Distribution Business Development Representative

Summary

Hach ensures water quality worldwide through reliable, easy-to-use water analysis solutions. The Distribution Business Development Representative drives profitable new-business growth through Hach’s distribution network by developing distributor relationships, coaching sellers, identifying end-user opportunities, and converting joint field activity into revenue growth.

Responsibilities

• Build trusted working relationships with distributor sales leaders, branch managers, and frontline sellers within assigned key distribution accounts
• Spend significant time in the field with distributor sellers, planning and conducting joint calls on targeted end-user accounts
• Identify and prioritize new-business opportunities with distributor teams using territory potential, customer needs, installed base, and market intelligence
• Create joint account and call plans that define target customers, objectives, roles, next steps, and expected revenue outcomes
• Coach distributor sellers on prospecting, discovery, application positioning, value-based selling, and closing strategies for Hach solutions
• Engage end users directly to uncover water-quality challenges, qualify opportunities, recommend appropriate solutions, and communicate Hach's product and service value
• Own the distributor-sourced sales funnel from lead creation through close, ensuring opportunities, next actions, and forecasts are current and actionable
• Drive disciplined follow-up after joint calls, coordinating quotations, demonstrations, samples, technical support, and customer commitments
• Partner closely with the Hach direct sales organization to align account coverage, avoid channel conflict, and bring the right resources to priority opportunities
• Deliver sales growth from assigned distribution accounts, with emphasis on new end-user acquisition, competitive conversions, cross-selling, and expansion within existing accounts
• Lead regular field engagement and pipeline reviews with distributor teams to track activity, remove barriers, and improve conversion
• Develop and execute annual sales action plans with key partners, including targeted campaigns, seller engagement plans, opportunity goals, and joint field activity
• Participate in distributor sales meetings, training events, workdays, trade shows, and customer events to generate leads and accelerate opportunities
• Support Quarterly Business Reviews with clear reporting on joint-call activity, pipeline health, wins, losses, forecast, and agreed growth actions

Skills

• Bachelor's degree in Chemistry, Biology, Environmental Science, Engineering, Business, or a related field; or equivalent experience
• 3-5 years of field sales experience, preferably in the water industry, industrial market, or a technical solutions environment
• Demonstrated experience working through distribution channels and influencing distributor sellers
• Proven ability to generate new business through prospecting, joint customer calls, opportunity management, and disciplined follow-up
• Strong application curiosity and ability to translate customer needs into a clear product and service value proposition
• Excellent communication, coaching, negotiation, presentation, and relationship-building skills
• Strong analytical skills and proficiency using CRM and sales data to prioritize activity, manage pipeline, and improve conversion
• Ability to travel 50% of the time and maintain a consistent field presence with distributor sellers and end-user customers
• May be located anywhere in the U.S. within reasonable commuting distance of a major airport
• Formal sales training in value-based selling methodologies, such as Sandler or Question-Based Selling, is a plus

Qualifications

Must Haves

• Bachelor's degree in Chemistry, Biology, Environmental Science, Engineering, Business, or a related field; or equivalent experience
• 3-5 years of field sales experience, preferably in the water industry, industrial market, or a technical solutions environment
• Demonstrated experience working through distribution channels and influencing distributor sellers
• Proven ability to generate new business through prospecting, joint customer calls, opportunity management, and disciplined follow-up
• Strong application curiosity and ability to translate customer needs into a clear product and service value proposition
• Excellent communication, coaching, negotiation, presentation, and relationship-building skills
• Strong analytical skills and proficiency using CRM and sales data to prioritize activity, manage pipeline, and improve conversion
• Ability to travel 50% of the time and maintain a consistent field presence with distributor sellers and end-user customers
• May be located anywhere in the U.S. within reasonable commuting distance of a major airport

Nice to Haves

• Formal sales training in value-based selling methodologies, such as Sandler or Question-Based Selling, is a plus

Benefits

• This job is also eligible for Incentive Pay.
• Paid time off
• Medical/dental/vision insurance
• 401(k) to eligible employees