Distribution Business Development Representative

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop strong relationships with distributor sales leaders, branch managers, and frontline sellers.

• Strategically plan and execute joint sales calls with distributor sellers on targeted end-user accounts.

• Identify and prioritize new business opportunities by assessing territory potential, customer needs, installed base, and market intelligence.

• Create collaborative account and call plans.

• Provide coaching to distributor sellers on prospecting, discovery, application positioning, value-based selling, and closing techniques.

• Engage with end users to identify water-quality challenges, qualify opportunities, recommend solutions, and articulate Hach's value proposition.

• Manage the distributor-sourced sales funnel from lead generation through to closing.

• Coordinate quotations, demonstrations, samples, technical support, and customer commitments.

• Collaborate with Hach's direct sales organization to ensure alignment in account coverage and mitigate channel conflicts.

• Drive new end-user acquisition, competitive conversions, cross-selling opportunities, and account growth.

• Lead field engagement and conduct pipeline reviews with distributor teams.

• Develop and implement annual sales action plans with key partners.

• Participate in distributor meetings, training sessions, workdays, trade shows, and customer events.

• Support Quarterly Business Reviews by reporting on activity, pipeline status, wins, losses, forecasts, and growth initiatives.

⛳️ Requirements

• Bachelor’s degree in Chemistry, Biology, Environmental Science, Engineering, Business, or a related field; or equivalent experience.

• 3–5 years of field sales experience, preferably in the water industry, industrial market, or a technical solutions environment.

• Proven experience working through distribution channels and influencing distributor sellers.

• Demonstrated ability to generate new business through prospecting, joint customer calls, opportunity management, and disciplined follow-up.

• Formal sales training in value-based selling methodologies, such as Sandler or Question-Based Selling, is advantageous.

• Strong curiosity for applications and the capability to translate customer needs into a clear product and service value proposition.

• Excellent skills in communication, coaching, negotiation, presentation, and relationship building.

• Strong analytical abilities and proficiency in using CRM and sales data.

• Willingness to travel 50% of the time.

• Must be located anywhere in the U.S. within a reasonable commuting distance of a major airport.

🏝️ Benefits

• Paid time off.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401(k) plan for eligible employees.

• Reasonable accommodations for individuals with disabilities.

• Equal opportunity employment.