Key Account Manager - National Distributors

Dubois Chemicals

About The Position

It's fun to work in a company where people truly BELIEVE in what they are doing! We're committed to bringing passion and customer focus to the business.

Requirements

7+ years of B2B sales experience, with significant experience managing national or strategic distributor accounts.
Proven success driving revenue growth through indirect sales channels and complex distributor organizations.
Demonstrated ability to develop and execute national account strategies and joint business plans.
Strong negotiation skills with experience managing pricing, contracts, and national programs.
Ability to influence and lead cross-functional teams without direct authority.
Excellent communication, presentation, and relationship-building skills at both executive and field levels.
Strong analytical and financial acumen, with the ability to assess profitability and performance metrics.
Proficiency in Microsoft Office and CRM systems; comfort with data-driven sales management.
High initiative, strategic mindset, and ability to manage multiple priorities in a fast-paced environment.
Ability to travel up to 40–50%, including overnight travel.

Responsibilities

Own and manage executive-level relationships with assigned national distributor accounts, serving as the primary point of contact for all commercial matters.
Develop and execute national account strategies and joint business plans that drive sustainable, profitable growth across distributor networks.
Lead negotiations related to national pricing structures, rebate programs, contracts, and commercial agreements to ensure alignment with company objectives.
Coordinate closely with regional sales teams, channel managers, and account managers to ensure consistent execution of national programs at the local level.
Serve as the internal advocate for national distributor partners, aligning supply chain, customer service, marketing, and technical resources to support account success.
Drive alignment between distributor corporate leadership and field sales teams to improve product focus, market penetration, and sales effectiveness.
Monitor distributor performance against agreed-upon KPIs, including revenue, margin, product mix, and program compliance.
Identify opportunities for expansion, cross-selling, and introduction of new products or technologies within national distributor accounts.
Gather and communicate market intelligence, competitive insights, and customer feedback to inform internal strategy and product development.
Resolve escalated commercial issues such as pricing discrepancies, contract disputes, service challenges, and program execution gaps.
Represent the company at national distributor meetings, leadership summits, and key industry events.
Maintain accurate account plans, forecasts, and activity tracking using CRM tools (e.g., DCRM or equivalent systems).
Drive disciplined sales management practices to ensure visibility, accountability, and execution across national distributor initiatives.