Distribution Sales Manager (Onsite)

TP-Link Systems Inc. • Irvine, CA

27d • Onsite

About The Position

TP-Link is seeking a highly motivated and experienced Distribution Sales Manager to lead our sales efforts across the Internet Service Provider (ISP) channel. This role is a crucial liaison responsible for managing relationships with our largest distributors to drive sales and expand market reach. The role combines sales, marketing, logistics, and relationship management to ensure partners are equipped to effectively sell the ISP's products and services and meet revenue targets. You’ll act as the face of TP-Link within these strategic accounts — leading joint business planning, managing promotions, influencing the line card, and ensuring we’re getting maximum visibility, commitment, and growth from our partners.

Requirements

• A bachelor’s degree in business, Marketing, Sales, or a related field is typically required.
• Several years of B2B sales, specifically in the ISP market, account management, or channel management experience within a relevant industry (such as telecommunications or technology) are often necessary.
• Exceptional interpersonal and communication skills (verbal and written) to build and maintain trust with partners and internal stakeholders.
• Proven track record of meeting or exceeding sales targets and strong negotiation and contract management skills.
• A deep understanding of the ISP's products, services, and the technical aspects of the solutions offered.
• Ability to analyze data, track performance metrics, and make data-driven decisions.
• Strong organizational skills and the ability to manage multiple projects and priorities simultaneously with meticulous attention to detail.
• Experience with CRM software (e.g., Salesforce) and Microsoft Office Suite (Excel, PowerPoint).
• Ability to thrive in a fast-paced, ever-changing environment and adapt to new technologies and market demands.
• 5-7+ years of experience in channel sales, distribution, or business development within the networking, physical security, or related industries.
• A bachelor’s degree required.
• Hands-on experience managing key distributors is the ISP market.
• Strong understanding of the B2B market with a 2-tier distribution model
• Excellent closing skills with proven ability to communicate clearly — whether it’s over the phone, in writing, presenting to leadership, or in a distributor branch.
• Solid interpersonal skills, self-motivation, and ownership mindset — you don’t wait for permission, you drive results.
• Proficient with Microsoft Office Suite — especially Excel, PowerPoint, and Word — and comfortable using CRM tools to track KPIs, pipeline, and account activity.
• Ability to quickly learn product features and translate them into value for partners and end-users.
• Strong analytical skills with the ability to interpret sales data, identify trends, and adjust strategy accordingly.
• Willingness to travel as needed for onsite distributor meetings, training sessions, trade shows, and events.

Responsibilities

• Partner Relationship Management: Build and maintain strong, long-lasting relationships with key distribution partners and their internal teams, serving as the primary point of contact for all account matters.
• Sales Strategy and Execution: Develop and implement sales strategies and programs tailored to specific distributor needs and market conditions to meet or exceed monthly, quarterly, and annual sales quotas and revenue targets.
• Business Planning: Design and execute jointly developed business plans (JBPs) with partners to drive growth and conduct regular Quarterly Business Reviews (QBRs) to monitor progress and address issues.
• Partner Recruitment and Onboarding: Identify, recruit, and onboard new channel partners that align with company goals, guiding them through the onboarding process and ensuring they have access to necessary resources.
• Training and Enablement: Provide ongoing training and support to distributor sales staff on ISP products, new technology developments, and sales techniques to ensure effective product positioning and sales.
• Performance Monitoring and Reporting: Track and analyze key performance metrics (KPIs) and sales data (e.g., Point of Sale data, revenue growth, customer acquisition), providing regular reports and actionable insights to senior management.
• Conflict Resolution and Support: Act as the primary escalation point for partner issues, coordinating with internal teams (e.g., customer service, operations, marketing) to ensure timely resolution and high partner satisfaction.
• Marketing Collaboration: Collaborate with the marketing team to develop and implement promotional calendars, demand generation campaigns, and new product launches through the distribution channel.
• Contract Negotiation and Management: Negotiate and manage partner agreements, including terms, pricing, and performance targets, while ensuring compliance with company policies.
• Market Intelligence: Stay informed about industry trends, competitive movements, and market changes to provide valuable insights and adjust strategies accordingly.
• Own and grow revenue through key ISP distributors across the U.S.
• Develop deep relationships with buyers, category managers, and regional leadership to drive alignment on product strategy and revenue goals.
• Execute joint business plans, promotions, and product launches to boost TP-Link’s share of wallet and competitive positioning.
• Conduct regular QBRs, forecasting sessions, and sales reviews to ensure sales objectives are met or exceeded.
• Support field sales by coordinating with distribution teams on deal registration, inventory availability, and quoting.
• Monitor sell-through velocity, backlogs, and inventory health to minimize disruptions and maximize availability.
• Provide product and sales training to distributor sales teams and rep firms to ensure they’re enabled and incentivized to sell TP-Link.
• Collaborate internally with Marketing, Product, and B2B Sales teams to align distributor activity with broader go-to-market strategy.

Benefits

• Free snacks and drinks, and provided lunch on Fridays
• Fully paid medical, dental, and vision insurance (partial coverage for dependents)
• Contributions to 401k funds
• Bi-annual reviews, and annual pay increases
• Health and wellness benefits, including free gym membership
• Quarterly team-building events

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 101-250 employees