General Manager - Joint Venture and Independent Distributors

About the role

The Director of Joint Ventures and Independent Distributors manages the company's commercial relationships with all Joint Ventures (JVs) and independent distributors. This role ensures that these partnerships align with corporate goals while driving profitable growth, maintaining pricing discipline, enhancing technical capabilities, and improving supply efficiency across the channel.

Responsibilities

• Serve as the company’s primary representative to JV management and independent distributors.
• Build, maintain, and strengthen commercial relationships with partners to ensure trust, transparency, and mutual growth.
• Maintain in-depth understanding of distributor agreements, JV structures, and territory dynamics.
• Manage boundary integrity, resolving infringements or overlaps between JVs or distributors.
• Navigate channel politics and sensitivities to maintain long-term stability.
• Escalate serious disputes to the JV Board for resolution.
• Attend JV board meetings as a guest when relevant to commercial or supply topics.
• Execute the long-term sales and channel strategy for JVs and distributors consistent with the company’s commercial priorities.
• Represent the company during Supply Agreement negotiations, ensuring clear commercial terms and expectations.
• Align JV and distributor strategies with product mix, market development, and profitability targets.
• Monitor JV and distributor performance vs. contractual commitments and KPIs.
• Identify opportunities for channel optimization, consolidation, or strategic expansion.
• Co-own pricing strategy with the Product Manager (PM).
• Lead pricing and discount negotiations with JVs and distributors.
• Oversee pricing verification and resolution of margin or variance issues.
• Support bid and retail pricing strategies for end customers.
• Ensure consistent application of pricing principles across the channel.
• Approve commercial adjustments (rebates, credits) within delegation.
• Work with PMs and JV teams to deliver Gross Margin and volume improvement initiatives.
• Support JV and distributor growth strategies, new business development, and product penetration initiatives.
• Lead and coordinate Product Stewardship activities across JVs and distributors.
• Deliver or arrange technical training sessions and ensure the correct experts are involved.
• Facilitate Product Manager / Technology sessions to enhance technical capability and value delivery.
• Lead execution of new technologies or product rollouts with readiness assessments and adoption plans.
• Monitor implementation progress and complete post-implementation reviews.
• Co-manage commercial performance meetings with JVs/distributors.
• Identify cross-regional opportunities for product adoption and best-practice sharing.
• Consolidate JV and distributor forecasts for monthly demand planning.
• Highlight risks related to supply, inventory, or customer demand changes.
• Act as an escalation point for shortages, quality issues, and customer complaints.
• Coordinate resolution with Supply Chain, PMs, and Operations.
• Ensure documentation of product complaints through the official system.
• Gather and analyze key market intelligence, including pricing and competitor movements.
• Provide actionable insights to PMs, Marketing, and Executive Leadership.
• Prepare structured monthly/quarterly performance reports with risks and opportunities.

Qualifications

• Bachelor’s degree or higher in related field preferred
• 10+ years relevant experience
• Proven experience in strategic alignment
• Demonstrated experience in pricing and commercial management
• Strong leadership and customer management skills

Benefits

• Paid vacation + 12 paid holidays + PTO days
• Full health benefits including employer HSA contributions + dental plan with an orthodontic option
• Matching 401K
• Generous tuition reimbursement program
• Generous paid parental leave
• Friendly and supportive coworkers
• Zero Harm for Everyone Everywhere

Company Values

• Value People – Respect, Recognize & Reward
• Treat the Business as our Own
• Care for the Community & our Environment
• Challenge & Improve the Status Quo
• Deliver on our Promises