Position Summary
We are seeking a proven sales leader who has successfully managed sales teams and channel partners, not just excelled as an individual contributor. This role will act as the bridge between the business/technical team and the sales force, ensuring that new products, programs, and strategies are executed consistently across our customer base and distributor network. The right candidate will be a “solid” leader—credible, dependable, and respected by both customers and distributors.
Core Responsibilities
Team Leadership
- Directly manage and coach a team of sales representatives (approx. 4–6 reps).
- Set clear sales goals and hold reps accountable for activity, pipeline, and results.
- Travel with reps to train, support, and assess performance in the field.
Distributor Management
- Serve as the primary point of contact for national and regional distributors.
- Organize quarterly distributor trainings, product launch calls, and joint visits.
- Ensure distributors are aligned on priorities, targets, and promotional focus.
Market Development
- Drive adoption of new products by ensuring reps and distributors are actively promoting them.
- Work with business/technical teams to package product information into sales-ready materials.
- Gather market intelligence from reps/distributors and funnel it back to leadership.
Cross-Functional Leadership
- Act as the “in-between” connecting business/technical leaders with the field.
- Ensure technical resources (e.g., product managers, technical experts) are leveraged effectively for customer and distributor engagement.
- Represent the company with professionalism and credibility at key accounts and industry events.
Ideal Candidate Profile
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Proven Experience: 5–10+ years of sales leadership experience (managing reps and/or distributor networks).
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Channel Management: Hands-on experience coordinating and motivating distributors, not just managing direct accounts.
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Leadership Style: Clear communicator, credible presence, able to coach reps while also influencing distributors and customers.
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Industry Background: Experience in specialty chemicals, additives, polymers, or related B2B technical markets preferred.
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Track Record: Demonstrated ability to drive sales growth through team development and distributor engagement.
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Travel Ready: Willing and able to travel with reps and distributors (40–50%).
Why This Role Matters
This is not an “individual contributor plus” role. The Sales Manager / Sales Director will:
- Amplify the effectiveness of the entire sales force.
- Re-establish structured distributor engagement (trainings, launches, calls).
- Ensure new products are proactively promoted across the channel.
- Free up executive leadership from day-to-day sales management so they can focus on strategic growth.
