Industrial Business Development Manager

Vertical Supply Group; Northern (KY); Hybrid; USD 120,000 - 160,000; Full time

Job summary

Vertical Supply Group is seeking an experienced Business Development Manager / Manufacturer’s Representative to accelerate growth across North America in the Industrial Distribution market. This role is not a traditional outside sales position and requires understanding distributor operations from corporate leadership to branch levels, with the ability to create demand and influence specifications.

You will represent leading brands in industrial safety, rope, rigging, lifting, and work-at-height

Qualifications

• Minimum of 5–7 years of experience in channel sales, manufacturer’s representation, industrial distribution, or related B2B sales.
• Demonstrated success selling through large industrial distributors such as Motion Industries, Applied Industrial Technologies, Fastenal, Grainger, MSC, Core & Main, or similar organizations.
• Strong understanding of how industrial distributors operate, including corporate and branch-level decision making.

Responsibilities

• Develop and execute a strategic plan to grow Vertical Supply Group’s presence within the Industrial Distribution channel.
• Identify and prioritize target distributors, corporate accounts, and strategic growth opportunities throughout North America.
• Develop multi-year growth strategies with key distributor partners.
• Build relationships at every level of distributor organizations, including corporate leadership, category managers, regional and branch management, outside sales teams, and product specialists.
• Become a trusted advisor to distributor partners through consistent engagement and value creation; conduct regular business reviews and develop joint growth plans.
• Work with distributor sales teams to identify, develop, and close end-user opportunities; create pull-through demand by supporting end users, contractors, utilities, industrial manufacturers, and safety professionals.
• Influence specifications and product selection to position Vertical Supply Group brands for success.
• Identify and pursue new distributor partnerships; expand existing relationships and manage long-term sales opportunities through the entire sales cycle.

Skills

Channel sales

Relationship building

Strategic account planning

Long sales cycles

Influence without authority

Autonomy

Education

Bachelor's degree

Tools

CRM software

Job description

Vertical Supply Group is seeking an experienced Business Development Manager / Manufacturer’s Representative to accelerate the growth of our premium brands within the Industrial Distribution market across North America. This is NOT a traditional outside sales position. Success in this role requires someone who understands how large industrial distributors operate—from corporate leadership to branch operations and knows how to create demand, influence specifications, and help distributor partners win business. The ideal candidate is a relationship builder who thrives in complex selling environments, understands long sales cycles, and can connect end‑user opportunities with distributor partners to drive sustainable growth. You will represent a portfolio of industry‑leading brands in industrial safety, rope, rigging, lifting, and work‑at‑height solutions while serving as the primary advocate for Vertical Supply Group throughout the industrial distribution channel.

Key Responsibilities:

Channel Growth Strategy

• Develop and execute a strategic plan to grow Vertical Supply Group’s presence within the Industrial Distribution channel.
• Identify and prioritize target distributors, corporate accounts, and strategic growth opportunities throughout North America.
• Develop multi‑year growth strategies with key distributor partners.

Distributor Relationship Management

• Build relationships at every level of distributor organizations, including:
• Corporate leadership
• Category managers
• Regional management
• Branch leadership
• Outside sales teams
• Product specialists
• Become a trusted advisor to distributor partners through consistent engagement and value creation.
• Conduct regular business reviews and develop joint growth plans.

Demand Creation & Market Development

• Work alongside distributor sales teams to identify, develop, and close end‑user opportunities.
• Create pull‑through demand by supporting major end users, contractors, utilities, industrial manufacturers, and safety professionals.
• Assist distributor representatives with product demonstrations, technical support, customer visits, and training.
• Influence specifications and product selection to position Vertical Supply Group brands for success.

Sales & Business Development

• Identify and pursue new distributor partnerships where strategic.
• Expand existing distributor relationships by increasing product penetration and share of wallet.
• Manage long‑term sales opportunities through the entire sales cycle.
• Support contract opportunities, national account initiatives, and strategic projects.

Training & Brand Representation

• Deliver product training to distributor personnel and end users.
• Represent Vertical Supply Group at industry trade shows, distributor meetings, sales events, and customer demonstrations.
• Serve as the market expert for our portfolio of premium brands.

Cross‑Functional Collaboration

• Work closely with Marketing, Product Management, Customer Service, Operations, and Sales Leadership to execute channel strategies.
• Provide market intelligence, competitive insights, and customer feedback.
• Maintain accurate opportunity and activity reporting within the CRM system.

Qualifications

Required Experience:

• Minimum of 5-7 years of experience in channel sales, manufacturer’s representation, industrial distribution, or related B2B sales.
• Demonstrated success selling through large industrial distributors such as Motion Industries, Applied Industrial Technologies, Fastenal, Grainger, MSC, Core & Main, or similar organizations.
• Strong understanding of how industrial distributors operate, including corporate and branch‑level decision making.
• Proven ability to build relationships across multiple organizational levels.
• Experience managing long sales cycles and complex selling environments.
• Strong business acumen with the ability to develop strategic account plans.

Preferred Qualifications:

• Experience representing industrial safety, PPE, rope, rigging, lifting, fall protection, or work‑at‑height products.
• Existing relationships within the Industrial Distribution channel.
• Bachelor’s degree in business, Marketing, or related field preferred.

The ideal candidate is:

• A self‑starter who thrives with autonomy.
• Highly motivated, competitive, and results oriented.
• Comfortable opening new doors and building long‑term partnerships.
• Skilled at influencing without direct authority.
• Organized with strong planning and follow‑through.
• An excellent communicator and relationship builder.
• Curious, coachable, and continuously learning.
• Passionate about representing premium brands and delivering value to customers.

Travel Requirements

• Approximately 40–50% travel throughout North America.
• Overnight travel required.
• Occasional attendance at trade shows, customer meetings, and corporate events.

Physical Requirements: This position requires frequent travel and regular use of a computer, telephone, and presentation equipment. The employee may occasionally lift product samples or display materials weighing up to 50 pounds. Frequent standing, walking, sitting, speaking, and use of hands for computer and presentation activities is required.

Why Vertical Supply Group?

Vertical Supply Group is a leading manufacturer of premium products serving the industrial safety, utility, rescue, military, arborist, lifting, and work‑at‑height markets. Our family of respected brands is trusted by professionals who depend on quality, innovation, and performance every day.