VP, Distribution Sales

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POSITION SUMMARY:

The Vice President of Distribution Sales is responsible for defining and executing the company’s go-to-market strategy through distribution and channel partners. This leader oversees all aspects of distributor performance, including sales execution, partner development, strategic alignment, and customer reach. This role plays a critical part in expanding market access, optimizing channel profitability, and ensuring that distributors are equipped to deliver the company's value proposition to customers across all key geographies and segments.

ESSENTIAL FUNCTION:

• Design and implement a scalable and profitable distributor-led sales model.

• Define segmentation, territory coverage, and partner prioritization to drive growth and customer penetration.

• Align distributor strategy with product portfolio, pricing, and marketing initiatives.

• Build and manage a high-performance distributor network with clear expectations, performance metrics, and joint business plans.

• Lead contract negotiations, pricing frameworks, and incentive programs to ensure mutual success.

• Conduct regular performance reviews with key distributors and implement corrective actions as needed.

• Lead and develop a team of national distribution sales managers.

• Ensure distributor sales teams are trained, supported, and aligned with the company’s technical and commercial objectives.

• Provide executive-level support for major customer and distributor relationships.

• Drive demand generation, opportunity management, and pipeline visibility through the distributor network.

• Collaborate closely with marketing, supply chain, and product management to ensure seamless customer experiences through the channel.

• Identify new market opportunities and assess gaps in channel coverage.

• Lead channel transformation initiatives such as digital enablement, value-added services, or multi-tier distribution structures.

MINIMUM POSITION QUALIFICATIONS:

• Bachelor’s degree in Business, Chemistry, Chemical Engineering, or related field (MBA preferred).

• 12+ years of progressive commercial leadership experience in the chemical industry or similar B2B industrial markets.

• Deep expertise in distributor/channel management, sales execution, and customer segmentation.

• Proven success in developing scalable go-to-market strategies and driving growth through indirect channels.

• Excellent negotiation, communication, and relationship-building skills across internal and external stakeholders.

DuBois provides equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, gender expression, genetic information, service in the military, veteran status, or any other protected status in accordance with applicable federal, state, and/or local law and/or regulation.