Business Development Manager - Distributor Sales

Business Development Manager - Distributor Sales

Panagon Systems

Macomb, Michigan

Full-Time

Base Salary Performance-Based Incentive

Approximately 20% Travel

About Panagon Systems

Panagon Systems is a family-owned hydraulic manufacturing company located in Macomb, Michigan. We manufacture new aftermarket hydraulic pumps, motors, and components for customers throughout North America.

We compete against major OEM manufacturers, lower-cost imported aftermarket products, and remanufactured hydraulic products. Our goal is to provide a high-quality new aftermarket alternative while giving distributors products they can confidently sell and make money on.

Panagon is now building a stronger distributor network and is looking for someone to build that network from the ground up.

Job Summary

We are looking for an experienced Business Development Manager - Distributor Sales to lead the development of Panagon's distributor network.

This is not a traditional sales position where you inherit an established territory or existing accounts. You will identify potential distributors, develop relationships with them, recruit qualified partners, help them begin selling Panagon products, and grow those relationships over time.

The ideal candidate has experience building a distributor, dealer, reseller, or channel network from the ground up. Hydraulic or fluid-power experience is preferred, but the ability to build and develop a distribution channel is more important.

You will have significant independence in this role and will be expected to bring your own experience, ideas, and strategy to Panagon's distributor program.

Key Responsibilities

• Identify and qualify potential distributors throughout the United States.
• Develop and maintain a strong pipeline of distributor prospects.
• Build relationships with distributor owners, executives, purchasing managers, sales managers, and other decision-makers.
• Present Panagon's products, pricing structure, distributor program, and value proposition.
• Recruit, onboard, and develop new distributor partners.
• Help distributors identify new customers and opportunities for Panagon products.
• Help distributors position Panagon against OEM, imported aftermarket, and remanufactured products.
• Serve as the primary relationship manager for distributors you develop.
• Conduct distributor meetings, product presentations, training, and business reviews.
• Identify opportunities to transition appropriate existing Panagon customers to qualified distributors.
• Work with Panagon to establish and maintain Protected Distributor Customers.
• Monitor distributor performance and develop plans to increase sales and product penetration.
• Identify geographic and market areas where Panagon needs stronger distributor coverage.
• Provide feedback on competitors, market conditions, pricing, customer needs, and product opportunities.

What We Are Looking For

The most important qualification is proven experience building a distribution or dealer network from the ground up.

The ideal candidate will have:

• Proven experience recruiting and developing distributors, dealers, resellers, or channel partners.
• A track record of developing new business rather than primarily managing existing accounts.
• Experience introducing a new product or product line through distribution.
• Strong prospecting, relationship-building, communication, and presentation skills.
• The ability to work independently and build their own sales strategy and pipeline.
• An understanding of distributor economics, margins, pricing, and partner profitability.
• Experience managing and growing customer relationships after the initial sale.
• Strong organizational and follow-up skills.
• Willingness to travel approximately 20%.

Hydraulic, fluid-power, industrial, mechanical, MRO, or other technical product experience is strongly preferred, but not required.

The Type of Person We Want

This position is probably not a good fit for someone whose experience is limited to managing an established sales territory.

We are looking for someone who can say:

"Give me a market, a product line, and a blank sheet of paper. I'll figure out which distributors we should be talking to, how to get in front of them, how to sell them on the opportunity, and how to turn those relationships into revenue."

You should be comfortable building a process that does not already exist, working independently, and bringing new ideas to the table.

You should also understand how to sell value in an aftermarket environment where price, quality, availability, support, and distributor profitability all matter.

First-Year Expectations

The initial goal for this position will be to:

• Establish several new distributor relationships
• Build a repeatable process for identifying and recruiting new distributors
• Develop strong long-term relationships with new distributor partners
• Help establish the foundation for Panagon's long-term transition toward a stronger distributor-focused sales model

Compensation

Base salary per year Additional performance-based incentive compensation will be tied to distributor development, sales growth, and overall performance.

The position is designed to provide meaningful upside for someone who successfully builds a productive distributor network.

Why Join Panagon?

This is an opportunity to build something rather than step into something that already exists.

Panagon has an established product line, manufacturing capabilities, an existing customer base, distributor pricing, and a long history in the hydraulic aftermarket. What we need now is someone who can take those pieces and build a strong distribution network around them.

The right person will have a meaningful role in shaping how Panagon's distributor network is built and how our sales channel develops over the coming years.