Distribution Business Associate

Job Description

Dealer Business Associate

The Dealer Business Associate (DBA) is responsible for supporting the field sales team by driving sales growth through distributor partners only. This role does not engage directly with end users, but instead works to equip, enable, and motivate distribution partners within assigned sales regions.

Key Responsibilities

• Distributor Engagement & Support
• Serve as the secondary point of contact for day-to-day distributor needs within assigned territories.
• Support field reps by ensuring dealers (CME, Cardinal, McKesson, Henry Schein, Medline & Owens & Minor etc.) have current product info, pricing, and promotions.
• Coordinate with distribution sales teams to maintain visibility on opportunities.
• Sales Growth Enablement
• Partner with field sales to execute dealer-led growth strategies in each region.
• Track dealer pipeline activity in Hubspot and ensure alignment with regional targets.
• Push promotions, group buys, and bundled offerings through distribution.
• Program & Campaign Execution
• Roll out national promotions and marketing campaigns to distribution partners.
• Monitor dealer participation and report back to National Sales Manager
• Facilitate huddle calls for dealer reps to ensure product knowledge and positioning are strong.
  
  

• Regional Collaboration
• Work directly with FST to align distributor activity with territory goals.
• Provide intel on dealer priorities, competitive activity, and pipeline health in the region.
• Act as a bridge between the field sales team and distribution to reduce gaps or delays.
• Reporting & Accountability
• Provide regular reporting on dealer activity, open opportunities, and promotion performance.
• Highlight wins, flag underperformance, and recommend corrective actions.
• Track progress toward dealer-attributed revenue growth targets.
  

KPIs

• Dealer-attributed revenue growth by region
• % of regional promotions adopted by distributors
• # of dealer trainings and enablement activities per quarter
• Pipeline value created through dealer partners
• Alignment scores/feedback from FST
  
  

Profile & Skills

• Strong relationship management skills with distribution partners
• Organized and detail-oriented; able to manage multiple dealer accounts across regions
• Familiarity with medical distribution channel operations (McKesson, Cardinal, CME, etc.)
• Sales support/account management background preferred
• Proactive communicator who thrives in a support role to field sales
  
  

Value to seca

• Keeps the field sales team focused on end-user selling by ensuring distribution is fully supported.
• Increases dealer engagement and ensures consistent execution of national initiatives with MARCOM team
• Strengthens alignment between distribution partners and seca’s field sales strategy.
• Creates visibility into dealer-driven revenue, pipeline, and promotional impact.