Dealer Channel Account Executive

Summary of Position:

The Dealer Channel Account Executive is responsible for identifying, qualifying, and developing sales opportunities within the dealer segment, including domestic and international partners. As a first point of contact dealer inquiries, pricing requests, and referrals, this role strengthens channel relationships and accelerates pipeline growth. With a strong focus on responsiveness, relationship-building, and strategic nurturing, the Dealer Channel Account Executive plays a key role in driving customer engagement, market intelligence, and long-term dealer success.

Duties & Responsibilities:

Dealer Management

• Manage and grow dealer relationships.


• Recruit and onboard new dealers through outreach and relationship building.


• Evaluate new dealer applications and guide them through the onboarding and welcome process.


• Nurture relationships with dealers via phone, email, virtual and occasional in-person meetings.


• Deliver and support adoption of deal enablement materials to drive product knowledge and sales execution.


• Refer prospects to the appropriate dealer partners based on location, product need, or segment fit.

Sales Administration & Intelligence

• Develop and track KPIs specific to dealer performance.


• Assist with sales forecasting.


• Maintain accurate and timely records of all prospect and dealer interactions in the CRM.


• Maintain and update dealer-facing documentation and digital assets.


• Share trends, feedback, and insights with the broader sales and marketing teams to enhance messaging and positioning.


• Collaborate with internal stakeholders (Finance, Marketing, Supply Chain, Customer Service) to ensure we are servicing the needs of dealers in alignment with our strategic goals.

Strategic Sales Enablement

• Identify upsell/cross-sell opportunities and educate dealers accordingly.


• Represent the deal voice in internal product and service development conversations.


• Participate in strategic industry events to promote partner growth.

Professional Requirements:

Education and Work Experience

• 7+ years as successful account management of a book of business of >$1 million


• Experience working in or with channel/distribution sales models


• Knowledge of industrial, safety, or PPE sales cycles a plus


• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets


• Experience managing and directing the entire sales cycle from beginning to close.


• Demonstrated expertise in gaining access and selling to decision makers.


• Degree in business administration or business operations a plus


• Experience with PPE products


• Experience in Fire or Oil & Gas industries a plus

Knowledge and Skills

• Entrepreneurial mindset and the ability to be flexible and responsive to changing priorities.


• Proven sales and negotiation skills and ability to build and maintain strong relationships with customers.


• Strong proficiency in CRM systems such as Hubspot or Salesforce


• Analytical mindset with the ability to draw insights from dealer performance data.


• Strong alignment with our organizational values.


• Highly developed interpersonal skills and strong customer service orientation.


• Exceptional verbal, written, and presentation communications skills.


• Self-motivated and self-directed with a proactive approach to outreach and problem-solving.


• Ability to work collaboratively, exercising good judgment, and decision-making, to achieve shared goals.


• Strong problem identification and objection resolution skills.


• Strong project management, organizational skills, and attention to detail


• High level proficiency with Microsoft Office (Outlook, Word, PPT, and especially Excel) and ability to adapt to new technologies.


• Fluency in business Spanish a plus


• Ability to travel (25%), including occasional attendance at industry events or dealer site visits outside of regular business hours.