Distribution Account Manager

Job Title:Distribution Account Manager

Department:Channel Sales / Distribution

Reports To:Channel Sales Director

Position Summary

The Distribution Account Manager is responsible for achieving sales and profitability targets through a network of authorized distributors. This role focuses on developing strategic relationships driving joint business plans managing channel performance and ensuring effective execution of marketing and growth initiatives to increase market share and revenue in the Kingdom of Saudi Arabia.

Key Responsibilities

1. Sales and Revenue Growth

• Achieve assigned sales revenue and margin targets through strategic distributor management and end user activities.
• Forecast and manage bookings revenue and funnel opportunities within the Kingdom of Saudi Arabia
• Identify growth opportunities within the distribution channel including new product introductions and market expansion.
• Execute corporate and regional growth strategy

2. Account Management

• Build and maintain strong business relationships with key distributors (sales marketing product management and leadership).
• Establish C Level relationships with Channel Partners to secure mindshare and shelf-share
• Develop joint business plans with distributors aligning objectives performance metrics and marketing initiatives.
• Conduct regular business reviews to track performance identify gaps and implement corrective actions.
• Support Key Account and other End User activities to grow the business in line with target setting

3. Channel Strategy and Execution

• Ensure distributors execute agreed sales and marketing programs effectively.
• Drive channel engagement and mindshare for the companys product portfolio.
• Work closely with Inside Sales Marketing and Sales Operations teams to optimize pricing inventory and Point of Sales.

4. Market Intelligence and Reporting

• Support the Commercial Strategy Managers collect market and competitor intelligence through distributor networks and field activities.
• Provide insights to influence product positioning product development needs pricing and promotional strategies.
• Maintain an accurate Funnel Management in line with the Fortive Business System and report on performance metrics.

5. Collaboration and Cross-Functional Alignment

• Coordinate with Field Sales Marketing and Technical teams to support end-user demand creation.
• Participate in trade shows training sessions and channel enablement programs.
• Support compliance with channel policies pricing discipline and contractual obligations.

Qualifications and Experience

• Bachelors degree in Engineering is preferred but also Business and Marketing degrees are acceptable.
• 5 years of experience in channel sales distribution management or key account management (preferably in Electrical industrial electronics or technology sectors).
• Proven track record of achieving sales targets and managing large distribution partners.
• Strong commercial and relationship management skills.
• Proficiency with Funnel Management
• Proficiency in the use of AI Tools to enable data-driven decision-making and improve efficiency
• Excellent communication presentation and interpersonal skills.

Required skills

• Strategic account planning and execution
• Channel enablement and performance management
• Strong analytical and problem-solving skills to be enabled and supported by the Fortive Business System
• Collaboration across teams and geographies
• Customer focus and business results orientation