Key Account Manager- Distribution

Megger

About The Position

The Key Account Manager – Distribution (KAM-DTB) drives growth of Doble-Megger's distribution business across North America, working with current authorized distributors and new channel partners. The role calls for a strong hunter and relationship builder who understands distribution models and the markets they serve. Its primary focus is developing new and existing business, deepening and broadening relationships, and building strong partnerships with key accounts. The position manages distributor relationships and business plans, identifies opportunities to grow revenue, and enables channel partners through training, sales tools, product launches, and co-marketing. It also tracks sales performance and pipeline activity, reports on account performance and partnership satisfaction, and coordinates internally to resolve partner needs and support growth.

Requirements

Bachelor's degree, preferably in Business, or equivalent experience.
3–5 years of proven distribution sales experience.
Demonstrated success penetrating and growing key accounts from branch level to executive leadership.
Technical aptitude and confidence learning technical equipment.
Strong communication skills, including the ability to explain complex products and processes.
Proficiency with CRM platforms, Excel, Word, and Outlook.
Sense of urgency and the ability to respond quickly without sacrificing attention to detail.
Customer-centric mindset that balances customer needs with company requirements.
Negotiation skills to maximize profitability while exceeding customer expectations.
Relationship-management skills, including building trust and long-term partnerships and addressing concerns as they arise.
Problem-solving and adaptability to resolve pricing, lead-time, order, and last-minute partner issues.
Cross-functional collaboration with sales, marketing, customer service, operations, application engineering, repair, and finance.
Self-reliance and ability to work under pressure, making sound decisions for the company while meeting customer expectations.
Organization and ability to manage multiple priorities effectively.

Nice To Haves

Knowledge of test instruments and applications used in the electric power industry.

Responsibilities

Build and maintain relationships with distributor leadership, buyers, regional managers, and sales teams.
Serve as the primary contact for assigned distribution partners, from branch-level staff to executive leadership.
Lead quarterly business reviews covering performance, goals, and growth plans.
Monitor distributor compliance with agreement terms, pricing, and territorial guidelines.
Engage internal and partner stakeholders to develop, execute, and measure promotional programs.
Support and resolve escalations related to orders, quotes, pricing, and deliveries.
Develop and execute annual business plans with assigned distributors, including revenue targets, focus product lines, and promotional campaigns.
Identify regional, vertical, and product-segment growth opportunities and work with internal and partner teams to address them.
Work with distributor sales teams and their key accounts to grow sales and brand awareness, build valued partnerships, and understand end-user markets.
Research and pursue partnerships and strategic alliances that increase Doble-Megger's visibility and relevance in target accounts.
Coordinate application engineering support and deliver product training in person and virtually.
Provide partners with sales tools, demo equipment, and collateral as needed.
Introduce new products and solutions with clear positioning, expectations, and launch plans.
Build distributors' ability to position and sell the Doble-Megger portfolio effectively.
Plan, execute, and measure co-marketing activities, including promotions, rebates, and customer events.
Support distributor participation in trade events, seminars, and lunch-and-learns.
Ensure partners use current branding and product information, working with Marketing on digital content.
Capture end-user feedback and market trends and share them with internal stakeholders.
Use CRM to track key performance indicators, including customer visits, calls, emails, opportunities, lead management, and account planning and management.
Maintain an accurate sales pipeline for forecasting and provide monthly reports on key account activity and partnership satisfaction.
Identify account risks and opportunities and implement corrective actions as needed.