Director, Distributor & Marketplace Partnerships

As the fastest-growing distributor of restaurant equipment, HVAC and residential appliance parts, we embrace unique enthusiasm, high integrity, and a passion for fresh ideas. Our workplace has been recognized on the Inc. 5000 list for 15 consecutive years and the Crain’s Fast 50 list ten times, and we’ve been voted a Chicago Tribune Top Workplace for the last four years.

About the role

The Director, HVAC Distributor Partnerships is responsible for developing and growing strategic relationships with online resellers, digital distributors, marketplace operators, eCommerce platforms, and technology-enabled channel partners. This highly visible individual contributor role serves as the executive relationship owner for key digital accounts and strategic partners. The Director will drive revenue growth by identifying new partnership opportunities, leading digital integration initiatives, and creating scalable programs that improve customer acquisition, catalog expansion, transaction volume, and operational efficiency.

Responsibilities

• Develop and execute strategic account plans for online reseller and marketplace partners
• Build executive-level relationships with owners, executives, eCommerce leaders, and digital operations teams
• Identify opportunities to increase sales, assortment expansion, digital adoption, and customer acquisition
• Lead business reviews and growth planning sessions with strategic partners
• Drive integration initiatives involving APIs, EDI, punchout solutions, catalog syndication, inventory visibility, and order automation
• Partner with Product Information Management (PIM), IT, Digital Commerce, Marketing, and Customer Experience teams to improve partner performance
• Develop joint growth strategies focused on assortment expansion, conversion improvement, and customer retention
• Monitor marketplace trends, digital commerce innovations, and competitive developments
• Identify new marketplace opportunities and emerging digital channels
• Lead negotiations for strategic agreements and partnership initiatives
• Act as the voice of digital partners within Parts Town to improve systems, processes, and customer experience
• Represent Parts Town at industry conferences, eCommerce forums, technology events, and partner meetings
• Deliver annual sales growth, profitability, and strategic partnership objectives

Requirements

• 8+ years of experience in eCommerce, marketplace partnerships, strategic sales, business development, or digital channel management
• Strong understanding of online reseller business models, marketplaces, and digital commerce ecosystems
• Experience managing enterprise-level partnerships and strategic accounts
• Familiarity with API integrations, EDI transactions, product content syndication, inventory management, and order automation workflows
• Proven ability to influence executive stakeholders and build long-term strategic relationships
• Exceptional communication, presentation, finance, and negotiation skills
• Ability to lead cross-functional initiatives without direct authority and operate independently in a fast-paced, growth-oriented environment
• Proficiency in English (both written and verbal)
• High-speed internet connection at home

Preferred Qualifications

• Experience in HVAC, industrial distribution, MRO, OEM parts, or adjacent industries
• Knowledge of marketplace platforms and digital commerce technologies
• Experience with ERP, PIM, OMS, CRM, and eCommerce platforms
• Familiarity with B2B eCommerce, contractor purchasing workflows, and procurement systems
• Understanding of channel conflict management and omnichannel strategies
• Bachelor's degree

Benefits

• Quarterly profit-sharing bonus
• Remote work schedule
• Team member appreciation events and recognition programs
• Volunteer opportunities
• Monthly IT stipend
• Casual dress code
• On-demand pay options: Access your pay as you earn it
• Health, dental, and vision insurance
• 401(k) with company match
• Employee assistance programs
• Paid time off, sick time, holidays, and parental leave
• Professional development opportunities

Pay

The salary range for this role is $94,301.86 to $140,874.95 annually, based on qualifications, experience, and geographical location. Parts Town is a pay-for-performance company, and some roles include a profit-sharing program and an annual bonus.