Distribution Channel Manager

Your Responsibilities

• Develop, manage, and continuously evaluate the distributor network and channel structure, recommending additions, exits, or territory realignments.
• Onboard new partners in underserved territories and establish clear territory assignments and account mapping to eliminate channel conflict.
• Develop annual joint business plans with each distributor, including volume targets, growth initiatives, product-mix goals, and marketing activities.
• Set budgets, goals, and growth targets aligned to FUCHS objectives.
• Establish distributor scorecards tracking sales growth, product-mix penetration, inventory turns, payment performance, and lead conversion, and conduct regular business reviews against plan.
• Collaborate with distributors to identify, pursue, and close new end-user business.
• Act as a technical and commercial resource, executing lead-generation programs through joint calls, end-user training, and product demonstration events.
• Support distributors in transitioning from order-taking to consultative selling, equipping their teams to position the full FUCHS lubricants-plus offering, including technical services, oil analysis, and reliability programs.
• Design and deliver product, application, and technical training for distributor sales teams, and develop certification or tiering programs that reward high-performing partners with enhanced support, co-marketing investment, and preferred positioning.
• Partner with Pricing, Demand Planning, Customer Service, and Marketing to ensure consistent pricing, product availability, and service levels, and to localize co-branded materials and campaigns for distributor deployment.
• Drive distributor adoption of FUCHS digital tools, such as ordering portals, technical resource libraries, and CRM-based opportunity tracking, and maintain accurate account business plans, performance reports, and pipeline updates in CRM.

Qualifications

• Bachelor’s degree in Engineering, Science, or Business
• 5–10 years of lubricants distribution experience, with exposure across industrial, automotive, or specialty markets preferred
• Proven B2B sales experience in a technical field preferred
• Experience building or managing distributor scorecards, joint business plans, or channel training programs a plus
• Entrepreneurial mindset with a strong customer-focused approach
• Excellent written and presentation skills
• Proven relationship-building and influencing skills
• Ability to align cross-functional stakeholders without direct authority
• Willingness to travel at least 50% domestically

Benefits

FUCHS offers a challenging and rewarding working environment where employees are encouraged to develop and grow as professionals. In this role, you will have the opportunity to work on projects that will expand your experience and challenge your abilities in the global marketplace. The position also offers an excellent compensation package and a comprehensive suite of benefits. Detailed benefit information can be found at this link: https://fuchs.com/us/en/benefits.

FUCHS Lubricants Co. is an equal employment opportunity (EEO)/AA employer and strongly supports diversity in the workplace (m/f/d/v).