We are seeking a highly motivated and experienced Strategic Distribution Manager to drive the sales of industrial encoders through our distribution partners to increase our sales to Original Equipment Manufacturers (OEMs) and end users. In this role, you will be responsible for developing and executing strategic distribution sales plans, managing distribution channels, and cultivating relationships with key partners and both Dynapar and distribution sales representatives to expand market share and achieve revenue targets.

 

Key Responsibilities

Create and implement comprehensive distribution sales strategies to grow the business in both new and existing markets, focusing on industrial encoders. Develop, manage, and optimize distribution channels, ensuring alignment with business objectives and maximizing sales opportunities with OEMs and end users. Identify, evaluate, and onboard new distributors to enhance market reach and capabilities. Set performance targets for distribution partners, regularly review their progress, and provide feedback and support to ensure they meet or exceed sales goals. Work with our Sensing Technologies group IT team to implement new distribution enablement tools leveraging the latest trends in Automation and AI. Collaborate with supply chain teams to manage distributor inventory levels, minimize stockouts, and optimize order fulfillment processes.  Develop pricing strategies and negotiate contracts with distribution partners to maintain competitive positioning while achieving profitability targets. Develop and work with HD field sales reps to deliver training programs for distributor sales teams to enhance product knowledge, technical understanding, and sales effectiveness. Build and maintain strong, long-term relationships with key distributors to understand their needs, provide technical support, and ensure customer satisfaction. Collaborate with marketing teams to develop distribution promotional activities, campaigns, and training materials to enhance product awareness and drive demand leveraging tools such as product information management and our distributor portal. Monitor distribution sales performance, track key metrics, and provide regular reports on progress against goals. Identify and address any gaps or opportunities for improvement. Work with logistics teams to streamline distribution processes, reduce delivery times, and improve service levels to distributors and end users. Identify and mitigate risks associated with distribution, such as channel conflicts, compliance issues, and supply chain disruptions.

Qualifications

Bachelor's degree in Business, Engineering, or a related field. Proven experience (5+ years) in distribution sales management, or business development, preferably in the industrial automation or electronics industry. Strong understanding of industrial encoders and their applications across various industries. Experience working with distributors who sell to both OEMs and end users, with a track record of achieving sales targets. Excellent communication, negotiation, and relationship-building skills. Analytical mindset with the ability to translate market data into actionable insights. Willingness to travel as required to meet with customers, distributors, and partners (up to 75%)

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Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

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