Distribution Business Development Representative

About the role

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.

Responsibilities

• 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.
• 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.