Key Account Manager – Distribution

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

📋 Description

• Foster and sustain robust relationships with distributor leadership, buyers, regional managers, and sales teams.

• Act as the main point of contact for assigned distribution partners, ranging from branch level to executive leadership.

• Conduct quarterly business reviews that focus on performance, objectives, and growth strategies.

• Oversee partner adherence to agreement terms, pricing structures, and territorial regulations.

• Design, implement, and assess promotional initiatives alongside internal and partner stakeholders.

• Provide support and address escalations related to orders, quotes, pricing, and deliveries.

• Develop and implement annual business plans with designated distributors, encompassing revenue goals, targeted product lines, and promotional efforts.

• Identify opportunities in regional, vertical, and product-segment markets and address gaps with internal and partner teams.

• Collaborate with distributor sales teams and key accounts to enhance sales and increase brand visibility.

• Investigate and pursue partnerships and strategic alliances.

• Coordinate application engineering support and deliver product training both in-person and virtually.

• Provide partners with sales resources, demo equipment, and marketing materials.

• Introduce new products and solutions along with positioning strategies, expectations, and launch plans.

• Enhance distributors' capabilities to position and sell the Doble-Megger portfolio.

• Plan, execute, and evaluate co-marketing activities, which include promotions, rebates, and customer events.

• Facilitate distributor involvement in trade events, seminars, and lunch & learns.

• Ensure the use of current branding and product information, collaborating with Marketing on digital content.

• Gather end-user feedback and market trends for internal stakeholders.

• Utilize CRM to monitor KPIs, customer visits, calls, emails, opportunities, leads, and account planning.

• Maintain an accurate sales pipeline for forecasting and deliver monthly reports.

• Identify account risks and opportunities and take corrective actions as needed.

⛳️ Requirements

• Bachelor's degree, preferably in Business, or equivalent experience.

• 3–5 years of demonstrated distribution sales experience.

• Proven success in penetrating and expanding key accounts, from branch level to executive leadership.

• Technical aptitude and confidence in learning technical equipment.

• Excellent communication skills, capable of explaining complex products and processes.

• Familiarity with test instruments and applications used in the electric power industry is a plus.

• Proficient with CRM platforms, Excel, Word, and Outlook.

• Sense of urgency – responds swiftly without compromising attention to detail.

• Customer-centric mindset – prioritizes customer needs while balancing company requirements.

• Negotiation skills – optimizes profitability while exceeding customer expectations.

• Relationship management – builds trust and long-term partnerships; effectively addresses concerns as they arise.

• Problem-solving and adaptability – resolves pricing, lead-time, and order issues, including last-minute partner needs.

• Cross-functional collaboration – partners with sales, marketing, customer service, operations, application engineering, repair, and finance.

• Self-reliance and ability to work under pressure – makes sound decisions for the company while meeting customer expectations.

• Strong organizational skills – effectively manages multiple priorities.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and training.

• Flexible work environment and schedule.

• Supportive and collaborative team culture.