Director, Global Distribution

Vontier; Coufouleux; Hybride; EUR 70 000 - 90 000; Plein temps

Résumé du poste

A leading technology company is looking for a Global Distributor Lead to drive sales growth and develop strategies for channel development. This role includes managing relationships with partners and ensuring compliance with corporate policies. Successful candidates will have proven experience in distributor management, strong negotiation skills, and a degree in Business or related fields. It offers a hybrid work environment and an opportunity to influence the fuel retail segment significantly.

Prestations

Continuous learning opportunities

Work-life balance initiatives

Inclusive environment

Qualifications

• Proven experience leading a distributor or channel management team.
• Excellent negotiation skills for handling large-scale business terms.
• Solid experience in sales management and complex sales environments.

Responsabilités

• Achieve sales and financial targets for the distribution business segments.
• Lead and support the commercial team to improve sales funnel quality.
• Provide timely reporting and data analysis to upper management.

Connaissances

International distributor management

Business acumen

Negotiation skills

Contracting and legal proficiency

Sales management

Sales strategy development

Multilingual abilities

Formation

Bachelor’s degree in Business Administration, Sales, Marketing, or related field

MBA or equivalent advanced degree

Outils

Data analysis tools

Description du poste

Job Title: Global Distributor Lead
Organization: Convenience Retail
Location: North America or Europe
Workplace Type: Hybrid
Department: Sales
Reports to: Chief Commercial Officer

Key responsibilities

Commercial objectives and business development

• Achieve sales and financial targets for the CR distribution business segments; analyse variances and lead corrective actions.
• Monitor market dynamics continuously; propose and implement adaptive go‑to‑market strategies tailored to the fuel retail segment.
• Develop and maintain strong relationships with channel partners and customers to deepen end‑customer and partner intimacy.
• Ensure Gross Value Realization meets targets related to pricing and margins, conducting regular reviews to track results.

Team leadership and channel partner management

• Lead and support the commercial team to improve sales funnel quality and dimension, increasing market coverage, conversion rates, and balanced product mix.
• Conduct regular performance reviews with channel partners against KPIs; provide coaching and guidance.
• Drive growth with existing partners and develop action plans for onboarding new partners or converting competitors to maximize coverage and sales.

Channel development strategy

• Champion CR’s vision for channel development by seeking efficiency gains and adapting strategies based on market analysis.
• Continuously evaluate and tailor the product portfolio to meet Global Indirect Channel market demands.
• Develop market coverage strategies addressing emerging trends such as Electric Vehicles (EV) and Commercial fuel sectors.

Reporting, compliance and stakeholder relations

• Provide timely reporting, data analysis, and risk management support to upper management.
• Accurately forecast orders and revenues in alignment with corporate calendars; contribute to budget planning, strategic planning, and policy deployment.
• Ensure channel partners operate in compliance with corporate policies, legal standards, and ethical norms.
• Maintain and update contracts and agreements with channel partners, driving necessary changes.
• Foster positive business relations with distributors, suppliers, industry associations, and government representatives.

Outcomes, deliverables and competencies

• Sales Growth: Achieve consistent growth in sales volumes and revenue through channel partnerships.
• Strategic Channel Development: Establish and maintain a high‑performing distribution network aligned with CR’s strategic goals.
• Market Adaptability: Proactively adjust strategies based on market trends and competitor activities.
• Team Leadership: Build, lead, and motivate a high‑performing commercial team and channel partners.
• Compliance and Governance: Ensure all channel activities adhere to corporate policies, legal requirements, and ethical standards.
• Stakeholder Engagement: Cultivate strong relationships with internal and external stakeholders to support business objectives.

Required skills and qualifications

Essential

• Proven experience leading an international distributor or channel management team.
• Strong business acumen with the ability to interpret customer activities and assess solution impacts.
• Excellent negotiation skills, capable of handling large‑scale business terms.
• Contracting and legal proficiency, including drafting and negotiating contracts.
• Background or experience in fuel retail, convenience retail, or commercial fuel business.
• Solid experience in sales management, account management, and complex sales environments.
• Demonstrated ability to develop, implement, and lead sales strategies successfully.
• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field. MBA or equivalent advanced degree preferred.

Preferable

• Experience with channel management in a multinational or cross‑regional context.
• LEAN experience desirable.
• Familiarity with Electric Vehicle (EV) market dynamics and commercial fuel sectors.
• Advanced data analysis and forecasting skills.
• Strong leadership and team development capabilities.
• Multilingual abilities are a plus.

Why this role matters

You will shape how Convenience Retail partners sell globally — building scalable channel processes, improving partner performance, and unlocking new revenue streams in a rapidly evolving market. If you thrive on strategy and execution, enjoy coaching teams and partners, and are excited by the intersection of fuel retail and emerging trends like EV, this role offers a high‑impact opportunity.

WHO IS GILBARCO VEEDER-ROOT

Gilbarco Veeder‑Root, a Vontier company, is the worldwide technology leader for retail and commercial fueling operations, offering the broadest range of integrated solutions from the forecourt to the convenience store and head office. For over 150 years, Gilbarco has earned the trust of its customers by providing long‑term partnership, uncompromising support, and proven reliability. Major product lines include fuel dispensers, tank gauges and fleet management systems.

WHO IS VONTIER

Vontier (NYSE: VNT) is a global industrial technology company uniting productivity, automation and multi‑energy technologies to meet the needs of a rapidly evolving, more connected mobility ecosystem. Leveraging leading market positions, decades of domain expertise and unparalleled portfolio breadth, Vontier enables the way the world moves – delivering smart, safe and sustainable solutions to our customers and the planet. Vontier has a culture of continuous improvement and innovation built upon the foundation of the Vontier Business System and embraced by colleagues worldwide. Additional information about Vontier is available on the Company’s website at www.vontier.com.

At Vontier, we empower you to steer your career in the direction of success with a dynamic, innovative, and inclusive environment.

Our commitment to personal growth, work‑life balance, and collaboration fuels a culture where your contributions drive meaningful change. We provide the roadmap for continuous learning, allowing creativity to flourish and ideas to accelerate into impactful solutions that contribute to a sustainable future.

Join our community of passionate people who work together to navigate challenges and seize opportunities. At Vontier, you are not on this journey alone‑we are dedicated to equipping you with the tools and support needed to fuel your innovation, lead with impact, and thrive both personally and professionally.

Together, let’s enable the way the world moves!