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.