Distributor Technical Sales Representative

Matrix Adhesives

11d

About The Position

The Distributor Technical Sales Representative – Building & Construction owns profitable territory growth by developing distributor partnerships and proactively generating end-user demand. The role independently identifies and converts new business, strengthens distributor sell-through, expands adoption of assigned Matrix products, and maintains an accurate opportunity pipeline and forecast. Success requires commercial initiative, disciplined execution, and collaboration with Technical Service, Marketing, Customer Service, Operations, and other Matrix business units.

Requirements

Associate degree or equivalent combination of education and relevant experience.
Demonstrated success in technical, industrial, construction-product, or distribution-channel sales.
Demonstrated ability to develop end-user demand and drive sales through distributors, including new account wins and competitive conversions.
Strong commercial acumen, negotiation, territory planning, opportunity qualification, and forecasting skills.
Ability to learn technical product applications and collaborate effectively with specialized technical resources.
Proficiency in Microsoft Office and CRM systems.
Strong communication, relationship-building, organizational, and problem-solving skills.

Nice To Haves

Experience in adhesives, sealants, surfacing, or fabrication markets.
Salesforce experience.
Spanish language skills.

Responsibilities

Own assigned territory revenue, gross margin, new business development, and forecast performance against agreed objectives.
Assess territory potential, prioritize high-value accounts and applications, and execute territory and key-account growth plans.
Build and convert a qualified opportunity pipeline; own opportunity progression, customer engagement, close timing, CRM accuracy, and next steps.
Identify and quantify cross-selling opportunities across assigned Building & Construction products and adjacent applications.
Develop and execute joint growth strategies with distribution partners to increase sell-through, market penetration, end-user accounts, and product adoption.
Analyze purchasing and inventory information to identify underpenetrated accounts, performance gaps, and growth opportunities.
Identify potential new distribution partners when market coverage, capabilities, or customer access justify expansion.
Coordinate distributor onboarding, product education, joint calls, and commercial launch activities with internal teams.
Identify and engage fabricators, installers, contractors, OEMs, and other end users; develop application opportunities, win competitive conversions, and generate pull-through demand through distribution.
Conduct product presentations, demonstrations, and competitive conversion discussions; coordinate testing and specialized application support with Technical Service.
Develop working knowledge of relevant applications, including solid surface, stone and quartz fabrication, HPL and laminating, cabinetry and millwork, silicones, sealants, and construction bonding.
Capture voice-of-customer insights, competitor activity, market trends, and product gaps and communicate actionable findings internally.
Ensure customer pricing, commercial terms, and commitments comply with approved guidelines and escalation processes.
Collaborate with marketing, technical, customer service, finance, and operations to address customer needs and support reliable execution.
Anticipate territory-management obstacles, engage appropriate resources, follow through on commitments, and take ownership of execution and results.
Follow company safety policies, report unsafe conditions, and perform other related duties as assigned.