Distribution Business Development Representative

Veralto Global•Remote, MA

10d•Hybrid

About The Position

The Distribution Business Development Representative drives profitable new-business growth through Hach's distribution network by working directly with distributor sellers in the field. Reporting to the Distribution Sales Manager, this role builds strong relationships with key distribution partners, identifies priority end-user opportunities, and plans and executes joint sales calls with distributor representatives. The role is accountable for developing qualified pipeline, advancing opportunities, and converting joint field activity into new customers, expanded product adoption, and sustainable revenue growth. The ideal candidate is a proactive, customer-focused field sales professional who can coach distributor sellers, communicate Hach's value proposition, and consistently turn account plans into measurable results.

Requirements

Bachelor's degree in Chemistry, Biology, Environmental Science, Engineering, Business, or a related field; or equivalent experience.
3-5 years of field sales experience, preferably in the water industry, industrial market, or a technical solutions environment.
Demonstrated experience working through distribution channels and influencing distributor sellers.
Proven ability to generate new business through prospecting, joint customer calls, opportunity management, and disciplined follow-up.
Strong application curiosity and ability to translate customer needs into a clear product and service value proposition.
Excellent communication, coaching, negotiation, presentation, and relationship-building skills.
Strong analytical skills and proficiency using CRM and sales data to prioritize activity, manage pipeline, and improve conversion.
Ability to travel 50% of the time and maintain a consistent field presence with distributor sellers and end-user customers. May be located anywhere in the U.S. within reasonable commuting distance of a major airport.

Nice To Haves

Formal sales training in value-based selling methodologies, such as Sandler or Question-Based Selling, is a plus.

Responsibilities

Build trusted working relationships with distributor sales leaders, branch managers, and frontline sellers within assigned key distribution accounts.
Spend significant time in the field with distributor sellers, planning and conducting joint calls on targeted end-user accounts.
Identify and prioritize new-business opportunities with distributor teams using territory potential, customer needs, installed base, and market intelligence.
Create joint account and call plans that define target customers, objectives, roles, next steps, and expected revenue outcomes.
Coach distributor sellers on prospecting, discovery, application positioning, value-based selling, and closing strategies for Hach solutions.
Engage end users directly to uncover water-quality challenges, qualify opportunities, recommend appropriate solutions, and communicate Hach's product and service value.
Own the distributor-sourced sales funnel from lead creation through close, ensuring opportunities, next actions, and forecasts are current and actionable.
Drive disciplined follow-up after joint calls, coordinating quotations, demonstrations, samples, technical support, and customer commitments.
Partner closely with the Hach direct sales organization to align account coverage, avoid channel conflict, and bring the right resources to priority opportunities.
Deliver sales growth from assigned distribution accounts, with emphasis on new end-user acquisition, competitive conversions, cross-selling, and expansion within existing accounts.
Lead regular field engagement and pipeline reviews with distributor teams to track activity, remove barriers, and improve conversion.
Develop and execute annual sales action plans with key partners, including targeted campaigns, seller engagement plans, opportunity goals, and joint field activity.
Participate in distributor sales meetings, training events, workdays, trade shows, and customer events to generate leads and accelerate opportunities.
Support Quarterly Business Reviews with clear reporting on joint-call activity, pipeline health, wins, losses, forecast, and agreed growth actions.