Director of Distribution Sales

Integrated Power Services

15d•$145,000 - $200,000•Remote

About The Position

We value individuals with a competitive spirit and a relentless drive to succeed in the highest echelons of the industry. Our ideal candidate and teammate thrives in a fast-paced environment, consistently seeking opportunities to outperform competitors and achieve top-tier results, while never hesitating to ask for help when needed. At IPS, we compete in the Major leagues, where innovation, curiosity, and adaptability are crucial to our sales approach. We seek teammates who combine strong technical acumen with a deep understanding of our customers, disciplined execution, and strategic thinking. Time management, effective communication, and a 'buyer first' mindset are essential. We encourage our team members to continuously seek knowledge, ask probing questions, and challenge conventional thinking to uncover innovative solutions that set us apart from the competition. Responsibilities & Expectations: The Director of Distribution Sales leads regional and national distribution sales operations for IPS’s Electric Motor & Generator Distribution Service Line, including New Motors, VFDs, Unit Exchange, and Parts. This Distribution offering is a critical part of IPS’s go-to-market strategy, enabling customers to manage electric motor and generator assets end-to-end through distribution, repair, and field service. This role partners closely with Area General Managers, Area Sales Managers, location-based field sellers, and inside sales/support teams to deliver above-market growth, expand share, and increase customer retention. The Director also owns strategy and executive relationships across key Tier 1 and Tier 2 OEM distributor agreements, while driving a consistent commercial operating cadence across IPS’s service centers and hubs. As one of the most senior sales leaders in the company, the Director models OneIPS leadership, drives continuous improvement, and strengthens sales force effectiveness and best-practice adoption across the enterprise.

Requirements

Bachelor’s degree from an accredited institution required; MBA preferred.
Minimum 15 years of strategic B2B sales experience in industrial/electrical markets; distribution channel sales experience preferred.
Demonstrated skill and impact in:
Strategic / National Account Management (required)
Distribution channel sales, multi-site execution, and complex solution selling (preferred)
Strategic planning, territory/account planning, and commercial operating cadence
Supplier/OEM relations, sourcing support, and program management
Business and financial acumen (margin, mix, pricing discipline); intelligent risk-taking
Leadership impact: coaching, developing talent, “makes people better”
Cross-functional influence and executive-level communication
CRM and PC proficiency

Responsibilities

Own and execute the distribution sales strategy for New Motors, VFDs, and Parts to achieve above-market growth, increased share-of-wallet, and improved customer retention.
Translate IPS Strategic Plan and Annual Operating Plan into actionable regional and local priorities, playbooks, and execution rhythms.
Establish clear expectations and standards for prospecting, pipeline development, opportunity qualification, pricing discipline, and win/loss learning.
Expand the Distribution value proposition through bundled solutions in partnership with Repair and Field Service to increase total account penetration.
Build productive, professional relationships with key internal and external stakeholders and coach sellers and leaders to do the same.
Create and scale best practices (selling motions, call cadence, quoting standards, account planning templates, and competitive positioning) to improve conversion, margin, and customer experience.
Support select locations as a Sales Functional Sponsor, including participation in UCE 5 monthly sales meetings, and serve as an active contributor on the Sales Design Team.
Drive adoption of standard tools and processes to improve speed, consistency, and effectiveness across the Distribution network.
Lead a cross-company Distribution strategic planning process that establishes mutual performance objectives, financial targets, and critical milestones over 1-year and 3-year horizons, reflecting local market opportunities and challenges.
Establish and run a disciplined operating rhythm including:
Weekly/biweekly pipeline and forecast reviews
Deal governance and pricing/margin approval thresholds
Monthly performance reviews and KPI dashboards
Quarterly business reviews (QBRs) for key regions and national accounts
Own strategy, performance, and executive relationships for Tier 1 and Tier 2 OEM distributor agreements and programs, including (but not limited to) ABB/Baldor, Siemens, Toshiba, WEG, NIDEC/US Electric, TMEiC, TECO-Westinghouse, GE, and others.
Partner with internal stakeholders to optimize line-card strategy, improve availability, reduce lead times, and ensure compliance with distributor agreement expectations.
Maximize the value of IPS’s buying power, including negotiated terms, program participation, rebates/earn-backs, and supplier performance management.
Establish a consistent supplier communication cadence and performance scorecards aligned to IPS customer and inventory needs.
Lead and develop a global distribution sales team (direct and matrixed), ensuring clarity of roles, goals, and performance expectations.
Recruit, select, onboard, and train new sales and Distribution resources in partnership with Regional and Area leadership.
Drive coaching excellence: structured 1:1s, field rides/call coaching, skill development plans, and succession planning.
Build a culture of accountability, collaboration, safety, and customer-first execution.
Act as National Account Manager for a select group of national accounts, coordinating cross-IPS teams to meet corporate and local service needs.
Develop and implement frame agreements for National Accounts to deliver and attach Deliver annual growth targets at assigned accounts through both Corporate HQ engagement and field enablement to win locally.
Expand distribution growth through new channels, including strategic partnerships and IPS e-commerce/digital selling, improving product visibility and quote-to-order speed.