Dematic · 1 day ago
Director - Distributor Sales
Plano, TX
Full-time
Hybrid
Director/Executive
$153K/yr - $224K/yr
10+ years expDematic is seeking a Director – Distributor Sales, a strategic leadership role reporting to the Senior VP of Sales. This position is essential to expanding our market presence through high quality equipment and solution integrator partners, focusing on identifying and onboarding new distributors while developing existing distributor capabilities.
Transportation/Trucking/Railroad
Responsibilities
Develop and lead the distributor sales strategy, including annual sales plans, channel development roadmaps, and business objectives
Identify, evaluate, and recruit new distributor/integrator partners that align with strategic market segments and cultural fit
Lead ongoing development of existing distributors, including capability assessments, training programs, performance measurement, and sales enablement
Negotiate and manage distributor agreements, including working contracts, finder‑fee structures, commercial terms, and performance expectations
Maintain strong relationships with distributors and provide guidance to ensure long‑term success, profitability, and alignment with Dematic’s solutions portfolio
Collaborate closely with direct sales teams to manage and resolve channel conflicts, territory alignment issues, opportunity ownership, and escalation paths
Drive understanding of distributor needs and leverage market insights to refine channel programs, sales strategies, and product positioning
Support complex sales pursuits by assisting distributors with proposal development, pricing strategies, presentations, and negotiations
Work with Marketing to develop channel‑focused campaigns, programs, and communication strategies
Ensure as‑sold margins are maintained by partnering with professional services and commercial teams
Participate with regional sales teams to help secure high‑visibility opportunities and ensure channel alignment on major deals
Develop and manage budgets, KPIs, distributor scorecards, and channel business plans
Build credibility and trusted‑advisor relationships with internal stakeholders, distributor leaders, and external partners
Drive continuous improvement initiatives while holding teams and partners accountable for results
Model our Values of Integrity, Collaboration, Courage, and Excellence
Qualification
Required
Bachelor's Degree required
10+ years of logistics or automation industry experience, with significant experience leading channel, distributor, or integrator sales strategies at an executive level
Strong understanding of distribution center operations and integrator business models
Experience analyzing performance metrics and supporting long‑ and short‑term technology and solution planning
Excellent communication and influencing skills, with the ability to make timely, principled decisions
Proven track record in developing and executing channel sales strategies that meet or exceed objectives
Ability to travel up to 50 percent
Demonstrated success in building and developing high‑performing sales or distributor teams
Skilled in negotiation, contract structuring, and conflict resolution
Proven ability to influence outcomes, overcome objections, and drive change within a matrix environment
Preferred
Master's degree
Benefits
Career Development
Competitive Compensation and Benefits
Pay Transparency
Global Opportunities
Company
Dematic
Dematic designs, builds, and supports intelligent automated solutions empowering and sustaining the future of commerce for its customers in manufacturing, warehousing, and distribution.
10001+ employees
H1B Sponsorship
Dematic has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (64)
2024 (75)
2023 (63)
2022 (84)
2021 (55)
2020 (60)
Funding
Current Stage
Late StageLeadership Team
Hasan Dandashly
President & CEO
Michael Larsson
EVP and CEO Americas Region
Company data provided by crunchbase