Distribution Business Development Representative

Hach; United States; Remote; USD 90,000 - 100,000; Full time

Benefits offered by this job

Medical/dental/vision insurance

401(k) plan

Paid time off

Job summary

Hach, a Veralto company, is seeking a Distribution Business Development Representative to drive profitable growth through our distributor network. You will work with distributor sellers in the field to identify end-user opportunities, plan joint calls, develop qualified pipelines, and convert activities into new customers and expanded product adoption.

You will coach distributor teams on value-based selling, engage end users to uncover water-quality needs, and partner with the direct sales

Qualifications

• Experience in field sales, preferably in technical solutions or water/industrial markets.
• Ability to develop and manage distributor-driven pipeline and end-user opportunities.
• Strong communication, coaching, and relationship-building skills.
• Familiarity with value-based selling methodologies is a plus.
• Willingness to travel up to 50% and work in a field-based role.

Responsibilities

• Build trusted relationships with distributor sales leaders and frontline sellers.
• Spend substantial time in the field conducting joint calls with distributor teams.
• Identify and prioritize new-business opportunities using territory potential and customer needs.
• Create joint account plans with defined targets, steps, and revenue expectations.
• Coach distributor sellers on prospecting, discovery, and value-based selling.
• Engage end users to understand water-quality challenges and recommend solutions.
• Own the distributor-sourced funnel from lead to close and maintain forecasts.
• Coordinate quotes, demonstrations, samples, and technical support with customers.
• Collaborate with direct sales to align coverage and avoid channel conflict.
• Deliver growth through new end-user acquisition, cross-selling, and expansion.

Skills

Field sales

Relationship building

Communication skills

Presentation skills

Negotiation

CRM software

Travel readiness

Education

Bachelor’s degree or equivalent experience

Tools

CRM software

Job description

Imagine yourself…

• Doing meaningful work that makes an everyday impacton the world around you.
• Growing your expertiseand expanding your skillset with every project.
• Owning your ambitionand fueling your career growth.

At Hach (www.hach.com), a Veralto company, we ensure water quality for people around the world, and every team member plays a vital role in that mission. Our founding vision is to make water analysis better—faster, simpler, greener, and more informative. We accomplish this through teamwork, customer partnerships, passionate experts, and reliable, easy-to-use solutions.

As part of our team and the broader Veralto network, you’ll be part of a unique work environment where purpose meets possibility: where you’ll make an immediate, measurable impact on a global scale by enabling the world’s everyday water needs, and where you’ll have opportunities to foster your professional development and fuel your career growth.

Motivated by the highest possible stakes in climate change and global health, we’re working together within a rapidly digitizing industry to find innovative technologies that guarantee the safety of our water and our environment. More about us: https://www.hach.com/about-us

Hear more about Shaping the Future of Hach:

https://www.veralto.com/company/hach

Veralto’s 2025 Sustainability Report:

https://lnkd.in/g2P6_iP5

The Distribution Business Development Representative drives profitable new-business growth through Hach’s distribution network by working directly with distributor sellers in the field. Reporting to the Distribution Sales Manager, this role builds strong relationships with key distribution partners, identifies priority end-user opportunities, and plans and executes joint sales calls with distributor representatives. The role is accountable for developing qualified pipeline, advancing opportunities, and converting joint field activity into new customers, expanded product adoption, and sustainable revenue growth. The ideal candidate is a proactive, customer-focused field sales professional who can coach distributor sellers, communicate Hach’s value proposition, and consistently turn account plans into measurable results.

Key Responsibilities:

• Build trusted working relationships with distributor sales leaders, branch managers, and frontline sellers within assigned key distribution accounts.
• Spend significant time in the field with distributor sellers, planning and conducting joint calls on targeted end-user accounts.
• Identify and prioritize new-business opportunities with distributor teams using territory potential, customer needs, installed base, and market intelligence.
• Create joint account and call plans that define target customers, objectives, roles, next steps, and expected revenue outcomes.
• Coach distributor sellers on prospecting, discovery, application positioning, value-based selling, and closing strategies for Hach solutions.
• Engage end users directly to uncover water-quality challenges, qualify opportunities, recommend appropriate solutions, and communicate Hach’s product and service value.
• Own the distributor-sourced sales funnel from lead creation through close, ensuring opportunities, next actions, and forecasts are current and actionable.
• Drive disciplined follow-up after joint calls, coordinating quotations, demonstrations, samples, technical support, and customer commitments.
• Partner closely with the Hach direct sales organization to align account coverage, avoid channel conflict, and bring the right resources to priority opportunities.
• Deliver sales growth from assigned distribution accounts, with emphasis on new end-user acquisition, competitive conversions, cross-selling, and expansion within existing accounts.
• Lead regular field engagement and pipeline reviews with distributor teams to track activity, remove barriers, and improve conversion.
• Develop and execute annual sales action plans with key partners, including targeted campaigns, seller engagement plans, opportunity goals, and joint field activity.
• Participate in distributor sales meetings, training events, workdays, trade shows, and customer events to generate leads and accelerate opportunities.
• Support Quarterly Business Reviews with clear reporting on joint-call activity, pipeline health, wins, losses, forecast, and agreed growth actions.
  

Qualifications:

• Bachelor’s degree in Chemistry, Biology, Environmental Science, Engineering, Business, or a related field; or equivalent experience.
• 3-5 years of field sales experience, preferably in the water industry, industrial market, or a technical solutions environment.
• Demonstrated experience working through distribution channels and influencing distributor sellers.
• Proven ability to generate new business through prospecting, joint customer calls, opportunity management, and disciplined follow-up.
• Formal sales training in value-based selling methodologies, such as Sandler or Question-Based Selling, is a plus.
• Strong application curiosity and ability to translate customer needs into a clear product and service value proposition.
• Excellent communication, coaching, negotiation, presentation, and relationship-building skills.
• Strong analytical skills and proficiency using CRM and sales data to prioritize activity, manage pipeline, and improve conversion.
  
• Ability to travel 50% of the time and maintain a consistent field presence with distributor sellers and end-user customers. May be located anywhere in the U.S. within reasonable commuting distance of a major airport.

US ONLY:

The below range reflects the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future. An associate’s position within the salary range will be based on several factors, including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs.

The compensation range for this role is $90,000.00 - $100,000.00 USD per year.This job is also eligible for Incentive Pay.

We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company’s sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

US residents: In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.

Veralto Corporation and all Veralto Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at [e-mail] to request accommodation.

Unsolicited Assistance

We do not accept unsolicited assistance from any headhunters or recruitment firms for any of our job openings. All resumes or profiles submitted by search firms to any employee at any of the Veralto companies, in any form without a valid, signed search agreement in place for the specific position, approved by Talent Acquisition, will be deemed the sole property of Veralto and its companies. No fee will be paid in the event the candidate is hired by Veralto and its companies because of the unsolicited referral.