Strategic Distribution Sales Lead (US/Canada)

OTTO Engineering; Illinois; On-site; USD 95,000 - 130,000; Full time

Job summary

OTTO Engineering is seeking a Distribution Sales Manager - Controls to drive growth across the United States and Canada through distributors and rep organizations. You will train distributors, develop pricing strategies, and monitor market trends to meet bookings and growth targets.

The role requires at least five years of related sales experience, a preferred Bachelor's degree, and strong MS Office and presentation skills.

Qualifications

• Bachelor's degree preferred.
• Minimum 5 years related sales experience.
• MS Office proficiency.
• Strong oral, written, and presentation skills.
• Willingness to travel within territory and extended hours.

Responsibilities

• Work with distributors, manufacturer's reps and customers in the US and Canada to grow existing and new business.
• Ensure distributors' sales organizations provide an effective field sales force and monitor performance.
• Track and report customer activity, competition, pricing, and market direction to Sales Director.
• Recruit and terminate distributors as needed and provide product training to distributors.
• Create collateral and sales tools for distribution markets and gather distributor feedback for new products.

Skills

Oral communication

Written communication

Presentation skills

Self-motivation

Travel willingness

Fast-paced environment

Education

Bachelor's degree preferred

Tools

MS Office

Job description

Job Description

Job Description

Distribution Sales Manager - Controls

Why should you join OTTO Engineering?

• At OTTO, we don't just manufacture products - we engineer mission-critical solutions with precision and pride. Our Controls Division designs and manufactures high quality, comprehensive solutions that reliably perform for some of the most demanding markets in the world, serving the medical, off-highway, and military / aerospace customers with switches, grips, and joysticks.
• As a core value, we focus on delivering for our customers through innovative technology, superior quality, value, and responsiveness … as a result, our growth continues!
• Employees are our greatest asset, which is why we share our company's profits to celebrate our collective success.
• As a privately-owned company, we are proud to invest significantly in our community and in our own growth, focusing on long-term business success.
• We are proudly American!

Specifically, we are seeking experience with …

• Working with distributors, manufacturer's representative organizations, and customers within the designated territory
• Increasing business with existing customers and new customers
• Providing product training to the distributors
• Strategy development and pricing recommendations
• Tracking and reporting customer returns, competition, pricing, and market direction

Our Distribution Sales Manager will perform a variety of sales duties to ensure a smooth department operation.

The Distribution Sales Manager will:

• Work with the distributors, manufacturer's rep' organizations and customers (existing and potential) within the designated territory (United States and Canada) to increase business with existing customers and new customers and new products.
• Ensure the distributors Sales organization are providing an effective field sales force and monitor their performance on a regular and formal basis.
• Track and report customer returns in technology, competition, pricing, and market direction to the Director of Sales.
• Take responsibility for terminating Distributors, as well as, hiring new Distributors.
• Provide product training to the Distributors on a regular basis, supporting trade shows and other promotional activity as needed.
• Assist in creation of collateral material and sales tools for the distribution market.
• Provide input from distributors to OTTO Sales and Engineering teams for new product development.
• Responsible for the attainment of direct booking goals and distributor sales and goals for the region.
• Takes ownership of strategy development, including pricing recommendation, for all strategic accounts within the region and secures concurrence of agreed upon strategy from the Director of Sales and Regional Sales Manager.
• Secures performance of Distribution in achievement of bookings plan for all products, forecast accuracy, and achievement of strategic customer penetration plans.
• Manages all facets of distribution and the implementation of distributor promotions.
• Manage Distribution Co-op Program activities.
• Monitors top accounts and major opportunities within the region and provides assistance where needed to maintain and/or capture new business.
• Log major opportunities in CRM.
• Develops and maintain effective communication with manufacturer's representatives, distributors and customers.
• Participate in the Material Review Board (MRB) – including developing and processing Discrepant Material Reports (DMRs) and performing part analysis as directed by the MRB committee.
• Assist with other related duties as required or assigned.

About you - What you'll bring to the table:

• Bachelor's degree preferred
• Minimum 5 years related sales experience
• MS Office computer knowledge
• Strong oral, written, and presentation skills
• Requires self-motivation and ability to complete projects with strict guidelines
• Must be able to work in a quick paced environment
• Must be able to travel within territory
• Availability for nonstandard or extended work schedule

What OTTO offers for this specific position:
The hiring range listed in this posting is what we, in good faith, anticipate relying on when confirming a base salary for this position; exceptions may be considered for highly experienced candidates with multiple years of at-level experience.

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