Key Account Manager- Distribution

Megger; Oregon; Hybrid; USD 75,000 - 120,000; Full time

Job summary

Megger is seeking a Key Account Manager – Distribution to drive growth of the distribution business across North America, focusing on current authorized distributors and new channel partners. The role requires a hunter and relationship builder who understands the distribution model and markets served.

The position emphasizes strategic planning, partner enablement, and strong collaboration across sales, marketing, and operations.

Qualifications

• Bachelor's degree (Business preferred)
• 3–5 years of proven distribution sales experience
• Demonstrated success in penetrating and growing key accounts
• Technical aptitude and quick learning of equipment
• Strong communication skills to explain complex products and processes
• Knowledge of test instruments and applications in the electric power industry is a plus
• Proficiency with CRM platforms, Excel, Word, and Outlook
• Sense of urgency with attention to detail
• Customer-centric mindset balancing customer needs with company goals
• Negotiation skills to maximize profitability
• Relationship management for long-term partnerships
• Problem solving and adaptability in pricing, lead times, and orders
• Cross-functional collaboration with sales, marketing, customer service, operations, finance
• Self-reliance and ability to work under pressure
• Excellent organizational skills

Responsibilities

• Build and maintain strong relationships with distributor leadership, buyers, regional managers, and sales teams.
• Serve as the primary contact for assigned distribution partners from branch level to executive leadership.
• Lead quarterly business reviews (QBRs) covering performance, goals, and growth plans.
• Monitor partner compliance with terms, pricing, and territorial guidelines.
• Proactively engage stakeholders to build, execute, and measure promotional programs.
• Support and resolve escalations related to orders, quotes, pricing, and deliveries.
• Develop and execute annual business plans with distributors, including revenue targets and campaigns.
• Identify white space by region, vertical, and product segment to close gaps.
• Collaborate with distributor sales teams to grow sales and brand awareness.
• Research and pursue partnerships and strategic alliances for visibility and relevance.
• Coordinate product training and sales tools for partners (in person and virtual).
• Provide collateral, demo equipment, and launch plans for new products.
• Plan, execute, and measure co-marketing activities including promotions and events.
• Support distributor participation at trade events and seminars.
• Ensure partners use current branding and product information; coordinate with Marketing on content.
• Capture end-user feedback and market trends for internal sharing.
• Use CRM to track KPIs, maintain a healthy sales pipeline, and report monthly on activity and partnership satisfaction.
• Identify risks and opportunities within accounts and implement corrective actions as needed.

Skills

Distribution sales

Key account management

CRM proficiency

Strategic planning

Education

Bachelor's degree

Tools

CRM platforms

Excel

Word

Outlook

Job description

The Vacancy

Role Summary:

The Key Account Manager – Distribution (KAM-DTB) will drive growth of Doble-Megger's distribution business across North America, with both current authorized distributors and new channel partners. The role requires a strong hunter and relationship builder who understands the distribution model and the markets it serves. The primary focus is developing new and existing business, building deeper and broader relationships, and creating strong partnerships with key accounts.

Main Responsibilities:

Partnership Relationship Management

• Build and maintain strong relationships with distributor leadership, buyers, regional managers, and sales teams.
• Serve as the primary point of contact for assigned distribution partners, from branch level to executive leadership.
• Lead quarterly business reviews (QBRs) covering performance, goals, and growth plans.
• Monitor partner compliance with agreement terms, pricing, and territorial guidelines.
• Proactively engage internal and partner stakeholders to build, execute, and measure promotional programs.
• Support and resolve escalations related to orders, quotes, pricing, and deliveries.

Strategic Planning & Revenue Growth

• Develop and execute annual business plans with assigned distributors, including revenue targets, focused product lines, and promotional campaigns.
• Identify white space by region, vertical, and product segment, and work with internal and partner teams to close the gaps.
• Work with distributor sales teams and their key accounts to grow sales and brand awareness, build valued partnerships, and understand end-user markets.
• Research and pursue partnerships and strategic alliances that increase Doble-Megger's visibility and relevance within target accounts.

Channel Enablement & Training

• Coordinate application engineering support and deliver product training, both in person and virtually.
• Equip partners with sales tools, demo equipment, and collateral as needed.
• Introduce new products and solutions with clear positioning, expectations, and launch plans.
• Build each distributor's ability to effectively position and sell the Doble-Megger portfolio.
• Plan, execute, and measure co-marketing activities, including promotions, rebates, and customer events.
• Support distributor participation at trade events, seminars, and lunch & learns.
• Ensure partners use current branding and product information, and work with Marketing on digital content.
• Capture end-user feedback and market trends to inform internal Doble-Megger stakeholders.

Sales Performance & Reporting

• Use CRM to track key performance indicators, including customer visits, calls, emails, opportunities, lead management, and account planning/management.
• Maintain an accurate sales pipeline for forecasting, and provide monthly reporting on key account activity and partnership satisfaction.
• Identify risks and opportunities within accounts and implement corrective actions as needed.

Experience, Skills & Knowledge required to be successful in role

Technical Skills/Knowledge/Qualifications

Soft Skills

• Bachelor's degree, Business preferred, or equivalent experience
• 3–5 years of proven distribution sales experience
• Demonstrated success penetrating and growing key accounts, from branch level to executive leadership
• Technical aptitude and confidence learning technical equipment
• Strong communication skills, with the ability to explain complex products and processes
• Knowledge of test instruments and applications used in the electric power industry a plus
• Proficiency with CRM platforms, Excel, Word, and Outlook
• Sense of Urgency – responds quickly without sacrificing attention to detail
• Customer-Centric Mindset – customer first, balanced with company requirements
• Negotiation – maximizes profitability while exceeding customer expectations
• Relationship Management – builds trust and long‑term partnerships; addresses concerns as they arise
• Problem Solving & Adaptability – resolves pricing, lead‑time, and order issues and last‑minute partner needs
• Cross-Functional Collaboration – works with sales, marketing, customer service, operations, application engineering, repair, and finance
• Self-Reliance & Working Under Pressure – makes sound decisions for the company while meeting customer expectations
• Organization – manages multiple priorities effectively