Summary:
The Regional Distribution Sales Manager is responsible for developing both existing and new business within assigned distributor accounts across a defined geography. This role focuses on driving profitable growth across the full DwyerOmega product portfolio by building strong relationships, executing strategic sales plans, and expanding market presence.
Key Responsibilities:
- Build and maintain relationships with key influencers and decision-makers within assigned accounts
- Develop and execute strategic sales plans to drive growth in top revenue accounts
- Create customer heat maps, relationship maps, and competitive analyses to inform strategy
- Collaborate with distributor partners to identify target customers and track progress through CRM tools
- Expand and strengthen industry network and channel partnerships
- Maintain a robust growth plan including pipeline development, forecasting, and budgeting
- Ensure proper distributor coverage and customer support across key markets
- Utilize Salesforce.com for sales planning, pipeline management, and performance tracking
- Partner with sales leadership to meet corporate KPIs and sales objectives
- Develop a deep understanding of distributor businesses, including their markets, strategies, and vendor relationships
- Lead regular distributor reviews covering performance, KPIs, pipeline, contracts, and initiatives
- Provide market feedback to support product development and competitive positioning
- Communicate competitive insights and market intelligence to internal teams
- Leverage DwyerOmega sales collateral effectively during customer interactions
- Serve as a liaison between customers and engineering for new product development
- Adhere to company policies, values, and ethical standards
- Take ownership of assigned accounts and deliver measurable results
- Mentor and collaborate with team members
Key Performance Indicators (KPIs):
- Achieve or exceed assigned sales targets
- Maintain strong leading indicators, including:
- Sales activity (in-person and virtual meetings, events, customer engagement)
- Sales pipeline development
- Opportunity creation and conversion
- Quote generation and follow-up
