What are the responsibilities and job description for the Director - Distributor Sales position at Dematic?
Dematic is seeking a Director – Distributor Sales, a strategic leadership role reporting to the Senior VP of Sales. This position is essential to expanding our market presence through high quality equipment and solution integrator partners. The role focuses on identifying and onboarding new distributors that align with our industry requirements and culture, while developing the capabilities of our existing distributor network. A strong knowledge of the material handling industry and integrator ecosystem is ideal. Success requires leadership in a matrix organization, cross functional collaboration, and adherence to our core values of Integrity, Collaboration, Courage, and Excellence.
The base pay range for this role is estimated to be $153,000 - $224,400 at the time of posting. This does not include commission earned. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.
We Offer
Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Tasks And Qualifications
This is what you will do in this role:
The base pay range for this role is estimated to be $153,000 - $224,400 at the time of posting. This does not include commission earned. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.
We Offer
- Career Development
- Competitive Compensation and Benefits
- Pay Transparency
- Global Opportunities
Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Tasks And Qualifications
This is what you will do in this role:
- Develop and lead the distributor sales strategy, including annual sales plans, channel development roadmaps, and business objectives.
- Identify, evaluate, and recruit new distributor/integrator partners that align with strategic market segments and cultural fit.
- Lead ongoing development of existing distributors, including capability assessments, training programs, performance measurement, and sales enablement.
- Negotiate and manage distributor agreements, including working contracts, finder‑fee structures, commercial terms, and performance expectations.
- Maintain strong relationships with distributors and provide guidance to ensure long‑term success, profitability, and alignment with Dematic’s solutions portfolio.
- Collaborate closely with direct sales teams to manage and resolve channel conflicts, territory alignment issues, opportunity ownership, and escalation paths.
- Drive understanding of distributor needs and leverage market insights to refine channel programs, sales strategies, and product positioning.
- Support complex sales pursuits by assisting distributors with proposal development, pricing strategies, presentations, and negotiations.
- Work with Marketing to develop channel‑focused campaigns, programs, and communication strategies.
- Ensure as‑sold margins are maintained by partnering with professional services and commercial teams.
- Participate with regional sales teams to help secure high‑visibility opportunities and ensure channel alignment on major deals.
- Develop and manage budgets, KPIs, distributor scorecards, and channel business plans.
- Build credibility and trusted‑advisor relationships with internal stakeholders, distributor leaders, and external partners.
- Drive continuous improvement initiatives while holding teams and partners accountable for results.
- Model our Values of Integrity, Collaboration, Courage, and Excellence.
- Bachelor’s Degree required; Master’s preferred.
- 10 years of logistics or automation industry experience, with significant experience leading channel, distributor, or integrator sales strategies at an executive level.
- Strong understanding of distribution center operations and integrator business models.
- Experience analyzing performance metrics and supporting long‑ and short‑term technology and solution planning.
- Excellent communication and influencing skills, with the ability to make timely, principled decisions.
- Proven track record in developing and executing channel sales strategies that meet or exceed objectives.
- Ability to travel up to 50 percent.
- Demonstrated success in building and developing high‑performing sales or distributor teams.
- Skilled in negotiation, contract structuring, and conflict resolution.
- Proven ability to influence outcomes, overcome objections, and drive change within a matrix environment.
Salary : $153,000 - $224,400