Global Distribution Manager

Global Distribution Manager -

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.

Job Requirements:

• 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.

Key Responsibilities:

• Day-to-day management and leadership of 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/KPl's

including:

o Communication quality & timeliness

o Attainment of financial targets

o Opportunity pipeline development

o Opportunity conversion rates

o Call report quality & frequency

o Year over year growth

o Market share growth/penetration

o 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.

Excellent Benefits Including:

 Medical, prescription, dental

 Company paid life insurance

 11 paid holidays

 401(k) Employee Savings Plan through Fidelity –which you can participate in when eligible.

a. You can enroll and start contributing to the 401(k) plan in the first month after you are

hired.

b. You will be eligible for the Company matching funds (100% of the first 3% you contribute

and 50% of the next 2% you contribute) on the first day of the quarter after you have

completed three (3) months of service.

 Paid vacation

 Tuition assistance