Distributor Relationship Manager

Responsibilities

• Builds and maintains long-term, trusted advisor relationships with Distributors, earning credibility through consistent support, insight, and results to promote the adoption of tools, programs, initiatives and improve Distributor satisfaction scores.
• Becomes the JST expert on assigned Distributors to understand their structure, market approach, strategic priorities, and opportunities for improvement resulting in tailored strategies that increase market penetration and revenue growth.
• Visits Distributors and communicates regularly, providing clear visit summaries, documenting action items, and ensuring timely follow-up to enhance transparency, and strengthen trust in Johnstone Supply’s partnership model.
• Recognizes and shares Distributor success stories for broader organizational learning, awards, and publications to foster a culture of excellence, inspire peer learning, and amplify JST’s reputation as a collaborative growth partner.
• Reviews Distributor strategic planning, including market expansion, product diversification, and acquisition opportunities. Challenge status quo thinking to drive new revenue channels, competitive differentiation, and measurable business growth across Distributor territories.
• Facilitates quarterly Distributor Cohort groups to exchange ideas, address challenges, and explore growth strategies to foster collaboration, share actionable insights, and accelerate adoption of best practices that improve collective performance.
• Serves as the onboarding liaison, ensuring smooth transitions, clear communication, and timely execution of deliverables.
• Maintains a deep knowledge of the Distribution Agreement, franchise requirements, and JS Manuals, and proactively address non-compliance issues and work collaboratively on solutions to ensure contractual compliance.

Qualifications

• Bachelor’s degree (B.S./B.A) from a 4-year college or university preferred; At least 10 years of experience in distributor relations, vendor management, business development, trade marketing, or a related field; or equivalent combination of education and experience.
• Strong business acumen with demonstrated ability to interpret financial statements, assess profitability, and identify revenue growth opportunities.
• Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and familiarity with CRM, ERP, and business intelligence tools.
• Understanding of distribution channel economics, franchise models, and wholesale operations.
• Knowledge of compliance requirements related to franchise agreements, business operations, and Distributor governance.
• Ability to synthesize complex data sets into actionable recommendations that improve Distributor efficiency, profitability, and alignment.
• Ability to apply project management skills: establishing objectives, timelines, and deadlines; action planning to meet deadlines; evaluating project status compared to objectives.
• Ability to apply problem-solving skills: listening to, interpreting, and meeting the needs of others; diagnosing and rectifying problems.
• Ability to apply organization skills: developing and using systems for organizing and keeping track of information and prioritizing multiple tasks.
• Ability to design, implement, and manage relationship management frameworks that drive consistent Distributor engagement and measurable outcomes.
• Experience facilitating strategic planning sessions, business reviews, and cross-functional collaboration forums (e.g., Distributor Cohorts, leadership summits).
• Ability to interpret and apply Distribution Agreement provisions, ensuring compliance and risk mitigation.
• Skill in facilitating open lines of communication with Distributor Partners, employees, and upper-level management.

Benefits

• Competitive wage
• Health and wellness benefits including medical, dental, vision coverage, and options for supplemental care
• Safe Harbor 401(k) – 100% employer match up to 5% of base pay and immediate vesting
• Holiday pay – we recognize and pay our employees for 7.5 holidays per year
• Paid Parental Bonding Time
• Employer subsidized medical, dental, and vision plans
• Employer paid life insurance and short-term disability
• Voluntary long-term disability, accident, critical illness, and hospital indemnity insurance
• 24/7 Access to virtual care/telehealth options
• Health Savings Account (HSA) with employer contribution; Flexible spending accounts (FSA)
• Wellbeing program with opportunity to earn reduced medical costs
• Employee Assistance Program (EAP) for you, and your family
• Tuition reimbursement
• Employee referral bonus program
• Employee service milestone recognition program