Distribution Sales Manager

March 15

🌾 Nebraska – Remote

Although this job is listed in Nebraska, this company may be open to hiring remote in other states.

🍂 Massachusetts – Remote

Although this job is listed in Massachusetts, this company may be open to hiring remote in other states.

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

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LI-COR

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LI-COR is a leader in environmental monitoring solutions, providing tools and technologies for greenhouse gas and emissions monitoring, agricultural best practices, and water resource management. With over 50 years of experience, LI-COR empowers researchers and organizations to make data-driven decisions essential for addressing global challenges such as food security, climate change, and environmental protection. Their products and services support environmental monitoring across seven continents, benefiting academia and industry alike.

201 - 500 employees

Founded 1971

🌾 Agriculture

🔬 Science

📋 Description

• Manage Indirect Distribution Channel to ensure strong financial performance, meeting or exceeding sales targets. • Develop go to market strategies to maximize coverage in all non-direct sales Regions. • Select, train, and develop channel partners capable of executing those strategies. • Establish and review KPIs designed to predict accomplishment of sales objectives and other goals. • Develop and maintain a shared sales funnel with each partner, and review major Opportunities weekly. • Generate a weekly forecast update with high accuracy. • Organize distributor and customer visits and related support activities. • Manage and grow Global Indirect Sales in assigned territories. • Drive partner onboarding processes, ensuring all partners receive necessary training, sales materials, and marketing resources. • Lead partners to meet or exceed yearly sales targets. • Ensure strong pipeline for future years through effective lead generation, relationship management, and effective selling strategies. • Lead the technical sales process and development/implementation of sales strategies and objectives. • Implement an effective follow-up system for inquiries and sales, and nurture leads to the point of sales closure. • Monitor and analyze sales forecasts, pipeline data, and market trends to achieve or exceed revenue targets. • Develop and communicate weekly, quarterly, yearly results and forecasts. • Work with other leaders to address concerns and continually shape strategies to gain market leadership globally. • Act as an advocate for channel partners within the organization, sharing feedback to influence product development and market strategies. • Establish and maintain solid distributor relationships to ensure focus, performance, and consistent loyalty to LI-COR and our customers. • Manage distributor performance in assigned territories. • Maintain regular contact with distributors. • Coordinate routine distributor visits. • Develop annual distributor management and operating plans. • Help to coordinate regular distributor meetings (regional and worldwide). • Plan and implement product demonstrations, seminars, exhibitions, equipment installation, and customer training. • Oversee distributor sales and technical training. • Conduct annual effectiveness reviews of all partners. Evaluate and recommend selection or termination of distributors. • Monitor trends in assigned territories to see where there are opportunities for us to invest resources and further develop markets. • Prepare market analyses on request. • Develop metrics to quantify and predict market potential by geography and customer segment. • Handle or delegate technical support issues. • Execute pricing and discount strategies in line with business practices. • Work closely with Sales Order Supervisor and Sales Correspondents to facilitate shipping and customs clearance logistics. • Work closely with distributors, and internal planning, logistics, and sales leaders to manage backlog. • Facilitate sales and support activities with our colleagues at LI-COR subsidiary offices. • Carry out LI-COR’s Export Compliance program to assure ongoing export privileges. • Gather DIS end-user and reseller information to comply with US Export regulations. • Train distribution partners on screening techniques to confirm compliance through our global distribution network. • Coordinate technical support and service requests from overseas markets with the LI-COR Science and Support team and instrument Technicians. • Ensure a high degree of customer support and satisfaction for international customers and partners. • Improve distribution partners’ ability to support customers by arranging technical training – application support and instrument service – onsite and at LI-COR. • Work with Distribution partners who prepare local-language marketing collateral. • Provide input for the LI-COR marketing program based on the unique needs of markets with different geographies, languages, business cultures, and procurement processes. • Closely work with Product Managers to implement product launch and sales strategies in foreign markets. • Actively review competitors’ products, sales channels, and strategies and formulate strategies to maximize market share.

🎯 Requirements

• BS or equivalent in environmental, agricultural, biological, earth sciences, or related field. • MBA preferred, but not mandatory. • Familiarity with Salesforce, Pardot and Power BI a plus. • Minimum three years experience in sales, and/or sales management of environmental or life science products. • Minimum three years experience in managing indirect distribution channels. • Demonstrated sales accomplishments in competitive environments.