The Distributor Account Manager is a field-based sales professional responsible for supporting HAWE Hydraulik USA distributors within a defined geographic territory. This role focuses on business development, strategic distributor engagement, and driving sales growth through training, joint sales efforts, and CRM-based opportunity management. The Distributor Account Manager is expected to travel up to 50% of the time and maintain a strong presence with distributor teams and customers. Candidates with a demonstrated ability to set and achieve goals are encouraged to apply.
Territory: US
Work location: Remote; Home Office
Position Classification: Full Time
FSLA Status: Salaried
Travel: 50% per month in US.
Why You Should Join Our Team:
• Competitive Compensation
• Work-life balance (Paid Time Off)
• Paid Company Holidays
• Low to no-cost medical, dental, and vision plans
• STD/LTD and Basic Life AD&D
• Company matching 401(k)
• Tuition Reimbursement and Professional Development Assistance
What You Will Do: Daily duties of the role include but are not limited to –
• Act as the primary field sales contact for HAWE distributors within the assigned territory.
• Travel up to 50% of the time to support distributor sales efforts and customer engagement.
• Effective sales management of a multi-state territory.
• Provide product and application training on HAWE products, customer portal, web shop.
• Support distributors with special pricing requests and strategic sales initiatives.
• Conduct joint sales calls with distributor sales teams to drive business development.
• Collaborate with distributors on quarterly business plans and territory growth strategies.
• Manage travel and expense budgets effectively and responsibly.
• Complete a minimum of 50 customer visits per quarter, either face-to-face or virtually.
• Educate distributors on effective collaboration with HAWE inside sales and engineering teams.
• Successful in converting distribution network into “Game Changing” partners with local inventory, factory authorized HAWE Service Centers, building a culture of local HAWE Champions at each partner.
• Provide quarterly updates to the Distributor Sales Manager on territory performance and initiative progress.
• Utilize Salesforce CRM daily to log visit reports, create and update opportunities, and manage Game-Changer opportunities.
• Ensure accurate and timely updates to Salesforce accounts, contacts, and opportunity pipelines.
• Focus on business development while delegating customer service tasks to the inside sales team.
• Participate actively in factory training sessions held at HAWE facilities.
• Play a key role in planning and executing National Partner Meetings held semi-annually.
• Support marketing efforts targeting key customers within the distributor's authorized territory.
• Responsible for quarterly and bi-annual sales forecasting duties for their respective customer base.
What You Will Need: A qualified candidate must possess the ability to–
• Respond promptly and professionally to customer inquiries via email and phone, delegating to the correct inside team member according to the request.
• Maintain strong relationships with distributor contacts through consistent and clear communication.
• Following up to make sure appropriate execution.
• Log all visits, PROs quotes, pertinent email communications, drawings, and customer interactions directly to the appropriate account in Salesforce.
• Create and update opportunities, ensuring accurate pipeline progression through defined sales stages.
• Accurate updates on pipeline and opportunity closing dates.
• Help with maintaining accurate contact database, ensuring all distributor contacts are properly categorized and accessible.
• Documenting OEM customers, belonging to distribution, within Salesforce.
• Use Salesforce reporting tools to monitor account activity and identify follow-up actions.
• Work closely with inside sales daily for the support of the customers within the region.
• Facilitate communication between distributors and HAWE team for engineering related technical projects, issues, or applications.
• Provide guidance and support to purchasing for distribution related inventory agreements.
• Liaise with S-Line team on projects involving distribution.
• Cooperate with marketing to build target accounts within a region, develop sales campaigns, and marketing collateral that supports these efforts.
• Support accounting with delinquent accounts or past due situations.
• Coordinate on-site support functions for distributors requiring training, troubleshooting, engineering, or service.
Minimum Requirements:
• Proven experience in field sales within the fluid power industry.
• Strong understanding of hydraulic systems and HAWE product offerings.
• Excellent presentation and training skills for both technical and commercial topics.
• Willingness and ability to travel up to 50% of the time.
• Proficiency in Salesforce CRM for opportunity management and reporting.
• Ability to develop and execute strategic business plans with distributor partners.
• Strong interpersonal and communication skills for working with distributor teams and customers.
• Self-motivated and goal-oriented with a focus on business development.
• Experience managing travel and expense budgets effectively.
• Comfortable using digital tools for virtual meetings, training, and CRM updates.
• Bachelor’s or associate degree
What We Would Prefer:
• Fluid power experience with application knowledge for mobile and industrial systems and components.
• Experience using HAWE’s customer portal and web shop.
• MS Office family of software with primary focus on Outlook, PowerPoint, Excel, Word, and Teams.
• Basic understanding of HAWE workflows.
HAWE North America, Inc. is a mid-sized, internationally active family business headquartered in Munich/Germany. Subsidiary companies in Europe, North America, and Asia offer a global sales, service, and engineering network. The production plants in Germany supply customers all around the world. Great value-added depth, efficient processes and rigorous attention to quality ensure the reliability, ruggedness, and long service life of HAWE products. HAWE Hydraulik aspires to combine over 70 years of experience in hydraulics with the integration of new technologies to provide innovative solutions - "Solutions for a World under Pressure"!
The North American subsidiary, HAWE North America, has been headquartered in Charlotte, NC area since 1997. We offer competitive pay and great health and wellness benefits. We would like to speak with you about your fit with our growing team. APPLY TODAY. Find out more about working for HAWE North America by visiting https://www.hawe.com/en-us/company/career/
Email is the primary communication tool used in our hiring process. Please check your email for job updates. This position is not approved for relocation.
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