Key Account Manager - Distribution, Water Treatment

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POSITION SUMMARY

The Key Account Manager – Distribution (Water Treatment) is responsible for leading and growing strategic relationships with key water treatment distributors and service providers. This role serves as the primary commercial point of contact for assigned distribution partners and is accountable for driving profitable revenue growth, program execution, and long-term strategic alignment within the water treatment channel.

Operating at a national or multi-regional level, this role develops and executes joint business plans, aligns internal and external stakeholders, and ensures consistent execution of pricing, service programs, and technical initiatives. The ideal candidate brings strong knowledge of water treatment applications, chemical programs, equipment, and service-based distribution models.

KEY RESPONSIBILITIES

• Own and manage senior-level relationships with assigned water treatment distributor and service provider accounts.
  • Develop and execute account strategies and joint business plans focused on growth in chemical programs, equipment, consumables, and services.
  • Lead negotiations related to pricing structures, rebate programs, service agreements, and contracts.
  • Partner closely with portfolio managers, application engineers, and regional Channel Sales Managers to ensure effective field-level execution.
  • Serve as internal advocate for distributor partners by coordinating support from supply chain, operations, technical resources, and marketing.
  • Drive alignment between distributor leadership and service teams to improve specification, system performance, water safety, and regulatory compliance.
  • Track and manage KPIs including revenue growth, margin, program adoption, retention, and service quality.
  • Identify opportunities for expansion into new water treatment applications, markets, and technologies.
  • Provide market intelligence related to regulatory trends (e.g., wastewater, potable water, industrial discharge), competitive activity, and customer needs.
  • Resolve escalated commercial and service issues involving pricing, contracts, supply continuity, or technical performance.
  • Represent the company at water industry trade shows, distributor meetings, and customer forums.
  • Maintain account plans, forecasts, and activity reporting using CRM tools.

MINIMUM QUALIFICATIONS

• 5+ years of B2B sales or account management experience within the water treatment, chemical, or environmental services industry.
  • Experience managing distributor or service-provider-based go-to-market models.
  • Understanding of water treatment chemistry, systems, and service delivery preferred.
  • Proven ability to negotiate pricing, contracts, and long-term agreements.
  • Ability to influence cross-functional teams including technical, operations, and supply chain.
  • Excellent communication and executive-level relationship skills.
  • Strong analytical and financial acumen.
  • Proficiency with Microsoft Office and CRM systems.

• Ability to travel up to 40–50%.

EDUCATION QUALIFICATIONS

Bachelor’s degree in Business, Chemistry, Engineering, Environmental Science, or related field; MBA preferred.

DuBois provides equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, gender expression, genetic information, service in the military, veteran status, or any other protected status in accordance with applicable federal, state, and/or local law and/or regulation.