The Vacancy
Role Summary: The Key Account Manager – Distribution (KAM-DTB) will drive growth of Doble-Megger's distribution business across North America, with both current authorized distributors and new channel partners.
The role requires a strong hunter and relationship builder who understands the distribution model and the markets it serves. The primary focus is developing new and existing business, building deeper and broader relationships, and creating strong partnerships with key accounts.
Main Responsibilities:
Partnership Relationship Management
- Build and maintain strong relationships with distributor leadership, buyers, regional managers, and sales teams.
- Serve as the primary point of contact for assigned distribution partners, from branch level to executive leadership.
- Lead quarterly business reviews (QBRs) covering performance, goals, and growth plans.
- Monitor partner compliance with agreement terms, pricing, and territorial guidelines.
- Proactively engage internal and partner stakeholders to build, execute, and measure promotional programs.
- Support and resolve escalations related to orders, quotes, pricing, and deliveries.
Strategic Planning & Revenue Growth
- Develop and execute annual business plans with assigned distributors, including revenue targets, focused product lines, and promotional campaigns.
- Identify white space by region, vertical, and product segment, and work with internal and partner teams to close the gaps.
- Work with distributor sales teams and their key accounts to grow sales and brand awareness, build valued partnerships, and understand end-user markets.
- Research and pursue partnerships and strategic alliances that increase Doble-Megger's visibility and relevance within target accounts.
Channel Enablement & Training
- Coordinate application engineering support and deliver product training, both in person and virtually.
- Equip partners with sales tools, demo equipment, and collateral as needed.
- Introduce new products and solutions with clear positioning, expectations, and launch plans.
- Build each distributor's ability to effectively position and sell the Doble-Megger portfolio.
- Plan, execute, and measure co-marketing activities, including promotions, rebates, and customer events.
- Support distributor participation at trade events, seminars, and lunch & learns.
- Ensure partners use current branding and product information, and work with Marketing on digital content.
- Capture end-user feedback and market trends to inform internal Doble-Megger stakeholders.
Sales Performance & Reporting
- Use CRM to track key performance indicators, including customer visits, calls, emails, opportunities, lead management, and account planning/management
- Maintain an accurate sales pipeline for forecasting, and provide monthly reporting on key account activity and partnership satisfaction
- Identify risks and opportunities within accounts and implement corrective actions as needed
Experience, Skills & Knowledge required to be successful in role
Technical Skills/Knowledge/Qualifications
Soft Skills
· Bachelor's degree, Business preferred, or equivalent experience
· 3–5 years of proven distribution sales experience
· Demonstrated success penetrating and growing key accounts, from branch level to executive leadership
· Technical aptitude and confidence learning technical equipment
· Strong communication skills, with the ability to explain complex products and processes
· Knowledge of test instruments and applications used in the electric power industry a plus
· Proficiency with CRM platforms, Excel, Word, and Outlook
· Sense of Urgency – responds quickly without sacrificing attention to detail
· Customer-Centric Mindset – customer first, balanced with company requirements
· Negotiation – maximizes profitability while exceeding customer expectations
· Relationship Management – builds trust and long-term partnerships; addresses concerns as they arise
· Problem Solving & Adaptability – resolves pricing, lead-time, and order issues and last-minute partner needs
· Cross-Functional Collaboration – works with sales, marketing, customer service, operations, application engineering, repair, and finance
· Self-Reliance & Working Under Pressure – makes sound decisions for the company while meeting customer expectations
- Organization – manages multiple priorities effectively
