Distribution Account Manager

Accountabilities Develop the territory: Create and execute sales strategies to expand business across Central Europe, the Middle East, and Africa, adapting approaches to local market conditions and opportunities.

Own sales performance: Take direct responsibility for territory revenue, sales forecasting, pipeline management, and overall commercial results.

Acquire new distributors: Proactively identify, approach, negotiate with, and secure new distributor accounts to establish a strong and sustainable distribution network.

Build a sales pipeline: Research untapped markets, identify prospective partners, generate leads, and consistently pursue new business opportunities.

Strengthen distributor relationships: Engage distribution partners, increase product awareness, and support sell-through to accelerate revenue growth.

Generate end-user demand: Build relationships with HVACR contractors, technicians, and other end users to increase product adoption and create demand throughout the distribution channel.

Represent the business internationally: Attend and represent the organization at industry events, trade shows, and other relevant commercial activities across the territory.

Identify market opportunities: Gather competitive intelligence, share regional market insights, and identify customer needs that can inform sales strategies and business development priorities.

Collaborate across teams: Work with internal sales, marketing, and other stakeholders to coordinate growth initiatives, strengthen market positioning, and maximize commercial opportunities.

Build long-term market presence: Establish the relationships, visibility, and commercial foundations needed to develop the territory into a sustainable source of business growth.

Requirements

Significant experience in B2B sales, with a demonstrated record of success selling manufacturer products through wholesale or two-step distribution channels.

Proven ability to develop new business, win distributor accounts, and establish sales opportunities in new markets or territories.

Experience developing business across Central Europe, the Middle East, and/or Africa is highly relevant.

An entrepreneurial, self-motivated approach, with the ability to work independently and take full ownership of a large, geographically dispersed territory.

Strong prospecting, negotiation, communication, and relationship-building skills, with the confidence to engage new partners and develop lasting commercial relationships.

Demonstrated ability to manage sales pipelines, forecast revenue, execute territory plans, and deliver measurable sales results.

Professional fluency in English.

Additional language proficiency in German, Dutch, French, Arabic, or other relevant regional languages is advantageous.

Current residence in the United Kingdom, the Netherlands, or Germany.

Willingness and ability to undertake approximately 60% international travel.

Preferred: Experience in the HVACR industry, particularly with professional tools, test instruments, or equipment.

Preferred: An established network and strong understanding of HVACR distributors, contractors, and technicians across Central Europe, the Middle East, or Africa.

Preferred: A bachelor’s degree.

The ability to adapt to diverse business cultures, manage competing priorities, and remain focused on long-term territory development while pursuing immediate sales opportunities.

Benefits

Remote work: A 100% remote, field-based position for candidates residing in the United Kingdom, the Netherlands, or Germany.

Territory ownership: The opportunity to build and develop an international territory with substantial autonomy and direct responsibility for commercial performance.

Entrepreneurial impact: Be the first dedicated sales professional in a developing market, with the opportunity to establish relationships, create market presence, and influence future growth.

Established brand and products: Represent recognized, high-quality professional HVACR tools and test instruments in an industry focused on innovation and practical solutions.

Internal support: Work alongside established sales and marketing teams to support business development and territory expansion.

International exposure: Build relationships across diverse markets and participate in international industry events and trade shows.

Professional growth: Develop expertise in international distribution sales, market expansion, strategic account development, and territory management.

Travel opportunity: Approximately 60% international travel, offering direct exposure to customers, distributors, and markets throughout the CEMEA region.

Compensation: Salary and additional compensation details were not specified in the provided job description.

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