Director – Distributor Sales
KION Group
full-time
Posted on:
Location Type: Office
Location: Grand Rapids • Missouri • Texas • United States
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Salary
💰 $153,000 - $224,400 per year
Job Level
About the 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, finder‑fee structures, commercial terms, and performance expectations.
- Maintain strong relationships with distributors and provide guidance to ensure long‑term 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 strategies, presentations, and negotiations.
- Work with Marketing to develop channel‑focused campaigns, programs, and communication strategies.
- Ensure as‑sold margins are maintained by partnering with professional services and commercial teams.
- Participate with regional sales teams to help secure high‑visibility opportunities and ensure channel alignment on major deals.
- Develop and manage budgets, KPIs, distributor scorecards, and channel business plans.
- Build credibility and trusted‑advisor relationships with internal stakeholders, distributor leaders, and external partners.
- Drive continuous improvement initiatives while holding teams and partners accountable for results.
- Model our Values of Integrity, Collaboration, Courage, and Excellence.
Requirements
- Bachelor’s Degree required; Master’s preferred.
- 10+ years of logistics or automation industry experience, with significant experience leading channel, distributor, or integrator sales strategies at an executive level.
- Strong understanding of distribution center operations and integrator business models.
- Experience analyzing performance metrics and supporting long‑ and short‑term technology and solution planning.
- Excellent communication and influencing skills, with the ability to make timely, principled decisions.
- Proven track record in developing and executing channel sales strategies that meet or exceed objectives.
- Ability to travel up to 50 percent.
- Demonstrated success in building and developing high‑performing sales or distributor teams.
- Skilled in negotiation, contract structuring, and conflict resolution.
- Proven ability to influence outcomes, overcome objections, and drive change within a matrix environment.
Benefits
- Career Development
- Competitive Compensation and Benefits
- Pay Transparency
- Global Opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
channel sales strategiesperformance metrics analysiscontract structuringnegotiationsales enablementbudget managementKPI developmentproposal developmentpricing strategiesbusiness planning
Soft skills
communication skillsinfluencing skillsdecision makingrelationship buildingteam developmentconflict resolutionaccountabilitycollaborationcontinuous improvementcredibility
Certifications
Bachelor's DegreeMaster's Degree