Job Purpose
Our client is looking to strengthen its distribution business across the DACH region by driving sustainable sales growth through strategic distributor relationships. The role focuses on expanding the channel partner ecosystem, supporting partner activation, and increasing market presence through an established distribution network.
The Role
The Distribution Sales Manager (DACH) will play a key role in developing the distribution channel and driving long-term business growth through strategic distribution partners.
The successful candidate will be responsible for managing and strengthening existing distributor relationships, identifying new business opportunities, supporting partner recruitment and activation, and ensuring distributors are fully equipped to position the company's solutions successfully in the market. Stock management and demand planning will also be essential to supporting continued business growth.
Working closely with distributor sales teams, reseller partners, and internal Sales, Marketing, Product Management, Pre-Sales, and Operations teams across the DACH region and Europe, the Distribution Sales Manager will help execute the company's channel strategy while ensuring strong partner engagement and commercial success.
This is a field-based position with extensive partner interaction and regular travel across Germany, Austria, and Switzerland.
Key Responsibilities
· Manage and develop strategic distribution partners across Germany, Austria, and Switzerland.
· Build strong, trusted, and long-term relationships with key stakeholders within the distributor network.
· Create, implement, and review joint business plans with clearly defined objectives, growth initiatives, and performance metrics.
· Drive profitable sell-in and sell-out growth through structured distributor engagement.
· Support the recruitment, onboarding, and activation of new channel partners through distribution.
· Promote and strengthen the company's partner program across the distributor and reseller ecosystem.
· Collaborate closely with distributor sales teams to increase product knowledge, solution awareness, and sales confidence.
· Plan and execute sales enablement initiatives, including partner training sessions, webinars, Lunch & Learns, and joint customer activities.
· Lead regular forecasting discussions covering pipeline development, stock levels, product mix, and product availability.
· Monitor distributor performance, sales development, and market opportunities.
· Plan, execute, and evaluate distributor marketing activities in close cooperation with the local Marketing team.
· Support Marketing Development Fund (MDF) initiatives, campaigns, partner events, roadshows, trade fairs, and demand generation activities.
· Measure the ROI and effectiveness of distributor marketing initiatives and sales campaigns.
· Monitor market trends, competitor activities, and partner feedback to identify new opportunities.
· Share relevant market intelligence with the DACH sales organization and the wider European business.
· Maintain accurate sales forecasts, structured opportunity management, and transparent sales reporting.
· Deliver against agreed sales, business development, and performance targets for the DACH region.
Candidate Profile
Our client is looking for a commercially driven sales professional with proven experience in channel and distribution sales within the B2B technology sector.
The ideal candidate will bring:
· Several years of experience in Distribution Sales, Channel Sales, Partner Management, or Account Management within a B2B technology environment.
· Strong knowledge of electronic security, video surveillance, IP networking, IT, or related technology markets.
· Experience working with indirect sales models, distributor networks, and partner-led business environments.
· A proven track record of developing distributor relationships, driving revenue growth, and creating long-term partner value.
· Solid understanding of sell-in and sell-out models, stock management, product mix, forecasting, and distributor performance management.
· Experience planning and executing partner marketing initiatives, promotional activities, and sales campaigns.
· A strong commercial mindset combined with a structured, proactive, and results-oriented approach.
· The ability to translate strategic objectives into measurable business outcomes.
· Excellent communication and presentation skills with the ability to build trusted relationships across all organizational levels.
· A collaborative mindset and strong team orientation.
· High levels of self-motivation, ownership, and accountability.
· Fluent German and good English language skills, both written and spoken.
· Willingness to travel regularly throughout Germany, Austria, and Switzerland, with occasional travel across Europe.
· A valid driver's license.
