Distribution Group Manager

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Description

Americas Distribution Group Manager

Description:

Distribution is one of NI’s most important scale engines, providing customer reach, transaction efficiency, and access to new markets. However, distributors only realize their full potential when indirect channel strategy, distributor management, and seller execution operate as a connected system.

The Americas Distribution Group Manager role exists to close these gaps by creating a high-performing regional distribution organization that combines distributor management with disciplined territory channel management execution across the customer buying journey.

This role is critical to transforming distribution from a fulfillment channel into a scalable growth engine that consistently generates demand, accelerates opportunities, expands customer reach, and delivers predictable revenue growth across the Americas.

Role Purpose
Lead the Americas Distribution organization by owning the regional distribution business strategy, distributor performance, and distribution sales operating model.

You will lead a team of Corporate Distribution Managers and Territory Channel Managers responsible for developing strategic distributor relationships, driving distributor business plans, and ensuring disciplined execution of the distributor seller motion across the customer buying journey.

In this Role, Your Responsibilities Will Be:

1. Own the Americas Distribution Business

   • Lead the overall Americas distribution strategy, business performance, and revenue growth.

   • Own regional distributor revenue targets, business planning, forecasting accuracy, and execution against annual operating plans.

   • Ensure distributor investments, programs, and resources are aligned to strategic growth priorities.

   • Lead Quarterly Business Reviews (QBRs) and annual planning processes with distributors.

2. Lead and Develop a High-Performing Distribution Organization

   • Directly manage Distribution Managers and Channel Managers across the Americas.

   • Establish clear role definitions, accountability, and performance expectations across the organization.

   • Coach distribution and territory managers on distributor strategy, sales execution, opportunity management, and partner engagement.

   • Build organizational capability, succession plans, and talent development programs.

   • Create a culture focused on execution, accountability, collaboration, and continuous improvement.

3. Drive Distributor Strategy and Executive Relationships

   • Influence distributor leadership teams to align investment priorities, growth plans, and sales motions with NI objectives.

   • Develop long-term business and marketing plans that improve distributor self-reliance and customer reach.

   • Resolve complex channel conflicts and drive alignment across multiple stakeholders.

   • Represent the voice of distribution within NI leadership discussions and strategic planning activities.

4. Own the Distribution Sales Operating Model

   • Define and govern the distribution sales operating model across the customer buying journey.

   • Ensure clear ownership, engagement rules, escalation paths, and handoff standards between distributors, distribution managers, channel managers, Sales, BUs, TSE, and Operations.

   • Drive consistency in opportunity qualification, routing, pipeline management, and distributor engagement practices.

   • Establish operating model that improve visibility, accountability, and execution quality.

   • Ensure distribution activities support both demand generation and demand fulfillment objectives.

5. Improve Distributor Seller Effectiveness

   • Ensure distributors are enabled in focus areas of competence where they can win consistently.

   • Drive programs that improve distributor prospecting, qualification, opportunity management, and customer engagement.

   • Increase distributor participation in demand generation activities, lead follow-up, and joint pursuit planning.

   • Improve distributor capability to independently execute commercial sales motions while effectively leveraging NI resources when required.

   • Establish scalable best practices that improve distributor productivity and conversion rates.

6. Create Cross-Functional Alignment

   • Partner with Sales Leadership to align territory plans and distributor engagement strategies.

   • Collaborate with BU and Product Management to prioritize enablement, product focus areas, and technical support requirements.

   • Work with Marketing to ensure distributor demand generation activities support strategic growth initiatives.

   • Partner with TSE and Operations to improve post-sale visibility, customer experience, and issue resolution.

   • Ensure distributors receive appropriate NI support to create successful customer outcomes.

7. Drive Operational Excellence and Accountability

   • Establish weekly, monthly, and quarterly operating cadences across the organization.

   • Monitor pipeline quality, forecast accuracy, handoff effectiveness, and distributor execution.

   • Identify systemic issues and implement corrective actions to improve organizational performance.

   • Ensure disciplined CRM usage, reporting accuracy, and business planning rigor.

   • Create visibility into leading indicators that predict future business performance.

Who You Are:

You introduce new ways of looking at problems. You partner with others to get work done. You are confident under pressure.

For This Role, You Will Need:

• 12+ years of experience in sales leadership, channel management, partner management, or distribution leadership.
• 5+ years of people management experience leading remote teams.
• Demonstrated success managing distributors, channel partners, or indirect sales organizations.
• Strong understanding of distributor business models, seller incentives, forecasting processes, and sales operations.
• Proven ability to develop business plans and execute through matrixed organizations.
• Experience building and scaling operating models, governance structures, and cross-functional execution processes.
• Executive-level communication and stakeholder management skills.
• Strong business acumen, forecasting discipline, and operational rigor.
• Ability to influence senior leaders both internally and externally.
• Experience working across sales, marketing, operations, technical, and customer success functions.

Success Metrics

• Business Outcomes

  • Achieve or exceed Americas distribution revenue and profitability targets.

  • Increase distributor POS and POP performance.

  • Improve distributor-influenced pipeline growth and forecast accuracy.

  • Expand customer reach and active customer acquisition through distribution.

• Distributor Effectiveness

  • Increase distributor-generated opportunities and deal registrations.

  • Improve distributor win rates and deal velocity.

  • Increase distributor self-sufficiency within defined competency areas.

  • Increase adoption of joint business plans and strategic growth initiatives.

• Operating Model Health

  • Increase percentage of opportunities with clear ownership and next steps.

  • Improve handoff quality and visibility across the customer buying journey.

  • Reduce executive escalations and late-stage opportunity surprises.

  • Improve post-sale visibility and customer issue resolution.

• Organizational Effectiveness

  • Develop and retain top distribution talent.

  • Improve employee engagement and leadership effectiveness.

  • Increase cross-functional alignment and execution consistency.

  • Build a scalable operating model capable of supporting future growth.

Culture & Commitment to You:

At Emerson, we prioritize a workplace where every employee is valued, respected, and empowered to grow. We foster an environment that encourages innovation, collaboration, and diverse perspectives—because we know that great ideas come from great teams. Our commitment to ongoing career development and growing an inclusive culture ensures you have the support to thrive. Whether through mentorship, training, or leadership opportunities, we invest in your success so you can make a lasting impact. We believe diverse teams working together are key to driving growth and delivering business results.

We recognize the importance of employee wellbeing. We prioritize providing flexible, competitive benefits plans to meet you and your family’s physical, mental, financial, and social needs. We provide a variety of medical insurance plans, with dental and vision coverage, Employee Assistance Program, 401(k), tuition reimbursement, employee resource groups, recognition, and much more. Our culture offers flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave.

Work Authorization:

Emerson will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1 (including those with OPT or CPT), H-1, H-2, L-1, B, J or TN, or who need sponsorship for work authorization now or in the future, are not eligible.