Job Description
KEY RESPONSIBILITIES
Sales Representative and Distribution Management
• Develop and expand Midé's network of authorized distributors and sales representatives.
• Identify and recruit new distribution partners across strategic geographic and industry segments.
• Define expectations, sales targets, territories, and responsibilities for distribution partners.
• Train distributors on product features, applications, positioning, pricing, and sales processes.
• Provide distributors with technical and marketing resources needed to successfully represent the product line.
• Monitor distributor performance, pipeline activity, and revenue metrics.
• Develop strategies to grow sales through existing distributors.
• Address channel conflicts and ensure clear territory and customer account coverage.
• Coordinate company-generated leads and ensure proper assignment and follow-up.
• Foster long-term relationships with key distribution partners.
Business Development
• Identify new markets, industries, applications, and strategic accounts.
• Conduct competitive research on products, customer needs, pricing, and industry trends.
• Build account strategies for high-value and strategic customers.
• Attend trade shows, conferences, customer meetings, and relevant industry events.
• Generate new leads through outbound prospecting, networking, distributor relationships, and market engagement.
• Collaborate with marketing to create campaigns and sales materials tailored to specific industries.
Cross-Functional Collaboration
• Work closely with engineering and product management to understand customer requirements and deliver market feedback.
• Coordinate with operations and customer service teams regarding inventory, lead times, shipping needs, and customer requirements.
• Partner with finance on pricing, payment terms, credit requirements, and commercial agreements.
• Provide management with updates on pipeline status, revenue forecasts, market opportunities, and distributor performance.
• Communicate customer feedback and competitive insights to guide product development.
QUALIFICATIONS
• 5+ years of experience in B2B sales, business development, channel sales, or distributor management.
• Experience selling technical products, instrumentation, sensors, electronics, industrial equipment, or similar preferred.
• Proven track record of meeting or exceeding sales targets.
• Experience managing distributors, manufacturer representatives, or channel partners preferred.
• Strong prospecting, negotiation, presentation, and closing skills.
• Ability to understand and communicate technical product information.
• Strong written and verbal communication skills.
• Highly organized with strong follow-through and pipeline management abilities.
• Comfortable working independently in a fast-paced, growth-oriented environment.
• Willingness to travel domestically and internationally.
PREFERRED EXPERIENCE
• Experience selling into aerospace, defense, automotive, industrial, transportation, energy, or other engineering-driven industries.
• Existing relationships with distributors or technical sales organizations.
• Experience managing international accounts or partners.
• Familiarity with CRM platforms such as HubSpot or Salesforce.
• Engineering or technical education is a plus.
KEY PERFORMANCE INDICATORS
Success in this role will be measured through:
• Revenue growth generated by distributor and sales representative channels.
• New customer acquisition.
• Recruitment of new distributors and sales representatives.
• Distributor and representative sales performance.
• Pipeline growth and accuracy.
• Quote-to-order conversion rates.
• Customer retention and account expansion.
• Strong activity levels and CRM data quality.
COMPENSATION
Competitive base salary with performance-based commission. Compensation is designed to reward successful development and growth of our distribution and sales representative channels.
