Business Development Manager - Distribution

Business Development Manager - Distribution

LOCATION: McKinney, TX

HOURS: Fulltime (to travel up to 40–50%)

SUMMARY: The Business Development Manager – Distribution is responsible for identifying, developing, and expanding distribution channels to drive revenue growth, increase market share and deliver sustained sales growth. This role focuses on driving revenue by identifying high-value distributor partners and strengthening existing relationships while analyzing market opportunities and executing strategic sales initiatives. The ideal candidate is a results-oriented sales professional with strong industry acumen, the ability to influence decision-makers, and a proven track record of developing successful distribution channels within industrial, fluid power, or automation markets.

SUPERVISORY RESPONSIBILITIES: This position has no supervisory responsibilities.

• Expand revenue within existing distribution partners through targeted sales strategies, product training, and joint selling activities.
• Drive new business by identifying, qualifying, and onboarding high-potential distributors.
• Develop and execute territory growth plans that align with company sales goals.
• Lead strategic sales initiatives to increase product visibility and market penetration.
• Provide product training, support and guidance to distributor sales teams
• Track distributor performance and utilize CRM tools to monitor sales funnels, forecast opportunities, and manage pipeline health.
• Present value propositions, pricing structures, and program opportunities to distributor leadership teams.
• Collaborate with Marketing and Product Management to roll out promotions, launch new products, and support channel marketing activities.
• Conduct competitive analysis to identify emerging threats and opportunities within target markets.
• Represent the company at trade shows, industry events, and distributor meetings to expand brand visibility and sales reach.
• Negotiate incentive programs and annual growth commitments in alignment with company strategy.

• Proficiency with CRM platforms, Excel, Outlook, and standard business software.
• Strong sales presentation skills with the ability to close deals and influence distributor decisions.
• Exceptional relationship-building abilities and a consultative selling approach.
• Strong analytical skills for evaluating distributor performance and market trends.
• Ability to work independently in a fast-paced, results-driven environment.
• Strong organizational and time-management abilities.
• Excellent communication, negotiation, and time-management skills.
• Ability to analyze sales data and market trends.

• Bachelor’s degree in business, sales, marketing, industrial distribution, engineering, or a related field preferred.
• MBA or advanced business education preferred.
• 3–7+ years of experience in business development, channel sales, industrial distribution, fluid power, automation, or technical product sales required.
• Experience working directly with distribution networks, channel partners, or value-added resellers strongly preferred.
• CAD knowledge and technical aptitude in industrial components are helpful but not required.

• Must be able to travel up to 40–50% as needed for distributor visits, trade shows, and customer engagements.

• Maintains consistent follow-through, meets deadlines, and communicates proactively.
• Exhibits reliability in sales reporting, pipeline management, and customer follow‑up.

• Quality – Produces accurate reports, proposals, and forecasts with attention to detail.
• Dependability – Consistently meets expectations and takes responsibility for sales outcomes.
• Interpersonal Skills – Establishes trust, credibility, and long‑term partnerships with distributors and internal teams.
• Teamwork – Works collaboratively with Sales, Marketing, and Operations to support distributor success.
• Problem Solving – Identifies challenges in distribution channels and applies strategic solutions to drive sales.
• Professionalism – Represents the company with confidence, integrity, and a strong customer‑focused approach.