Distributor Sales Channel Manager (3684118)

Job Description

DISTRIBUTOR SALES CHANNEL MANAGER – USA

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• Industry: Premium Decorative Finishes
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• Location: Miami (FL) - (average 50% time travel)
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Company Overview

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Our client has a 30+ year heritage in premium decorative finishes and a growing footprint in the U.S. luxury market. With an established brand and a high-quality product range, the business is ready to scale through a commercial leader who can own the distribution channel and support its continued growth.

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Position Overview

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Our client is seeking an experienced Sales Channel Manager to lead the commercial development of its premium decorative finishes line through distributors across the United States. This is a commercial role with full accountability for revenue targets and KPIs, driving value through a structured distributor network and direct relationships with high-value clients. This role is suited to a builder: someone who wants to grow a distributor network hands-on and from the ground up, making a visible impact on an established brand in a growing market.

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Responsibilities

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Commercial Channel Strategy & Sales Results

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• With the support of the U.S. team and the Group Branches Director, define and execute our client’s U.S. distributor sales strategy, with full ownership of revenue targets and commercial KPIs.
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• Build the annual commercial plan for the distribution channel, including pricing architecture, territory allocation, and a phased market penetration roadmap.
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• Report directly to the Group Branches Director on sales results, business performance, pipeline health, and market intelligence.
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Distributor Network Leadership

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• Own the end-to-end distributor lifecycle: prospecting, evaluation, onboarding, performance management, and, where necessary, transition.
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• Set, support, and enforce performance frameworks—including sell-in targets, brand standards, and training compliance—across the national network.
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• Drive revenue growth within existing key distribution accounts through structured account plans, wallet share expansion, and proactive upselling of our client’s full product range.
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Market Expansion & Intelligence

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• Identify and prioritize whitespace markets; develop territory entry plans with defined milestones and investment cases.
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• Monitor competitor activity, pricing dynamics, and emerging trends in the premium decorative and luxury coatings segment.
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• Provide structured market feedback to our client’s group and U.S. team on product and market strategies to support U.S.-specific adaptation and positioning.
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Team & Capability Building

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• Partner with our client’s U.S. operations team on activities that support sales, including training and other tactical initiatives.
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• Provide input, when requested, on customers’ expected service levels, forecasting, and supply chain alignment.
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Requirements

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Experience

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• 5+ years in commercial roles, including at least 2 years in channel or key account management. A background in supplying professional retailers of premium building materials, decorative finishes, coatings, flooring, or a related luxury segment is a strong plus.
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• Demonstrated track record of managing and growing a portfolio of key accounts in the U.S. market, with experience building and scaling a distributor network from early stage to maturity.
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• Experience within complex B2B and B2B2C commercial ecosystems.
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Technical & Commercial Skills

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• Knowledge of the U.S. distribution landscape, preferably in specialty construction and finishing products.
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• Sufficient technical fluency to engage credibly with customers and partners; experience in decorative finishes or coatings is a plus.
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• Proven ability to negotiate multi-tier agreements and manage pricing governance and incentives.
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• Comfortable operating across both strategic planning and hands-on market execution.
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Leadership & Soft Skills

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• Ability to build trust and long-term relationships with premium and luxury brand clients.
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• Strong executive communication skills, including the ability to present business cases and performance reviews concisely and effectively.
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• Strong commercial judgment and the discipline to prioritize and sequence opportunities in a resource-constrained environment.
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• Entrepreneurial drive: comfortable with ambiguity and capable of setting direction without a fully built-out structure.
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Languages & Mobility

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• Fluent English required; Italian or another European language is a plus.
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• Willingness to travel across U.S. territories (~50% of the time) and occasionally internationally to Italy for strategic alignment and training.
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• Base: Miami. Regular physical presence at the office is required while not traveling; remote-only arrangements will not be considered.
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Compensation and Benefits

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• ABS: max 140k + bonus
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• Insurance: 100% employer-paid employee health, dental, vision, long-term disability, and $10,000 life insurance coverage.
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• Voluntary benefits: Short-term disability, accident insurance, and additional life insurance.
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• 401(k): Available with no employer match.
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• Time off: 11 paid U.S. holidays and 10 annual PTO days, potentially negotiable and subject to company policy.
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