Distribution Business Development Representative

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Distribution Business Development Representative based in the United States.

The Distribution Business Development Representative will drive profitable new-business growth through strategic distribution partnerships and field-based sales activity.

This role focuses on building strong relationships with distributor leaders and frontline sellers while identifying and developing high-value end-user opportunities.

You will spend significant time in the field planning and executing joint customer calls, coaching distributor representatives, and advancing qualified opportunities.

The position combines consultative selling, channel development, pipeline management, customer engagement, and technical solution positioning.

You will work closely with direct sales and cross-functional teams to align account coverage, maximize resources, and create sustainable revenue growth.

Success will depend on your ability to turn territory insights and joint account plans into new customers, competitive conversions, product expansion, and measurable sales results.

This is a remote U.S. opportunity with substantial travel and the flexibility to be based near a major airport.

Accountabilities:

• Build trusted relationships with distributor sales leaders, branch managers, and frontline sellers across assigned strategic distribution accounts.
• Maintain a strong field presence by planning and conducting joint sales calls with distributor representatives at targeted end-user accounts.
• Identify and prioritize new-business opportunities by analyzing territory potential, customer needs, installed base, market intelligence, and distributor relationships.
• Develop joint account and customer-call plans that establish target accounts, objectives, responsibilities, next steps, and expected revenue outcomes.
• Coach distributor sellers on prospecting, customer discovery, application positioning, value-based selling, and closing strategies.
• Engage directly with end-user customers to understand water-quality challenges, qualify opportunities, recommend appropriate solutions, and communicate product and service value.
• Own the distributor-sourced sales funnel from lead generation through close, ensuring opportunities, next actions, and forecasts remain current and actionable.
• Drive disciplined post-call follow-up, coordinating quotations, product demonstrations, samples, technical resources, and customer commitments.
• Partner with the direct sales organization to coordinate account coverage, minimize channel conflict, and deploy the right resources against priority opportunities.
• Deliver sales growth across assigned distribution accounts, with a focus on acquiring new end users, converting competitive accounts, cross-selling, and expanding existing relationships.
• Conduct regular field-engagement and pipeline reviews with distributor teams to monitor activity, identify barriers, and improve opportunity conversion.
• Develop and execute annual sales action plans with key distribution partners, including targeted campaigns, seller-engagement initiatives, opportunity goals, and joint field activities.
• Participate in distributor sales meetings, training events, workdays, trade shows, and customer events to generate leads and accelerate opportunities.
• Support Quarterly Business Reviews by providing clear reporting on joint-call activity, pipeline health, wins and losses, forecasts, and agreed growth initiatives.

Requirements

• Bachelor’s degree in Chemistry, Biology, Environmental Science, Engineering, Business, or a related field, or equivalent professional experience.
• 3-5 years of field sales experience, preferably within the water industry, industrial markets, or a technical solutions environment.
• Demonstrated experience working through distribution channels and successfully influencing distributor sales representatives.
• Proven ability to generate new business through prospecting, joint customer calls, opportunity management, and disciplined follow-up.
• Strong understanding of consultative and value-based selling, with formal sales methodology training such as Sandler or Question-Based Selling considered a plus.
• Strong application curiosity and the ability to translate customer needs and technical challenges into clear product and service value propositions.
• Excellent communication, coaching, negotiation, presentation, and relationship-building skills.
• Strong analytical capabilities and proficiency using CRM systems and sales data to prioritize activities, manage pipeline, and improve conversion.
• Ability to build productive relationships with distributor partners while maintaining strong customer focus and commercial accountability.
• Self-motivated and proactive approach, with the ability to work independently while collaborating effectively with direct sales and cross-functional teams.
• Ability to operate effectively in a field-oriented, results-driven environment and consistently convert sales activity into measurable outcomes.
• Willingness and ability to travel approximately 50% of the time and maintain a consistent presence with distributor sellers and end-user customers.
• Ability to be located anywhere in the United States within reasonable commuting distance of a major airport.

Benefits

• Annual salary range of $90,000-$100,000 USD.
• Eligibility for incentive pay.
• Comprehensive benefits package for eligible employees.
• Medical, dental, and vision insurance.
• 401(k) retirement plan.
• Paid time off.
• Remote work opportunity within the United States.
• Flexibility to be based in a U.S. location within reasonable commuting distance of a major airport.
• Opportunity to work directly with distribution partners and end-user customers in a technical, solutions-oriented sales environment.
• Significant field exposure across the water and industrial markets, with opportunities to develop expertise in customer applications and technical solutions.
• Opportunity to influence new-business growth through channel strategy, consultative selling, coaching, and strategic account development.
• Collaborative environment focused on continuous learning, professional development, innovation, and measurable customer impact.
• Inclusive workplace committed to equal employment opportunity and reasonable accommodations.