Territory Partner Manager

Location: Ottawa - Hybrid / Territory-Based Reports to: VP, Channel Sales Travel: Regional, as required

Role Overview

The Territory Partner Manager (TPM) is responsible for the overall performance, coverage, and health of an assigned geographic territory. This role owns the execution of Celebright’s channel strategy at the regional level by recruiting, onboarding, enabling, and developing dealers, while progressing high-performing dealers toward Partner status.

TPMs do not manage individual customer deals, do not sell directly, and do not produce traditional sales forecasts. Instead, they operate as territory owners who plan, prioritize, and execute actions that drive sustainable regional growth through dealers.

This role requires strong planning, communication, and execution skills, along with the ability to influence without authority.

Key Responsibilities

Territory Ownership & Planning

• Own the overall performance, coverage, and health of an assigned geographic territory
• Build and execute an annual territory plan aligned with company growth objectives
• Analyze dealer density, capability, and performance to identify gaps and opportunities
• Prioritize time and resources based on dealer tier, performance, and growth potential

Dealer Recruitment & Onboarding

• Identify, qualify, and recruit new dealers aligned with Celebright’s Ideal Partner Profile
• Lead dealers through authorization, onboarding, and initial activation
• Ensure new dealers complete required training, certification, and brand compliance

Dealer Development & Partner Progression

• Support dealers in progressing through tier levels by reinforcing expectations, accountability, and performance standards
• Coach dealers on business fundamentals including marketing execution, operational maturity, and growth planning
• Lead annual planning and Quarterly Business Reviews (QBRs) with top-tier dealers
• Drive adoption of new products, programs, and initiatives

Program Execution & Enablement

• Act as the primary point of contact for dealers within the territory
• Ensure consistent execution of Celebright’s dealer program, tier governance, and policies
• Coordinate internal resources (marketing, operations, support) to enable dealer success
• Reinforce quality, brand standards, and customer experience expectations

Performance Management & Reporting

• Monitor dealer performance using scorecards, KPIs, and territory health metrics
• Track progress against annual dealer objectives for top-tier partners
• Identify risks and intervene early with underperforming or disengaged dealers
• Provide clear, structured updates on territory performance and priorities

What Success Looks Like

Overall success is measured by territory performance, dealer progression, program execution, and partner engagement.

Success in the first 12 months:

• Territory has appropriate dealer coverage and density
• New dealers are onboarded, activated, and productive
• High-potential dealers are progressing toward Partner tiers
• Top-tier partners have clear annual plans and measurable objectives
• Dealer engagement, quality, and brand representation are consistently improving

Qualifications & Experience

Required:

• 2+ years experience in channel sales, partner enablement, territory management, or a related role
• Experience working with independent dealers, resellers, or franchise-style businesses
• Strong planning, organization, and follow-through skills
• Ability to influence and coach without direct authority
• Excellent written and verbal communication skills
• Able to work from our Kanata office a minimum of 3 days per week.

Preferred:

• Experience supporting tiered partner programs
• Background in home services, construction, trades, or installation-based businesses
• Experience running QBRs or structured partner cadences

Celebright is an equal opportunity employer and proud participant in the Ontario Living Wage Program. We are committed to fostering a fair, inclusive, and supportive workplace where all individuals are treated with respect and dignity. We do not discriminate on any protected grounds under the Ontario Human Rights Code, and we ensure that all aspects of our recruitment and employment practices are free from barriers. If you require accommodations at any stage of the recruitment process, please let us know. We welcome and encourage applications from individuals of all backgrounds as we continue to build a diverse and thriving team.

As part of our recruitment process, we may use automated or AI-supported tools to review applications.