Distribution Channel Manager

Huntsman Corporation•Houston, TX

1d•Remote

About The Position

The Distribution Channel Manager is a critical commercial leadership role responsible for managing and optimizing distribution partnerships within the Advanced Materials business, with a focus on epoxy-based industrial and coatings adhesives. This role owns the commercial health, operational execution, and strategic alignment of channel partners – including a key distributor that represents the business’s largest customer relationship. Success requires strong commercial judgment, disciplined channel management, and the ability to work seamlessly with internal sales, supply chain, and technical teams. The Sr Distribution Sales Rep will be supported by a dedicated Inside Sales Representative responsible for order execution, forecasting, price implementation, and issue resolution. This position supports the Advanced Materials Division and is located in Preferred Houston, TX | Open to Remote (USA), reporting to the Sales Leader.

Requirements

Bachelor’s degree required; technical or business disciplines preferred
10+ years of commercial experience in specialty chemicals, adhesives, resins, or advanced materials
Strong financial acumen – as it applies to understanding and managing the financial aspects of the territory
Proven experience managing distributors, customers or indirect sales channels in B2B markets
Strong commercial acumen with experience managing margins, contracts, and execution
Leadership capability with or without prior formal people management experience
Willingness to travel extensively (50%+)
Unrestricted right to work for Huntsman in the United States

Nice To Haves

Experience in epoxy-based chemistries and/or industrial adhesives strongly preferred
Comfortable operating in technically complex environments (technical selling not required)

Responsibilities

Manage and strengthen relationships with existing distribution partners supporting the Industrial & Coatings adhesives portfolio
Serve as the primary commercial interface between the company and distributor leadership
Ensure consistent execution of contractual agreements, margin expectations, and commercial terms
Monitor distributor performance against volume, margin, service, and execution KPIs
Identify operational gaps and drive corrective actions collaboratively with internal and external stakeholders
Develops and executes short- and long-term Americas regional distribution business plans
Produces accurate monthly forecasts for Regional financial objectives (0 – 12 months)
Act as escalation point for order & receivables issues as they arise
Own distributor margin performance and commercial effectiveness (excluding price setting)
Partner with internal sales leadership, finance, and supply chain to ensure disciplined execution
Support the evaluation and onboarding of new distribution partners, where strategically justified
Provide market intelligence on customer demand, competitive dynamics, and channel opportunities
Manage territory P&L and act as “CEO of territory” with strong grasp and influence over financial metrics
Lead, coach, and develop two Inside Sales Representatives
Set expectations for execution excellence across: Customer support, Opportunity tracking, Forecasting, Order and pricing execution
Maintain a strong performance culture with high accountability and collaboration
Provide day-to-day direction while developing talent capability
Accountable for pricing execution, forecast accuracy, and contract adherence
Coordinate closely with Inside Sales on: Order execution and troubleshooting & forecasting
Escalate and resolve customer or distributor issues in a timely, professional manner
Maintain high standards of customer satisfaction across channel-managed accounts
Strong commercial process adherence – precall planning, call reports, account planning, complaint resolution, “Way 2 Sell” process adherence
Work closely with: Direct sales teams, Technical subject matter experts, Supply chain and operations
Align channel strategy with broader Advanced Materials commercial priorities