Vice President, Business Development - Indirect

Job Description

Job Description

About Culligan Quench

Culligan Quench’s purpose is to impact people’s lives and improve the earth by helping to eliminate the 500 million plastic bottles consumed each year. We play a front-line role in the battle against single-use plastic water bottles by delivering on-demand filtered water solutions to more than 120,000 healthy and environmentally conscious customers across North America. Our bottle-free water coolers, ice machines, sparkling water dispensers and coffee brewers purify the existing water supply, providing an endless supply of clean water and water-based beverages for a fixed monthly fee, typically under a long term bundled service and rental subscription agreement. Culligan Quench has grown from a small regional company to an international leader that had a successful NYSE public offering in 2016 and is now a strategic company owned by private equity backed Culligan. Headquartered in King of Prussia, PA, Quench has more than 1,600 team members operating out of more than 90 locations across North America and Puerto Rico. For more information visit

About Culligan

There’s nothing more fundamental to life on Earth than water. At Culligan, we believe transforming water can transform the world. That's why we offer expert water services and industry-leading solutions globally. Local Culligan teams deliver better drinking water to people at work, at home and on the go. With expertise across service, science and sustainability, Culligan turns water you can live with into water you can love. For more information visit

Values: 5Cs

Culligan as One

Customers come first

Commitment to Innovation

Courage to do what's right

Consistently deliver exceptional results

Position Summary

Culligan Quench is seeking a high-impact commercial leader to serve as Vice President, Business Development – Indirect Division . This executive will lead growth strategy, dealer engagement, and commercial performance across a large North American network of dealers serving the point-of-use water, ice and related filtration market. 

This role is responsible for a substantial portion of Indirect revenue and will lead a team of business development professionals accountable for dealer principal relationships and revenue expansion. The Vice President will serve as the senior commercial leader for the captive dealer channel, developing and executing growth initiatives while strengthening strategic relationships with key dealer principals and ownership groups. 

The ideal candidate is a proven business builder with a track record of growing revenue through indirect sales channels, managing strategic accounts, developing high-performing teams, and influencing results across a complex organization. Success in this role requires equal parts strategic thinking, executive relationship management, leadership, and operational discipline. 

Key Responsibilities 

Strategic Leadership & Revenue Growth 

• Own and deliver revenue, profitability, and growth objectives for all Captive dealers. 

• Develop and execute multi-year growth strategies that increase market share and dealer engagement. 

• Drive dealer adoption of new products, programs, technologies, and service offerings. 

• Establish and monitor key performance indicators to ensure achievement of revenue and EBITDA targets. 

• Lead annual planning, forecasting, budgeting, and business review processes. 

Dealer Network Development 

• Strengthen and expand relationships with dealer owners, executives, and key stakeholders across North America. 

• Increase dealer loyalty and share-of-wallet through consultative selling and business development initiatives. 

• Support dealer growth through territory expansion, sales training, business planning, and operational best practices. 

• Serve as a trusted advisor to dealer leadership teams, helping them drive sustainable growth and profitability. 

Team Leadership 

• Lead, coach, and develop a team of Business Development Managers. 

• Establish clear performance expectations and accountability measures. 

• Foster a culture of collaboration, customer focus, innovation, and results. 

• Provide ongoing mentorship, performance feedback, and professional development opportunities. 

• Build succession plans and organizational capability to support long-term growth. 

Cross-Functional Leadership 

• Partner closely with Product Management, Marketing, Operations, Supply Chain, Finance, Customer Service, and Executive Leadership. 

• Ensure commercial strategies align with operational capabilities and corporate objectives. 

• Champion initiatives that improve customer experience, dealer satisfaction, and profitability. 

• Resolve escalated dealer concerns and facilitate timely solutions. 

• Collaborate on pricing, product launches, inventory strategies, and business planning initiatives. 

 

Qualifications 

Required 

• Bachelor's degree in Business, Management, or related field. 

• 10+ years of progressive experience in business development, sales leadership, channel management, or general management. 

• 5+ years of leadership experience managing commercial teams. 

• Demonstrated success managing a customer portfolio with significant revenue responsibility. 

• Proven track record of exceeding revenue and profitability goals. 

• Experience building and managing dealer, distributor, franchise, or indirect sales channel relationships. 

• Strong analytical, financial, and strategic planning skills. 

• Exceptional communication, negotiation, presentation, and executive relationship management abilities. 

• Experience utilizing CRM platforms, sales analytics, forecasting tools, and Microsoft Office Suite. 

Preferred 

• Experience in the water, filtration, foodservice equipment, HVAC, industrial distribution, or related industries. 

• MBA or advanced business degree. 

 

Performance Measures 

40% – Revenue Growth & Profitability 

• Achievement of annual revenue plan 

• EBITDA and margin performance 

• Growth from new products and initiatives 

25% – Dealer Network Performance 

• Dealer retention and satisfaction 

• Share-of-wallet growth 

• Territory expansion and channel development 

20% – Leadership & Talent Development 

• Team performance against goals 

• Employee development, retention and engagement 

• Organizational capability building 

15% – Strategic Initiatives 

• Execution of corporate growth initiatives 

• Cross-functional leadership effectiveness