Distribution Manager – Rock Tools – West US
Location & Travel
This is a field-based role supporting customers and distributors across the Western United States. Travel is required up to ~50% to distributor locations, customer sites, and industry events.
Job Overview
The Distribution Manager – Rock Tools is responsible for driving revenue growth and market share across the Western U.S. through the development and management of the distributor network for rock drilling tools and consumables.
This role owns the commercial performance of assigned distributors, builds strong channel partnerships, and executes territory strategies to expand market penetration. The position serves as the primary liaison between the company, distributors, and end customers, ensuring alignment on sales objectives, product positioning, and customer satisfaction.
Key Responsibilities
Distributor & Channel Management
Develop, manage, and strengthen relationships with key distributors and channel partners across the region
Conduct regular business reviews, joint sales calls, and strategic planning sessions
Hold distributors accountable to sales targets, inventory levels, and brand standards
Sales Strategy & Execution
Develop and execute territory sales plans to achieve or exceed revenue and margin targets
Identify growth opportunities within existing distributor accounts and new market segments
Lead pricing discussions, commercial negotiations, and contract alignment with distributors
Channel Development
Identify gaps in market coverage and recruit, onboard, and develop new distributors as needed
Provide structured onboarding, product training, and ongoing commercial support
Ensure distributors are equipped with the tools, knowledge, and resources to effectively sell rock tools
Product & Technical Support
Deliver product training and technical guidance on rock tools, drilling applications, and performance optimization
Support distributors and customers in troubleshooting and application-based problem solving
Partner with technical teams to resolve product performance issues and improve customer outcomes
Marketing & Product Promotion
Partner with marketing to execute regional campaigns, product launches, and promotional initiatives
Ensure consistent brand representation and messaging across all distributor activities
Support field demonstrations, trade shows, and customer engagement events
Performance Management & Reporting
Monitor distributor performance using CRM and sales reporting tools
Analyze sales data, forecasts, and KPIs to identify trends, risks, and growth opportunities
Provide regular reporting and actionable insights to sales leadership
Customer Engagement & Market Intelligence
Conduct joint visits with distributors to key customers and drilling operations
Gather market intelligence on competitors, pricing, and product performance
Translate customer feedback into actionable insights for product and commercial strategy
Compliance & Governance
Ensure distributors operate in alignment with company policies, commercial agreements, and brand standards
Support compliance with applicable legal, regulatory, and safety requirements
Key Skills & Competencies
Channel Sales Management: Proven ability to grow and manage distributor networks in technical industries
Commercial Acumen: Strong capability in pricing, margin management, and contract negotiation
Technical Aptitude: Solid understanding of rock tools, drilling applications, and field performance drivers
Relationship Management: Ability to influence and build trust with external partners and internal stakeholders
Analytical Skills: Ability to interpret sales data, manage forecasts, and drive data-based decisions
Communication: Strong presentation and communication skills across technical and commercial topics
Self-Management: Highly self-directed with the ability to operate independently in a field environment
Minimum Qualifications
Education: Bachelor’s degree in Business, Engineering, or related field (or equivalent experience)
Experience:
5+ years of experience in sales, channel management, or technical field roles
Experience in mining, construction, drilling, or heavy equipment industries preferred
Demonstrated experience working with distributors or indirect sales channels
Technical Knowledge:
Working knowledge of rock tools, drilling systems, and field applications preferred
Ability to troubleshoot and support product performance in the field
Other Requirements:
Proficiency in Microsoft Office (Excel, PowerPoint, Outlook)
Willingness to travel up to ~50% across the Western U.S.
Valid driver’s license