Industrial Distribution, Regional Sales Manager - Harris Products
About The Position
Lincoln Electric is seeking an Industrial Distribution Regional Sales Manager to develop the strategy, execution, and overall sales performance of Industrial Distribution partners in the Eastern United States. The role develops and executes growth strategies to strengthen distributor partnerships, expand market presence, increase share of wallet, improve sales effectiveness, and deliver sustainable, profitable growth. The manager establishes priorities, translates business objectives into actionable sales plans, and builds a high-performance culture grounded in accountability, collaboration, customer focus, and continuous improvement. The role requires strategic thinking, sales leadership, financial discipline, distributor management, and talent development. It works closely with marketing, product management, operations, supply chain, finance, customer service, and other commercial leaders to align customer needs, organizational capabilities, and growth opportunities. The position covers equipment sales, including industrial and specialty gas, and consumable sales, including brazing and welding alloy. It is remote in the listed Georgia, Gainesville, Mason, and Ohio locations, with travel required 50% of the time.
Requirements
- 7 or more years of progressive experience in industrial sales, distribution, channel management, strategic account management, or a related commercial role.
- Strong knowledge of industrial distribution channels, including distributor economics, branch-level execution, channel programs, pricing, and customer relationship management.
- Experience managing complex distributor or customer relationships at multiple organizational levels.
- Strong financial and analytical skills, including experience with forecasting, budgeting, and pricing.
- Strong coaching, performance management, and talent development capabilities.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Experience using customer relationship management platforms, sales analytics tools, forecasting systems, and Microsoft Office applications.
- Ability and willingness to travel 50% of the time to support customers, distributors, sales team members, and industry events.
Nice To Haves
- Bachelor’s degree in business, marketing, engineering, supply chain, finance, or a related field.
- 2 or more years of experience leading, coaching, and developing sales professionals, including direct people-management responsibility.
Responsibilities
- Develop and execute the industrial distribution sales strategy for equipment and consumable sales.
- Deliver annual revenue and volume objectives to Sales Incentive Plan budgets.
- Translate company priorities into regional, account, and individual sales plans.
- Improve sales productivity through disciplined use of Salesforce for opportunity management.
- Develop contingency plans and corrective actions when performance is below expectations.
- Build and maintain relationships with industrial distributors, strategic accounts, and influential channel partners.
- Develop joint business plans with priority distributors, including growth targets, strategic initiatives, product opportunities, and mutual commitments.
- Strengthen relationships with distributor leadership, branch management, sales teams, category managers, and other decision makers.
- Lead executive-level customer reviews and business planning sessions with strategic partners.
- Ensure the sales team understands distributor business models, end-market dynamics, customer economics, and competitive positioning.
- Resolve complex customer issues while balancing customer satisfaction, company policies, commercial objectives, and long-term partnership value.
- Monitor distributor performance and implement actions to improve engagement, productivity, loyalty, and growth.
- Drive execution of corporate strategic initiatives, including promotional programs, product launches, and growth initiatives.
- Build cross-functional alignment to remove barriers, accelerate execution, and deliver customer commitments, supporting Product Management, Elite Customer Growth, Complexity Reduction, and Spotlight teams.
- Leverage Harris+ Distributor Programs and annual Rebate Programs to maximize sales results.
- Coordinate with the Lincoln Electric US10 team to engage and grow the mutual distribution customer base.
- Lead, coach, and develop direct reports, setting clear objectives, accountabilities, and measurable performance expectations.
- Build a high-performance sales culture centered on ownership, customer value, teamwork, execution, and continuous improvement.
- Conduct regular performance reviews, coaching sessions, pipeline reviews, account strategy discussions, and field visits.
- Identify skill gaps and implement training, coaching, or performance improvement actions.
- Recognize strong performance and address performance concerns promptly, consistently, and constructively.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
