Director of Distributor Sales

Description:Director of Distributor Sales

Eberhard Overview:

Eberhard is a global leader in the design and manufacturing of engineered security access solutions, recognized worldwide for our commitment to innovation and quality. Guided by our vision to be the First Choice for secure access solutions globally, we deliver on a mission rooted in a proud tradition of engineered excellence – to grow, elevate, and inspire our team and customers by providing innovative, reliable solutions and world-class experiences, while maximizing value for our shareholders. At the heart of our culture are our “CARE” values: Collaboration, Accountability, Respect, and Excellence, which shape how we work together and serve our partners every day. With strategic operations across the USA, Mexico, China, and Taiwan, Eberhard is proud to be a division of The Eastern Company (Nasdaq: EML), continuing a legacy of industrial leadership since 1859. We are dedicated to fostering an inclusive, supportive, and growth-focused workplace that makes Eberhard a top global employer of choice.

Role Description:

The Director of Sales – Distribution leads the development, expansion, and performance of our distribution and sales representative network across North America. This individual will be responsible for managing existing distributor relationships while aggressively pursuing new market opportunities across verticals including specialty vehicles, service vehicles, medical, electronics, truck accessories, and power sports.

This role is pivotal to achieving our strategic objectives and profitable growth. The successful candidate will make informed decisions on coverage strategies, lead strategic sales initiatives, and drive distributor and rep performance through data-driven processes and incentives.

Core Responsibilities:

• Manage and grow current distribution network across North America, identifying and onboarding new distributors and sales representatives in targeted market verticals.
• Utilize expertise to determine appropriate sales channel (Sales Rep or distributor) based on customer revenue, relationship, and technical complexity.
• Evaluate territory coverage gaps and implement solutions to improve market penetration and responsiveness.
• Develop and execute go-to-market strategies for key verticals.
• Analyze market trends, competitive positioning, and customer feedback to refine strategic sales plans.
• Coordinate product and market launches with marketing and product management teams.
• Design and implement a Distributor Scorecard to track revenue growth, product mix achievement, lead conversion, digital engagement, and quotation success rates.
• Create and manage a Distributor Council to strengthen partner engagement and alignment with company objectives.
• Develop and administer Distributor and Sales Rep Contracts, ensuring compliance and clarity of responsibilities.
• Launch and manage an annual Distributor and Sales Rep Awards Program to recognize high performers.
• Utilize Salesforce CRM for lead and pipeline management, territory planning, and performance tracking.
• Leverage internal systems including ERP, Paylocity, and Sales Reporting Tools to monitor sales performance and support planning.
• Collaborate with finance, marketing, and customer service to streamline operations and optimize distributor support.
• Lead, grow, and develop successful sales team.

Education, Experience, Skills, and Qualifications:

• 7+ years of experience in sales leadership with a focus on distributor and channel management while managing sales professionals.
• Strong understanding of the sales rep/distributor model in an industrial or hardware product environment.
• Experience in multi-vertical sales including at least one of the following: specialty vehicles, service vehicles, medical, electronics, truck accessories, or power sports.
• Demonstrated success in growing revenue and building a high-performing distribution network.
• Proficiency with Salesforce, ERP systems, and sales analytics software.
• Strong leadership, communication, and negotiation skills.
• Ability to travel (30–50%) across North America.

Preferred Experience:

• Prior experience working in or selling into manufacturing environments using hinges, locks, latches, or related components.
• Experience in creating and managing distributor councils, contracts, and incentive programs.
• Background in strategic account planning and vertical market penetration.

Requirements: