Our client is a technology-driven company that develops advanced solutions for surface treatment, application systems, and industrial components, primarily serving the automotive and manufacturing sectors. The company operates exclusively through a network of specialized distributors and is undergoing a strategic evolution to move beyond price competition, strengthening its value proposition through technical expertise, service integration, and customer experience.
Mission
The Sales Director will lead the company’s commercial growth strategy by strengthening its distributor network and introducing a value-based commercial model. This includes identifying new market opportunities, supporting partners in building technical-commercial capabilities, and aligning internal functions to reinforce a consistent, high-impact go-to-market strategy.
This is a hybrid strategic and operational role: the position requires both high-level planning and direct involvement in the field, working closely with distributors, marketing, product, and service teams to activate growth and reinforce the company’s positioning as a value-driven partner.
Responsibilities
Channel Development & Strategic Growth
* Identify new market opportunities and strategic applications for the company’s product and service offering.
* Expand and strengthen the distributor network in priority markets or segments.
* Build joint business development plans with key partners, aligned with long-term commercial objectives.
Value-Based Commercial Execution
* Support distributors in transitioning from price-based selling to a value-driven approach focused on performance, reliability, and service.
* Lead or co-lead strategic end-client engagements in collaboration with distribution partners.
* Contribute to the design of bundled offerings that integrate products, services, and technical support.
Sales Enablement & Partner Support
* Provide tools, content, and structured methodologies to improve the commercial effectiveness of the distributor network.
* Train and coach partners on product value articulation, objection handling, and solution selling.
* Monitor performance and support partners in achieving shared business goals.
Marketing & CX Alignment
* Work closely with marketing to align messaging, campaigns, and go-to-market tools with the distributor channel’s needs.
* Ensure the overall customer journey—managed via distributors—reflects the company’s positioning and service promise.
* Gather market feedback to refine targeting strategies and enhance customer relevance.
Cross-Functional Leadership
* Collaborate with product, service, and operations teams to align commercial initiatives with technical and operational capabilities.
* Contribute to sales forecasting, budget planning, and strategic reviews.
* Promote cross-departmental integration around commercial priorities and market needs.
Required Qualifications
* Minimum 8 years of experience in business development, strategic sales, or commercial leadership roles in industrial or B2B technical environments.
* Proven experience managing or developing distributor channels and indirect sales models.
* Strong ability to lead commercial transformation based on value creation and service differentiation.
* Excellent negotiation, coaching, and partnership development skills.
* Comfortable working cross-functionally and influencing internal and external stakeholders.
* Fluent in English.
Preferred Experience
* Background in technical sales through distributors, integrators, or VARs.
* Experience designing channel enablement strategies and value-selling content.
* Familiarity with CRM tools and collaborative sales/marketing platforms.