Job Title:

Distribution Manager - Electronic Materials

Summary:

Momentive is looking for a candidate that will contribute to the development of new concepts, markets, and materials. The candidate should be a self starter and curious to learn about all the various markets within our business unit. A technical knowledge of RTV chemistry and applications is a plus. We are looking for a candidate that can develop and grow our relationships and opportunities with our distribution partners. We need someone who can lead and come up with projects that allow our distributors to work easier with Momentive and translate that into growth for Momentive. Understanding of manufacturing and processes will help the candidate significantly. This role will partner very closely with the Commercial Leader to execute on key metrics.

This position will report directly to the Americas EM Commercial leader.


The EM business unit is one of the most lucrative and highest growth businesses within Momentive. EM covers a broad range of markets including Optical Bonding for video displays, Aerospace/Aviation/Defense, Consumer Electronics and Automotive. The Distribution Account Manager role will touch all our product lines and markets. We currently serve 2/3rd of our revenue thru our distribution/channel partners so this is an extremely vital role for Electronic Materials. This role will also interact with all the technical sales engineers to help facilitate sales for their OEMs thru distribution when appropriate

Responsibilities Include:

Engagement with Distributors and Customers to resolve issues and solve problems quickly:

• Manage Distribution on a day-to-day basis

• Develop a very close working relationship with CSRs and mentor them on handling distribution questions

• Facilitate 3 party calls between end users, distributors, and Momentive to grow or solve problems

• Ability to interface with customers to determine if a relevant existing grade solves their technical challenges or drive new products by working with the marketing and ADE team

Strategic Messaging and Direction

• Hold monthly distribution bulletin calls as a touch point and meeting where we can let our partners in on new grades and changes

• Evaluate distributors through an appropriate process and recommend adding or removing distributors, with keen eye towards unique “Go to Market” capability, and the unique “footprint” of US distributors

• Lead, use, and advocate our transparency requirement – via Point of Purchase data we accumulate from distributors and maintain this spreadsheet

• Meet business growth expectations by developing new accounts and/or increasing business with existing accounts.

• Leverage and work with our Distribution network to promote sales of our products and be the technical expert when our distribution partners need technical assistance at an OEM/Tier.

• Ensure we keep our work aligned to profitable growth via strategic distributors by diligent review of Sales data, pipeline, prices, and diligent approach to claims

Growth to keep a profitable business unit on a positive trajectory

• Pipeline Build - Work with existing distributors to develop targets and increase Momentive’s opportunities with the end customers

• Price - Work with Product management on price sheets and pricing strategies as well as which grades to keep on the price sheets

• Training - Partner with the EM Technical Sales team to promote/train the distributors on new grades and new opportunities

• Develop and maintain a training program for distribution employees to promote Momentive’s brand and products.

• Provide technical support to new and existing customers and become a trusted advisor that these design engineers come to rely on for solutions to their design challenges.

• Support our distributors with literature and samples for their trade shows.

• Lead programs to address chronic friction points or business opportunities (short order lead times, specification process, eCommerce, use of videos, digitized Global Catalogue etc)

Compliance with Channel Partners and Administrative

• Maintain contracts and compliance training at our distribution partners

• Advocate for distributors so we can work together with mutual goals (fair competition, transparency, prioritize these discussions to strategic growth)

• Lead programs to enhance mutual, agreed strategies (DOR, Sole Auth, Distributor pricing etc) with our strategic D