Director of Distribution Sales

We value individuals with a competitive spirit and a relentless drive to succeed in the highest echelons of the industry. Our ideal candidate and teammate thrives in a fast-paced environment, consistently seeking opportunities to outperform competitors and achieve top-tier results, while never hesitating to ask for help when needed. At IPS, we compete in the Major leagues, where innovation, curiosity, and adaptability are crucial to our sales approach.

We seek teammates who combine strong technical acumen with a deep understanding of our customers, disciplined execution, and strategic thinking. Time management, effective communication, and a 'buyer first' mindset are essential. We encourage our team members to continuously seek knowledge, ask probing questions, and challenge conventional thinking to uncover innovative solutions that set us apart from the competition.

The Director of Distribution Sales leads regional and national distribution sales operations for IPS’s Electric Motor & Generator Distribution Service Line, including New Motors, VFDs, Unit Exchange, and Parts. This Distribution offering is a critical part of IPS’s go-to-market strategy, enabling customers to manage electric motor and generator assets end-to-end through distribution, repair, and field service.

This role partners closely with Area General Managers, Area Sales Managers, location-based field sellers, and inside sales/support teams to deliver above-market growth, expand share, and increase customer retention. The Director also owns strategy and executive relationships across key Tier 1 and Tier 2 OEM distributor agreements, while driving a consistent commercial operating cadence across IPS’s service centers and hubs.

As one of the most senior sales leaders in the company, the Director models OneIPS leadership, drives continuous improvement, and strengthens sales force effectiveness and best-practice adoption across the enterprise.

• Own and execute the distribution sales strategy for New Motors, VFDs, and Parts to achieve above-market growth, increased share‑of‑wallet, and improved customer retention.
• Translate IPS Strategic Plan and Annual Operating Plan into actionable regional and local priorities, playbooks, and execution rhythms.
• Establish clear expectations and standards for prospecting, pipeline development, opportunity qualification, pricing discipline, and win/loss learning.
• Expand the Distribution value proposition through bundled solutions in partnership with Repair and Field Service to increase total account penetration.

• Build productive, professional relationships with key internal and external stakeholders and coach sellers and leaders to do the same.
• Create and scale best practices (selling motions, call cadence, quoting standards, account planning templates, and competitive positioning) to improve conversion, margin, and customer experience.
• Support select locations as a Sales Functional Sponsor, including participation in UCE 5 monthly sales meetings, and serve as an active contributor on the Sales Design Team.
• Drive adoption of standard tools and processes to improve speed, consistency, and effectiveness across the Distribution network.

• Lead a cross‑company Distribution strategic planning process that establishes mutual performance objectives, financial targets, and critical milestones over 1‑year and 3‑year horizons, reflecting local market opportunities and challenges.
• Establish and run a disciplined operating rhythm including:
• Weekly/biweekly pipeline and forecast reviews
• Deal governance and pricing/margin approval thresholds
• Monthly performance reviews and KPI dashboards
• Quarterly business reviews (QBRs) for key regions and national accounts

• Own strategy, performance, and executive relationships for Tier 1 and Tier 2 OEM distributor agreements and programs, including (but not limited to) ABB/Baldor, Siemens, Toshiba, WEG, NIDEC/US Electric, TMEiC, TECO‑Westinghouse, GE, and others.
• Partner with internal stakeholders to…