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About the Role

The Americas Distribution Group Manager role is critical to transforming distribution from a fulfillment channel into a scalable growth engine that consistently generates demand, accelerates opportunities, expands customer reach, and delivers predictable revenue growth across the Americas. This role exists to close gaps by creating a high-performing regional distribution organization that combines distributor management with disciplined territory channel management execution across the customer buying journey.

Responsibilities

Lead the overall Americas distribution strategy, business performance, and revenue growth.
Own regional distributor revenue targets, business planning, forecasting accuracy, and execution against annual operating plans.
Ensure distributor investments, programs, and resources are aligned to strategic growth priorities.
Lead Quarterly Business Reviews (QBRs) and annual planning processes with distributors.
Directly manage Distribution Managers and Channel Managers across the Americas.
Establish clear role definitions, accountability, and performance expectations across the organization.
Coach distribution and territory managers on distributor strategy, sales execution, opportunity management, and partner engagement.
Build organizational capability, succession plans, and talent development programs.
Create a culture focused on execution, accountability, collaboration, and continuous improvement.
Influence distributor leadership teams to align investment priorities, growth plans, and sales motions with NI objectives.
Develop long-term business and marketing plans that improve distributor self-reliance and customer reach.
Resolve complex channel conflicts and drive alignment across multiple stakeholders.
Represent the voice of distribution within NI leadership discussions and strategic planning activities.
Define and govern the distribution sales operating model across the customer buying journey.
Ensure clear ownership, engagement rules, escalation paths, and handoff standards between distributors, distribution managers, channel managers, Sales, BUs, TSE, and Operations.
Drive consistency in opportunity qualification, routing, pipeline management, and distributor engagement practices.
Establish operating model that improve visibility, accountability, and execution quality.
Ensure distribution activities support both demand generation and demand fulfillment objectives.
Ensure distributors are enabled in focus areas of competence where they can win consistently.
Drive programs that improve distributor prospecting, qualification, opportunity management, and customer engagement.
Increase distributor participation in demand generation activities, lead follow-up, and joint pursuit planning.
Improve distributor capability to independently execute commercial sales motions while effectively leveraging NI resources when required.
Establish scalable best practices that improve distributor productivity and conversion rates.
Partner with Sales Leadership to align territory plans and distributor engagement strategies.
Collaborate with BU and Product Management to prioritize enablement, product focus areas, and technical support requirements.
Work with Marketing to ensure distributor demand generation activities support strategic growth initiatives.
Partner with TSE and Operations to improve post-sale visibility, customer experience, and issue resolution.
Ensure distributors receive appropriate NI support to create successful customer outcomes.
Establish weekly, monthly, and quarterly operating cadences across the organization.
Monitor pipeline quality, forecast accuracy, handoff effectiveness, and distributor execution.
Identify systemic issues and implement corrective actions to improve organizational performance.
Ensure disciplined CRM usage, reporting accuracy, and business planning rigor.
Create visibility into leading indicators that predict future business performance.

Requirements

12+ years of experience in sales leadership, channel management, partner management, or distribution leadership.
5+ years of people management experience leading remote teams.
Demonstrated success managing distributors, channel partners, or indirect sales organizations.
Strong understanding of distributor business models, seller incentives, forecasting processes, and sales operations.
Proven ability to develop business plans and execute through matrixed organizations.
Experience building and scaling operating models, governance structures, and cross-functional execution processes.
Executive-level communication and stakeholder management skills.
Strong business acumen, forecasting discipline, and operational rigor.
Ability to influence senior leaders both internally and externally.
Experience working across sales, marketing, operations, technical, and customer success functions.

Skills

Sales leadership
Channel management
Partner management
Distribution leadership
People management
Remote team leadership
Distributor management
Channel partner management
Indirect sales
Business plan development
Matrixed organization execution
Operating model scaling
Governance structure development
Cross-functional execution processes
Executive communication
Stakeholder management
Business acumen
Forecasting discipline
Operational rigor
Influencing senior leaders
Sales
Marketing
Operations
Technical
Customer success

Location

Americas

Work Type

Remote

Experience Level

12+ years of experience
5+ years of people management experience

Benefits

Flexible, competitive benefits plans
Medical insurance plans
Dental coverage
Vision coverage
Employee Assistance Program
401(k)
Tuition reimbursement
Employee resource groups
Recognition programs
Flexible time off plans
Paid parental leave (maternal and paternal)
Vacation leave
Holiday leave

About the Company

Emerson is a global leader in automation technology and software.
Through our deep domain expertise and legacy of flawless execution, Emerson helps customers in critical industries like life sciences, energy, power and renewables, chemical and advanced factory automation operate more sustainably while improving productivity, energy security and reliability.
With global operations and a comprehensive portfolio of software and technology, we are helping companies implement digital transformation to measurably improve their operations, conserve valuable resources and enhance their safety.
We offer equitable opportunities, celebrate diversity, and embrace challenges with confidence that, together, we can make an impact across a broad spectrum of countries and industries.
Whether you’re an established professional looking for a career change, an undergraduate student exploring possibilities, or a recent graduate with an advanced degree, you’ll find your chance to make a difference with Emerson.
At Emerson, we are motivated by a spirit of collaboration that helps our diverse, multicultural teams across the world drive innovation that makes the world healthier, safer, smarter, and more sustainable.
We have built an engaged community of inquisitive, dedicated people who thrive knowing they are welcomed, trusted, celebrated, and empowered to solve the world’s most complex problems — for our customers, our communities, and the planet.
You’ll contribute to this vital work while further developing your skills through our award-winning employee development programs.
We are a proud corporate citizen in every city where we operate and are committed to our people, our communities, and the world at large.
We take this responsibility seriously and strive to make a positive impact through every endeavor.
At Emerson, you’ll see firsthand that our people are at the center of everything we do.

Equal Opportunity

Emerson is an Equal Opportunity/Affirmative Action employer.
All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status.
We are committed to providing a workplace free of any discrimination or harassment.