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Distributor Sales Manager Oil & Gas
Dallas, TX | Fully Remote
Job Description
Our client is a North American manufacturer of engineered systems used in oil and gas field operations. While the company has strong products and growing market demand, its U.S. distributor presence is still developing. This role has been created to build a high performing distributor channel from the ground up.
The Distribution Sales Manager will be responsible for designing distributor coverage, recruiting and onboarding new partners, and establishing the structure, standards, and operating rhythm required for long term channel growth. This is a hands on, field based role for a sales oriented leader who enjoys building capability and momentum, not inheriting mature networks.
Distribution Sales Manager responsibilities:
- Build and execute the U.S. channel development strategy
- Identify coverage gaps and recruit new distributor partners
- Lead distributor onboarding including agreements, territories, pricing, and product scope
- Train distributor sales and technical teams on products, applications, and field support
- Spend significant time in the field on ride alongs, joint sales calls, and customer visits
- Support distributors on deal strategy, pricing approvals, and technical coordination
- Establish stocking levels, demo equipment, and basic service expectations
- Introduce distributor scorecards, performance metrics, and quarterly business reviews
- Resolve early stage channel conflict and territory overlap as the network scales
- Capture market intelligence and feed insights back to sales, product, and engineering
- 8+ years of experience in channel development, distributor sales, or technical sales leadership
- A demonstrated track record building distributor or partner networks from an early stage
- Strong understanding of the U.S. oil and gas market and regional selling models
- Confidence influencing and training independent distributor organizations
- Solid commercial judgment across revenue, margin, and partner accountability
- High initiative, structure, and comfort operating independently in a field based role
- Base salary range of $120,000 – $140,000 USD, depending on experience
- Performance based incentive program aligned to channel growth
- Benefits package
- Field based role with approximately 40–60% travel
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Meet Your Recruiter
Shelley Emmett
Senior Recruitment Consultant
Sales, Business Development, Account Management
With an impressive 24+ years of experience, Shelley is a seasoned recruiter specializing in the placement of sales, business development and account management professionals. She thrives in the fast-paced world of full-cycle recruitment, and has filled all levels of positions, from entry-level to executive. As the former General Manager of a recruitment agency with a national footprint, she brings a wealth of hands-on experience, including building and managing cohesive teams for her own growing business.
Shelley is known for being calm and efficient under pressure—she understands the urgency of her client’s hiring needs and guides them to effective talent solutions. A confident communicator, she builds strong relationships and is dedicated to delivering high-quality service. She is motivated by the satisfaction of making that perfect match and contributing to the success of employers and candidates.
Originally from South Africa, Shelley moved to Canada in 2023. Outside of work, she spends time with her husband and two children, participating in sports and enjoying outdoor activities.