DISTRIBUTOR SALES CHANNEL MANAGER – USA
- Industry: Premium Decorative Finishes
- Location: Miami (FL) or New York (NY)
Company Overview
Our client has a 30+ year heritage in premium decorative finishes and a growing footprint in the U.S. luxury market. With an established brand and a high-quality product range, the business is ready to scale through a commercial leader who can own the distribution channel and support its continued growth.
Position Overview
Our client is seeking an experienced Sales Channel Manager to lead the commercial development of its premium decorative finishes line through distributors across the United States. This is a commercial role with full accountability for revenue targets and KPIs, driving value through a structured distributor network and direct relationships with high-value clients. This role is suited to a builder: someone who wants to grow a distributor network hands-on and from the ground up, making a visible impact on an established brand in a growing market.
Responsibilities
Commercial Channel Strategy & Sales Results
- With the support of the U.S. team and the Group Branches Director, define and execute our client’s U.S. distributor sales strategy, with full ownership of revenue targets and commercial KPIs.
- Build the annual commercial plan for the distribution channel, including pricing architecture, territory allocation, and a phased market penetration roadmap.
- Report directly to the Group Branches Director on sales results, business performance, pipeline health, and market intelligence.
Distributor Network Leadership
- Own the end-to-end distributor lifecycle: prospecting, evaluation, onboarding, performance management, and, where necessary, transition.
- Set, support, and enforce performance frameworks—including sell-in targets, brand standards, and training compliance—across the national network.
- Drive revenue growth within existing key distribution accounts through structured account plans, wallet share expansion, and proactive upselling of our client’s full product range.
Market Expansion & Intelligence
- Identify and prioritize whitespace markets; develop territory entry plans with defined milestones and investment cases.
- Monitor competitor activity, pricing dynamics, and emerging trends in the premium decorative and luxury coatings segment.
- Provide structured market feedback to our client’s group and U.S. team on product and market strategies to support U.S.-specific adaptation and positioning.
Team & Capability Building
- Partner with our client’s U.S. operations team on activities that support sales, including training and other tactical initiatives.
- Provide input, when requested, on customers’ expected service levels, forecasting, and supply chain alignment.
Requirements
Experience
- 5+ years in commercial roles, including at least 2 years in channel or key account management. A background in supplying professional retailers of premium building materials, decorative finishes, coatings, flooring, or a related luxury segment is a strong plus.
- Demonstrated track record of managing and growing a portfolio of key accounts in the U.S. market, with experience building and scaling a distributor network from early stage to maturity.
- Experience within complex B2B and B2B2C commercial ecosystems.
Technical & Commercial Skills
- Knowledge of the U.S. distribution landscape, preferably in specialty construction and finishing products.
- Sufficient technical fluency to engage credibly with customers and partners; experience in decorative finishes or coatings is a plus.
- Proven ability to negotiate multi-tier agreements and manage pricing governance and incentives.
- Comfortable operating across both strategic planning and hands-on market execution.
Leadership & Soft Skills
- Ability to build trust and long-term relationships with premium and luxury brand clients.
- Strong executive communication skills, including the ability to present business cases and performance reviews concisely and effectively.
- Strong commercial judgment and the discipline to prioritize and sequence opportunities in a resource-constrained environment.
- Entrepreneurial drive: comfortable with ambiguity and capable of setting direction without a fully built-out structure.
Languages & Mobility
- Fluent English required; Italian or another European language is a plus.
- Willingness to travel extensively across U.S. territories—up to 3 weeks out of 4—and occasionally internationally to Italy for strategic alignment and training.
- Base: Miami, FL, or New York, near our client’s office. Regular physical presence at the office is required; remote-only arrangements will not be considered.
Compensation and Benefits
- ABS: max 140k + bonus
- Insurance: 100% employer-paid employee health, dental, vision, long-term disability, and $10,000 life insurance coverage.
- Voluntary benefits: Short-term disability, accident insurance, and additional life insurance.
- 401(k): Available with no employer match.
- Time off: 11 paid U.S. holidays and 10 annual PTO days, potentially negotiable and subject to company policy.