Distributor Technical Sales Representative

Responsibilities

The Distributor Technical Sales Representative is responsible for driving profitable territory growth by developing distributor partnerships and generating end-user demand. They must independently manage a sales pipeline, execute growth plans, and collaborate with internal teams to ensure successful product adoption.

Requirements

Candidates should have an associate degree or equivalent experience, with a proven track record in technical, industrial, or construction-product sales. Proficiency in CRM systems and strong commercial acumen are required to effectively manage territory performance and distributor relationships.

Skills

• Technical Sales
• Territory Management
• Business Development
• Distribution Channel Development
• Demand Generation
• Pipeline Management
• CRM
• Salesforce
• Negotiation
• Forecasting
• Product Presentation
• Relationship Building
• Problem Solving
• Market Analysis
• Strategic Planning

About this role

About the Role
The Distributor Technical Sales Representative – Building & Construction owns profitable territory growth by developing distributor partnerships and proactively generating end-user demand. The role independently identifies and converts new business, strengthens distributor sell-through, expands adoption of assigned Matrix products, and maintains an accurate opportunity pipeline and forecast. Success requires commercial initiative, disciplined execution, and collaboration with Technical Service, Marketing, Customer Service, Operations, and other Matrix business units.

Essential Duties and Responsibilities
Territory growth and commercial execution
Own assigned territory revenue, gross margin, new business development, and forecast performance against agreed objectives.
Independently assess territory potential, prioritize high-value accounts and applications, and execute actionable territory and key-account growth plans.
Proactively build and convert a qualified opportunity pipeline sufficient to support territory growth objectives; own opportunity progression, customer engagement, realistic close timing, CRM accuracy, and next steps.
Identify and quantify cross-selling opportunities across assigned Building & Construction products and adjacent applications.

Distribution channel development
Develop and execute joint growth strategies with distribution partners that deliver increased sell-through, market penetration, new end-user accounts, and expanded product adoption.
Analyze available purchasing, and inventory information to identify underpenetrated accounts, performance gaps, and measurable growth opportunities.
Identify potential new distribution partners where market coverage, capabilities, or customer access justify expansion.
Coordinate distributor onboarding, product education, joint calls, and commercial launch activities in collaboration with internal teams.

End-user demand generation and technical selling
Independently identify and engage fabricators, installers, contractors, OEMs, and other end users; develop application opportunities, win competitive conversions, and generate sustainable pull-through demand through distribution.
Conduct appropriate product presentations, demonstrations, and competitive conversion discussions; coordinate testing and specialized application support with Technical Service.
Develop working knowledge of relevant applications, including solid surface, stone and quartz fabrication, HPL and laminating, cabinetry and millwork, silicones, sealants, and construction bonding.
Capture voice-of-customer insights, competitor activity, market trends, and product gaps; communicate actionable findings internally.

Operational discipline and collaboration
Ensure customer pricing, commercial terms, and commitments comply with approved guidelines and escalation processes.
Collaborate with marketing, technical, customer service, finance, and operations to address customer needs and support reliable execution.
Demonstrate an entrepreneurial approach to territory management: anticipate obstacles, engage appropriate resources, follow through on commitments, and take ownership of execution and results.
Follow company safety policies, report unsafe conditions, and perform other related duties as assigned.

Critical Competencies
Profitable Growth: Grows territory revenue and margin.
Distributor Development: Expands sell-through and product adoption.
Demand Generation: Wins accounts and competitive conversions.
Pipeline Conversion: Advances qualified opportunities to close.
Territory Planning: Prioritizes high-value growth opportunities.
Ownership: Anticipates barriers and delivers on commitments.
Execution Discipline: Follows through and manages opportunities consistently.
Forecast Accuracy: Maintains reliable CRM and forecast data.
Collaboration: Engages partners to resolve obstacles.
Results Orientation: Achieves agreed commercial objectives.

Education and Experience Requirements
Associate degree or equivalent combination of education and relevant experience.
Demonstrated success in technical, industrial, construction-product, or distribution-channel sales; experience in adhesives, sealants, surfacing, or fabrication markets preferred.
Demonstrated ability to develop end-user demand and drive sales through distributors, including new account wins and competitive conversions.
Strong commercial acumen, negotiation, territory planning, opportunity qualification, and forecasting skills.
Ability to learn technical product applications and collaborate effectively with specialized technical resources.
Proficiency in Microsoft Office and CRM systems; Salesforce experience preferred.
Strong communication, relationship-building, organizational, and problem-solving skills; Spanish language skills a plus.
Equal Employment Opportunity
We are an equal opportunity employer and consider all qualified applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable federal, state, or local law. We are committed to providing reasonable accommodations to qualified individuals with disabilities throughout the application and employment process.

About Matrix Adhesives

Chemical Manufacturing · 201-500 employees · headquartered in Westerville, Ohio · founded 2021