Distribution Manager – Rock Tools – West

United States

This is a field-based role supporting customers and distributors across the Western United States. Travel is required up to ~50% to distributor locations, customer sites, and industry events.

The Distribution Manager – Rock Tools is responsible for driving revenue growth and market share across the Western U.S. through the development and management of the distributor network for rock drilling tools and consumables. This role owns the commercial performance of assigned distributors, builds strong channel partnerships, and executes territory strategies to expand market penetration. The position serves as the primary liaison between the company, distributors, and end customers, ensuring alignment on sales objectives, product positioning, and customer satisfaction.

• Develop, manage, and strengthen relationships with key distributors and channel partners across the region
• Conduct regular business reviews, joint sales calls, and strategic planning sessions
• Hold distributors accountable to sales targets, inventory levels, and brand standards

• Develop and execute territory sales plans to achieve or exceed revenue and margin targets
• Identify growth opportunities within existing distributor accounts and new market segments
• Lead pricing discussions, commercial negotiations, and contract alignment with distributors
• Identify gaps in market coverage and recruit, onboard, and develop new distributors as needed
• Provide structured onboarding, product training, and ongoing commercial support
• Ensure distributors are equipped with the tools, knowledge, and resources to effectively sell rock tools

• Deliver product training and technical guidance on rock tools, drilling applications, and performance optimization
• Support distributors and customers in troubleshooting and application-based problem solving
• Partner with technical teams to resolve product performance issues and improve customer outcomes

• Partner with marketing to execute regional campaigns, product launches, and promotional initiatives
• Ensure consistent brand representation and messaging across all distributor activities
• Support field demonstrations, trade shows, and customer engagement events

• Monitor distributor performance using CRM and sales reporting tools
• Analyze sales data, forecasts, and KPIs to identify trends, risks, and growth opportunities
• Provide regular reporting and actionable insights to sales leadership
• Conduct joint visits with distributors to key customers and drilling operations
• Gather market intelligence on competitors, pricing, and product performance
• Translate customer feedback into actionable insights for product and commercial strategy

• Ensure distributors operate in alignment with company policies, commercial agreements, and brand standards
• Support compliance with applicable legal, regulatory, and safety requirements
• Channel Sales Management:
  Proven ability to grow and manage distributor networks in technical industries
• Commercial Acumen:
  Strong capability in pricing, margin management, and contract negotiation
• Technical Aptitude:
  Solid understanding of rock tools, drilling applications, and field performance drivers
• Relationship Management:
  Ability to influence and build trust with external partners and internal stakeholders
• Analytical
  
  Skills:
  
  Ability to interpret sales data, manage forecasts, and drive data-based decisions
• Communication:
  Strong presentation and communication skills across technical and commercial topics
• Self-Management:
  Highly self-directed with the ability to operate independently in a field environment

• Education:
  
  Bachelor’s degree in Business, Engineering, or related field (or equivalent experience)
• Experience:
  • 5+ years of experience in sales, channel management, or technical field roles
  • Experience in mining, construction, drilling, or heavy equipment industries preferred
  • Demonstrated experience working with distributors or indirect sales channels
• Technical Knowledge:
  • Working knowledge of rock tools, drilling systems, and field applications preferred
  • Ability to troubleshoot and support product performance in the field
• Other Requirements:
  • Proficiency in Microsoft Office (Excel, PowerPoint, Outlook)
  • Willingness to travel up to ~50% across the Western U.S.
  • Valid driver’s license