Director - Distributor Sales
Dematic is seeking a Director - Distributor Sales, a strategic leadership role reporting to the Senior VP of Sales. This position is essential to expanding our market presence through high quality equipment and solution integrator partners. The role focuses on identifying and onboarding new distributors that align with our industry requirements and culture, while developing the capabilities of our existing distributor network. A strong knowledge of the material handling industry and integrator ecosystem is ideal. Success requires leadership in a matrix organization, cross functional collaboration, and adherence to our core values of integrity, collaboration, courage, and excellence. The base pay range for this role is estimated to be $153,000 - $224,400 at the time of posting. This does not include commission earned. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills. We offer career development, competitive compensation and benefits, pay transparency, and global opportunities.
Tasks and Qualifications: This is what you will do in this role:
- Develop and lead the distributor sales strategy, including annual sales plans, channel development roadmaps, and business objectives.
- Identify, evaluate, and recruit new distributor/integrator partners that align with strategic market segments and cultural fit.
- Lead ongoing development of existing distributors, including capability assessments, training programs, performance measurement, and sales enablement.
- Negotiate and manage distributor agreements, including working contracts, finderfee structures, commercial terms, and performance expectations.
- Maintain strong relationships with distributors and provide guidance to ensure longterm success, profitability, and alignment with Dematic's solutions portfolio.
- Collaborate closely with direct sales teams to manage and resolve channel conflicts, territory alignment issues, opportunity ownership, and escalation paths.
- Drive understanding of distributor needs and leverage market insights to refine channel programs, sales strategies, and product positioning.
- Support complex sales pursuits by assisting distributors with proposal development, pricing...
Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.