Reporting to the Sales Director / General Manager – Australia (confirm), the Channel Manager is responsible for delivering profitable growth through Justrite Australia’s distributor and channel partner network. The role will develop and execute the national channel strategy, strengthen partner capability and engagement, expand market coverage and increase adoption of the Justrite workplace safety portfolio.

This is a commercially focused, field-based role that works closely with distributor leadership and sales teams, Justrite territory sales, Customer Service, Marketing, Operations and Product Management. The Channel Manager will balance strategic partner management with disciplined execution, including joint business planning, pipeline development, product training, new product introductions and end-user pull-through activity.

The Contribution You’ll bring to this Role

This role contributes to sustained business growth by building a high-performing channel network that increases market reach, improves distributor effectiveness and creates profitable demand for Justrite solutions. Success will be achieved through clear channel segmentation, solid commercial relationships, joint planning, consistent execution and close collaboration with the Australian sales team.

What You’ll Do at Justrite

- Develop and execute a national channel business plan aligned with annual sales, gross margin and strategic objectives.
- Achieve and exceed channel sales and gross margin targets.
- Segment and prioritise channel partners based on growth potential, market coverage, capability and strategic fit.
- Identify, recruit and onboard new distributor partners where additional market or geographic coverage is required.




- Develop short-, medium- and long-term initiatives to grow Justrite share through the channel.

Partner Development

- Build strong relationships with distributor owners, senior leaders, category managers, branch managers and sales teams.
- Develop joint business plans with strategic distributors, including growth priorities, target markets, account opportunities and activity plans.
- Educate and enable distributor sales teams to confidently position and sell Justrite workplace safety solutions.
- Conduct joint customer visits, product demonstrations and field activity with distributor and Justrite sales teams.
- Increase partner engagement across the complete Justrite portfolio and support cross-selling and new category adoption.

Commercial & Account Management

- Own commercial performance and growth plans for assigned national and strategic channel accounts.
- Negotiate trading arrangements and commercial initiatives within approved authority and company policy.
- Monitor partner performance, sales trends, profitability and return on commercial investment.
- Maintain a healthy opportunity pipeline and provide accurate monthly sales forecasts.
- Use Salesforce or other approved CRM tools to maintain accurate account, activity and opportunity records.

Market Development & New Products





- Drive new product introductions through focused channel partners and coordinated end-user specification activity.
- Identify priority vertical markets and end-user opportunities that can be developed jointly with channel partners and Territory Business Development Managers.
- Monitor competitor activity, channel trends, pricing and changes in market coverage.
- Provide Voice of Customer and channel feedback to Marketing and Product Management to support future product and market development.
- Work closely with Territory Business Development Managers to align distributor activity, end-user opportunities and account ownership.
- Partner with Customer Service, Marketing, Operations and Product Management to improve the customer and distributor experience.
- Represent Justrite at distributor conferences, trade shows, industry events and customer meetings.
- Travel nationally as required to distributor locations, customer sites and company meetings.
- Customer & Market Focus - Develops a strong understanding of distributor, end-user and market

needs and uses these insights to identify growth opportunities. Maintains awareness of

competitor activity, market trends, customer requirements and changing channel dynamics,

translating these into actions that strengthen Justrite’s market position and customer value

proposition.

- Channel Development - Builds and develops a high-performing distributor network that expands market

reach and drives profitable growth. Assesses partner potential and capability, identifies coverage gaps,

recruits and onboards appropriate partners, and improves distributor effectiveness through

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📌 Channel Manager (Melbourne)
🏢 Justrite Safety Group
📍 Melbourne