency in Salesforce (or a similar CRM) and solid analytical skills, including pipeline tracking, basic forecasting and performance reporting.
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Interest in channel marketing (EDM, SMS, promotions, events) and the ability to brief campaigns and interpret their results, even where execution sits with marketing.
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Solid communication and relationship-building skills; confident engaging with partners and presenting to internal stakeholders.
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Proactive, organised and eager to learn and grow within a commercial role.
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Willingness to travel for distributor visits and trade events.
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Qualifications
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Bachelor's degree in Business, Marketing, Engineering or equivalent practical experience.
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📌 Senior Channel Partnership Specialist (Sydney)
🏢 FranklinWH Australia
📍 Sydney