Distribution Sales Manager

Job Description

Job Description

This position is remote but must be based on the U.S. West Coast. Candidates must currently reside in California, Washington, Oregon, Nevada, or Arizona and work primarily within Pacific Time Zone business hours. At this time, candidates located outside this region will not be considered, and relocation assistance is not available.

MAIN FUNCTION

Responsible for the strategic development, management, and growth of PNY's business within assigned distribution, reseller, system integrator, and solution provider accounts. Drives revenue growth, market share expansion, partner engagement, and profitability across PNY's product portfolio by developing and executing comprehensive business plans, cultivating executive-level relationships, and aligning internal resources to customer objectives.

Serves as the primary commercial representative for assigned accounts while providing market intelligence, channel insights, and strategic recommendations that support PNY's overall business growth objectives.

DUTIES AND RESPONSIBILITIES

To perform this job successfully, the individual must be able to perform each essential duty satisfactorily.

Strategic Account Management

• Own and develop assigned accounts to achieve and exceed sales, revenue, profitability, and market share objectives.
• Build and maintain executive-level relationships with key stakeholders across distribution and reseller organizations.
• Develop and execute annual business plans, growth initiatives, and quarterly account reviews for assigned partners.
• Identify, develop, and close new revenue opportunities across PNY's full portfolio of products and solutions.
• Expand wallet share within existing accounts through strategic account penetration and customer development activities.
• Negotiate pricing programs, promotions, inventory opportunities, and commercial agreements that support company objectives.

Channel Development & Growth

• Develop and execute channel growth strategies to increase partner engagement and revenue.
• Collaborate with partners on demand generation activities, market expansion initiatives, product launches, and promotional campaigns.
• Drive adoption of new products and strategic product categories through education, training, and partner enablement programs.
• Identify emerging market opportunities, customer requirements, and competitive threats within the channel ecosystem.

Forecasting & Business Planning

• Create accurate revenue forecasts and sales projections for assigned accounts and product categories.
• Analyze sales trends, inventory positions, customer demand signals, and market conditions to improve forecast accuracy.
• Develop action plans to address performance gaps and capitalize on growth opportunities.
• Provide regular business reviews, performance summaries, and strategic recommendations to sales leadership.

Partner & Customer Engagement

• Lead customer-facing meetings, executive business reviews, trade events, industry conferences, and partner meetings.
• Serve as the primary escalation point for strategic customer issues while coordinating solutions with internal teams.
• Conduct regular account visits and maintain a strong field presence with key accounts and partners.
• Deliver professional presentations on products, programs, market opportunities, and business performance.

Cross-Functional Leadership

• Partner closely with Marketing to develop account-specific marketing programs, promotions, and channel campaigns.
• Collaborate with Product Management to ensure alignment on product positioning, roadmap communication, and customer requirements.
• Work with Operations and Supply Chain teams to manage customer expectations related to inventory, fulfillment, and product availability.
• Coordinate with Finance on pricing strategy, profitability analysis, rebate programs, and commercial opportunities.

Reporting & Market Intelligence

• Maintain opportunities, forecasts, account activities, and business plans within Microsoft Dynamics CRM.
• Track pipeline development, wins, losses, competitive activity, and customer trends.
• Provide market feedback regarding pricing, channel dynamics, product positioning, and competitor activity.
• Deliver actionable insights that help shape sales strategy and business planning.

Additional Responsibilities

• Represent PNY professionally and ethically in all customer interactions.
• Support special projects, strategic initiatives, and additional duties as assigned.

QUALIFICATIONS

• 7-10+ years of progressive experience in channel sales, distribution management, account management, or business development within the technology industry.
• Proven experience managing strategic relationships with major distributors and partners, including ASI, Ingram Micro, TD SYNNEX, Ma Labs, and other national channel organizations.
• Demonstrated success growing revenue, margin, and market share within assigned territories or accounts.
• Strong knowledge of PC components, gaming, storage, memory, graphics, AI infrastructure, enterprise technology, or related technology products.
• Experience building and executing joint business plans, partner programs, and go-to-market strategies.
• Strong financial acumen with experience in forecasting, pipeline management, pricing analysis, and revenue planning.
• Executive-level presentation, negotiation, and relationship management skills.
• Experience utilizing CRM systems (Microsoft Dynamics preferred) and business reporting tools.
• Advanced proficiency with Microsoft Office Suite, particularly Excel and PowerPoint.
• Ability to analyze market trends, competitive activity, and customer performance data to drive business decisions.
• Ability and willingness to travel as business needs require.

KEY RELATIONSHIPSInternal

• Executive Leadership Team
• Sales Leadership
• Product Management
• Marketing
• Operations & Supply Chain
• Demand Planning
• Finance
• Customer Service

External

• Distributor Executives
• Purchasing Teams
• Category Managers
• Sales Leadership
• Channel Partners
• System Integrators
• Resellers
• Vendor Partners

Why Join Us:

This position offers the opportunity to make a meaningful impact on the employee experience while helping shape the future of our HR programs. The role provides exposure to strategic benefits planning, learning and development, employee engagement, and cross-functional collaboration, making it an excellent opportunity for an HR professional looking to grow their career.

COMPENSATION:

The base salary range for this position is $75,000.00 to $100,000.00 + Commision; the exact salary depends on several factors such as experience, skills, education, and budget.

BENEFITS OVERVIEW:

We offer a competitive benefits package that includes medical, dental, vision, basic life and AD&D coverage, short- and long-term disability, a 401(k) retirement plan, annual discretionary salary increases and bonuses. Employees receive paid company holidays, paid time off, and access to company-paid training. Optional benefits include tuition reimbursement, a 529 college savings plan, pet insurance, legal and ID theft coverage, and other voluntary insurance plans.