Director / Manager of Distribution Sales – Gas & Diesel Generator Sets | West Coast
- Los Angeles, United States
Posted 6 days ago
About the role
Hymns to Her Global Talents LLC (hymnstohertalent.com) is an executive search firm dedicated to the North American AI Data Center, Digital Infrastructure, Power & Grid, Semiconductor, Retail, and International Logistics industries.
About the Client
Hymns to Her Global Talents is conducting a retainer search on behalf of a global power equipment manufacturer expanding its presence across the U.S. West Coast.
Our client offers Gas and Diesel Generator Sets for commercial, industrial, and residential applications. Its generator products are part of a Caterpillar-owned brand portfolio, backed by decades of global industry expertise, proven technology, and a premium product offering.
As our client expands its U.S. operations, the company is building a strong regional distribution and service network across California and the broader West Coast. We are seeking an experienced Distribution Sales professional who can independently build the distributor network, develop channel partnerships, and drive revenue growth across the region.
Position Overview
The Director / Manager of Distribution Sales will initially serve as an Individual Contributor and will play a critical role in establishing and expanding our client's West Coast distribution network.
This position will focus on identifying, recruiting, onboarding, and developing high-quality distributor partners for Gas and Diesel Generator Sets. The successful candidate will work closely with distributors, electrical contractors, engineering firms, and industrial end users to expand market coverage, develop new opportunities, and drive sales growth.
This is a builder role. We are looking for someone who can leverage existing market knowledge and industry relationships to open doors, establish new distribution partnerships, and build a scalable channel strategy across the West Coast, with the potential to expand into additional U.S. markets as the business grows.
As the business grows, this position will have the opportunity to build and lead a regional sales organization, transitioning from an individual contributor role into a broader sales leadership position.
The position is preferably based in the Los Angeles metropolitan area. Frequent travel throughout California and the broader West Coast is expected.
Key Responsibilities
1. Distributor Network Development
- Identify and target high-potential distributors across California and the broader U.S. West Coast.
- Develop and maintain a pipeline of prospective distribution partners.
- Build relationships with distributor owners, executives, and key decision-makers.
- Lead distributor recruitment, qualification, commercial discussions, negotiations, and onboarding.
- Evaluate market coverage, channel gaps, competitive positioning, and opportunities for expansion.
- Develop a scalable West Coast distribution network for the client's Gas and Diesel Generator Set portfolio.
2. Distributor Partnership & Channel Growth
- Build and maintain strong, long-term relationships with distribution partners.
- Develop joint business plans with distributors to drive sales growth and market penetration.
- Work closely with distributors to identify target accounts, applications, and new business opportunities.
- Support distributors throughout the sales cycle, including product positioning, opportunity development, pricing, negotiation, and closing.
- Help distributors expand their customer base and increase market coverage.
- Provide product, market, and competitive insights to help distributors effectively position the client's products.
- Monitor distributor performance and identify opportunities to improve sales productivity and channel effectiveness.
3. Sales & Business Development
- Develop and execute regional channel strategies to achieve revenue and market share objectives.
- Generate new business through distributors, electrical contractors, engineering firms, industrial end users, and other channel partners.
- Develop strategic relationships with key accounts and influencers within the power generation ecosystem.
- Participate in customer and distributor meetings to advance opportunities and close major projects.
- Maintain a strong sales pipeline and provide accurate forecasts and regular business updates.
- Identify new applications, customer segments, territories, and market opportunities.
4. Market Intelligence & Competitive Analysis
- Develop a strong understanding of the West Coast generator and power equipment market.
- Track competitor products, pricing, channel strategies, market activity, and customer trends.
- Identify competitive gaps and opportunities for differentiation.
- Provide actionable market intelligence and recommendations to senior leadership and product management.
5. Cross-Functional Collaboration
- Partner with Product Management, Marketing, Service, Supply Chain, and Operations to support distributor growth and customer success.
- Coordinate product training, technical support, marketing programs, and service resources for distributor partners.
- Provide feedback from distributors and customers to help inform product strategy and market development.
- Ensure accurate CRM management, sales reporting, forecasting, and pipeline visibility.
Qualifications Required
- Bachelor's degree in Business, Engineering, Electrical Engineering, Mechanical Engineering, or a related field; equivalent industry experience will also be considered.
- 8+ years of B2B sales, channel sales, or business development experience in power generation, generator sets, electrical equipment, industrial equipment, or a closely related industry.
- 5+ years of experience developing and managing distributor or channel relationships.
- Demonstrated success in independently developing new markets, building channel partnerships, and generating measurable revenue growth.
- Strong understanding of Gas and Diesel Generator Sets, transfer switches, and power distribution equipment.
- Established relationships with distributors, electrical contractors, engineering firms, industrial customers, or other relevant stakeholders in California and/or the broader West Coast.
- Strong commercial skills, including prospecting, negotiation, account development, and closing.
- Ability to operate independently in a market-building environment with limited initial infrastructure.
- Strong communication, presentation, relationship-building, and negotiation skills.
- Strong business judgment with a hands-on, entrepreneurial approach to sales.
- Proficiency with Microsoft Office and CRM systems.
- Ability and willingness to travel extensively throughout the West Coast.
- Must be authorized to work in the United States.
Preferred
- Experience selling Caterpillar, Generac, Cummins, Kohler, or comparable generator product lines.
- Existing relationships with major generator/electrical equipment distributors in California or the Western U.S.
- Experience working with electrical contractors, consulting/engineering firms, EPCs, industrial end users, or data center customers.
- Experience launching or expanding a new regional market or distribution network.
What Success Looks Like
First 6–12 Months
- Establish a strong pipeline of qualified West Coast distributors.
- Recruit and onboard initial strategic distribution partners.
- Build relationships with key electrical contractors, engineering firms, and end users.
- Develop a clear understanding of the competitive landscape and channel structure.
- Establish a repeatable channel development and sales process.
- Generate initial revenue and establish a foundation for sustainable regional growth.
Longer Term
- Build a comprehensive West Coast distribution network.
- Establish the client's generator products as a recognized brand within the regional market.
- Drive significant and sustainable revenue growth through channel partnerships.
- Expand market coverage across California and other Western states.
- Build and lead a high-performing regional sales organization as the business scales.
Pay: $120,000.00 - $250,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Vision insurance
Work Location: Remote