Global Distribution Manager

Dover Chemical Corporation, (DCC) is a leading producer of specialty chemicals including alkylphenols, chlorinated paraffins, polymer additives, liquid and solid antioxidants (including organophosphates), and flame retardants, additives for water‐ based and oil‐based metalworking fluids and drilling fluid additives. We provide chemical specialty products, specifically chemical additives, to our customers around the world who make products that are useful in everyday life. Our products help to improve a wide variety of materials, including fuels, metal‐working materials, and polymers for use in industrial and household applications.

DCC is a subsidiary of ICC Industries Inc., headquartered in New York City, a leader for over 50 years in international and domestic trading, manufacture, and marketing of chemicals, plastics, and pharmaceuticals. Dover Chemical is proud to have earned ISO 9001:2015 certification. We join other members and partners of the American Chemistry Council in our dedication to the principles of Responsible Care®, including product stewardship, community awareness, emergency response, pollution prevention, process safety, distribution, and employee health & safety.

JOB SUMMARY:

This role is designed to provide leadership to Dover’s current and future channel partner network and accelerate our strategic growth efforts globally. The position involves both day-to-day management and relationship building with Dover’s existing distributors and in depth targeting, analyses, and identification of additional partners that address geographic and market gaps. Concurrently, the Global Distribution Manager will work closely with Dover’s Business Unit Leaders, Technical & New Product Development, and Marketing to build effective strategies with our channel partners that include (but not limited to): Pricing, new product introductions, training & technical service support, opportunity pipeline development, and identification of new markets & applications where Dover can provide differentiated performance and value.

DUTIES & RESPONSIBILITIES:

Job Requirements:

• Day-to-day management and leadership of the current distribution network.
• Develop and implement a Distributor Scorecard to effectively manage our channel partners ensuring high levels of engagement and accountability utilizing key metrics/KPI’s including:
  • Communication quality & timeliness

• Attainment of financial targets
• Opportunity pipeline development
• Opportunity conversion rates
• Call report quality & frequency
• Year over year growth
• Market share growth/penetration
• New business closes

• Drive the opportunity pipeline process with our distributors, lead regular reviews to maintain focus and prioritization, coordinate participation with Business Units, Technical/NPD and Marketing to ensure alignment.
• Coordinate the monthly reporting process with our distributors to drive communication quality, consistency, and conciseness.
• Work closely with Business Unit leaders to define key markets, segments, products, and geographic gaps to broaden our global footprint and grow market share.
• Develop a target distributor list that addresses the defined gaps and includes selection criteria to define the key capabilities, skills, and resources needed.

Work closely with Business Unit & Technical Leadership to coordinate product training, technical support visits to our distributors’ customers, value proposition development, and prioritization of activities and support.

• Coordinate forecasting input from our distributors and represent/participate in regular S&OP meetings to ensure production alignment with necessary volumes, packaging needs, new product requirements, export lead times, etc.
• Synchronize distributor opportunity pipeline and call reporting into Microsoft Dynamics CRM.
• Develop effective distributor pricing strategies that maximize ROI while ensuring competitiveness in targeted markets and geographic regions.
• Develop and execute market and regional strategies that leverage product differentiation & high engagement levels of our distributors.
• Leverage the market reach of our distribution network to provide key market insights and competitive intelligence to the organization.
• Collaborate with BU leadership and Technical to develop a deep understanding of the company's products and services.

Attend trade shows, training events, conferences, and other industry meetings as required.

Education and Experience:

• Minimum 10 years of specialty chemicals experience in commercial leadership roles.
• Experience managing specialty chemicals distributors.
• Market knowledge and experience in Plastics, Lubricants, and Coatings a plus.
• Experience developing business internationally.
• MBA preferred.
• Demonstrated personal experience in developing and executing value creating commercial strategies in a specialty chemicals organization.
• Excellent written, verbal and presentation skills.
• Excellent relationship building and stakeholder management skills across all levels of an organization.
• Experience in networking, attendance, and participation in key industry events/conferences.
• In-depth knowledge of CRM software (Dynamics 365 preferred), Salesforce, Hub Spot, and project management tools. Ability to build partnerships across and between functional groups and lead a project.
• Experience working in a Union environment is a plus. Proven experience and effectiveness managing a union hourly workforce is desired and preferred.

COMPETITIVE BENEFITS INCLUDE:

Medical, prescription, dental, vision, company-paid life insurance, bonus potential, matching 401 (k), vacation, and 11 paid holidays. Salary will be commensurate with education, training, and background experience. Please email your resume to: resumes@doverchem.com Enter in the subject line Global Distribution Manager

O VISA SPONSORSHIPS‐Principals only; no recruiter calls or emails to the employer.

Qualified candidates will receive consideration for employment without regard to sex, race, color, national origin, citizenship, age, religion, marital status, military service, sexual orientation, genetic information, gender identity, or any other characteristic or trait protected by federal, state, or local law