Director of Distribution Sales

We value individuals with a competitive spirit and a relentless drive to succeed in the highest echelons of the industry. Our ideal candidate and teammate thrives in a fast-paced environment, consistently seeking opportunities to outperform competitors and achieve top-tier results, while never hesitating to ask for help when needed. At IPS, we compete in the Major leagues, where innovation, curiosity, and adaptability are crucial to our sales approach. We seek teammates who combine strong technical acumen with a deep understanding of our customers, disciplined execution, and strategic thinking. Time management, effective communication, and a 'buyer first' mindset are essential. We encourage our team members to continuously seek knowledge, ask probing questions, and challenge conventional thinking to uncover innovative solutions that set us apart from the competition.

Responsibilities & Expectations:

The Director of Distribution Sales leads regional and national distribution sales operations for IPS's Electric Motor & Generator Distribution Service Line, including New Motors, VFDs, Unit Exchange, and Parts. This Distribution offering is a critical part of IPS's go-to-market strategy, enabling customers to manage electric motor and generator assets end-to-end through distribution, repair, and field service.

This role partners closely with Area General Managers, Area Sales Managers, location-based field sellers, and inside sales/support teams to deliver above-market growth, expand share, and increase customer retention. The Director also owns strategy and executive relationships across key Tier 1 and Tier 2 OEM distributor agreements, while driving a consistent commercial operating cadence across IPS's service centers and hubs.

As one of the most senior sales leaders in the company, the Director models OneIPS leadership, drives continuous improvement, and strengthens sales force effectiveness and best-practice adoption across the enterprise.

Commercial Leadership & Growth

• Own and execute the distribution sales strategy for New Motors, VFDs, and Parts to achieve above-market growth, increased share-of-wallet, and improved customer retention.
• Translate IPS Strategic Plan and Annual Operating Plan into actionable regional and local priorities, playbooks, and execution rhythms.
• Establish clear expectations and standards for prospecting, pipeline development, opportunity qualification, pricing discipline, and win/loss learning.
• Expand the Distribution value proposition through bundled solutions in partnership with Repair and Field Service to increase total account penetration.

Field Enablement & Sales Force Effectiveness

• Build productive, professional relationships with key internal and external stakeholders and coach sellers and leaders to do the same.
• Create and scale best practices (selling motions, call cadence, quoting standards, account planning templates, and competitive positioning) to improve conversion, margin, and customer experience.
• Support select locations as a Sales Functional Sponsor, including participation in UCE 5 monthly sales meetings, and serve as an active contributor on the Sales Design Team.
• Drive adoption of standard tools and processes to improve speed, consistency, and effectiveness across the Distribution network.

Strategic Planning & Commercial Operating Cadence

• Lead a cross-company Distribution strategic planning process that establishes mutual performance objectives, financial targets, and critical milestones over 1-year and 3-year horizons, reflecting local market opportunities and challenges.
• Establish and run a disciplined operating rhythm including:
  • Weekly/biweekly pipeline and forecast reviews
  • Deal governance and pricing/margin approval thresholds
  • Monthly performance reviews and KPI dashboards
  • Quarterly business reviews (QBRs) for key regions and national accounts

OEM / Supplier Relationship Leadership

• Own strategy, performance, and executive relationships for Tier 1 and Tier 2 OEM distributor agreements and programs, including (but not limited to) ABB/Baldor, Siemens, Toshiba, WEG, NIDEC/US Electric, TMEiC, TECO-Westinghouse, GE, and others.
• Partner with internal stakeholders to optimize line-card strategy, improve availability, reduce lead times, and ensure compliance with distributor agreement expectations.
• Maximize the value of IPS's buying power, including negotiated terms, program participation, rebates/earn-backs, and supplier performance management.
• Establish a consistent supplier communication cadence and performance scorecards aligned to IPS customer and inventory needs.

Team Leadership (Global) & Talent Development

• Lead and develop a global distribution sales team (direct and matrixed), ensuring clarity of roles, goals, and performance expectations.
• Recruit, select, onboard, and train new sales and Distribution resources in partnership with Regional and Area leadership.
• Drive coaching excellence: structured 1:1s, field rides/call coaching, skill development plans, and succession planning.
• Build a culture of accountability, collaboration, safety, and customer-first execution.

National Accounts & Channel Expansion

• Act as National Account Manager for a select group of national accounts, coordinating cross-IPS teams to meet corporate and local service needs.
• Develop and implement frame agreements for National Accounts to deliver and attach Deliver annual growth targets at assigned accounts through both Corporate HQ engagement and field enablement to win locally.
• Expand distribution growth through new channels, including strategic partnerships and IPS e-commerce/digital selling, improving product visibility and quote-to-order speed.

Accountabilities & Performance Measures:

• Meet or exceed annual targets for Total Distribution Sales and assigned national account quota.
• Meet profitability expectations through pricing discipline, product mix optimization, and margin governance.
• Deliver strategic customer objectives defined in IPS Strategic Plan and Annual Operating Plan.
• Drive CRM adoption and usage, including pipeline hygiene, activity discipline, forecasting accuracy, and reporting compliance.
• Ensure direct and matrix teams complete required training and development objectives within assigned timeframes.

Additional Commercial & Operational KPIs:

• Quote-to-order conversion and quoting cycle time improvements
• Pipeline coverage (by segment/region) and forecast accuracy
• Share-of-wallet growth within top accounts and target segments
• VFD attach rate on new motor opportunities
• UCE velocity alignment (turns/cycle time) in partnership with operations
• OEM program compliance and capture of rebates/earn-backs and co-op benefits
• Customer satisfaction outcomes (e.g., responsiveness, on-time delivery perception, issue resolution)

Organizational Alignment:

• Communicate frequently and effectively with Regional/Area GMs (P&L owners), Area Sales Managers, and Territory Managers with a OneIPS mindset, political savvy, and servant leadership.
• Coordinate executive involvement with customer management to advance key opportunities, resolve escalations, and strengthen long-term partnerships.
• Work closely with corporate and service center functional teams (operations, procurement, pricing, marketing, finance) to ensure customer satisfaction, rapid problem resolution, and execution alignment.

Qualifications and Competencies:

• Bachelor's degree from an accredited institution required; MBA preferred.
• Minimum 15 years of strategic B2B sales experience in industrial/electrical markets; distribution channel sales experience preferred.
• Demonstrated skill and impact in:
  • Strategic / National Account Management (required)
  • Distribution channel sales, multi-site execution, and complex solution selling (preferred)
  • Strategic planning, territory/account planning, and commercial operating cadence
  • Supplier/OEM relations, sourcing support, and program management
  • Business and financial acumen (margin, mix, pricing discipline); intelligent risk-taking
  • Leadership impact: coaching, developing talent, "makes people better"
  • Cross-functional influence and executive-level communication
  • CRM and PC proficiency

Location, Travel & Working Conditions

• Location: Remote-may sit anywhere in North America with access to an international airport.
• Travel: Approximately 50% travel required.

You'll thrive at IPS if you...

* Lead with integrity and prioritize safety. You demonstrate high standards and commit to a safe, ethical workplace.
* Value teamwork and accountability. You work well with others, take responsibility, serve others, and deliver on your commitments.
* Focus on the customer. You are dedicated to providing an unmatched customer experience and exceeding expectations.
* Have an entrepreneurial spirit. You're proactive, innovative, and thrive in a fast-paced environment.
* Communicate effectively and with purpose. You keep everyone informed with clear, concise communication.
* Stay curious and love to learn. You continuously seek new knowledge and grow personally and professionally.

Who We Are:

At Integrated Power Services (IPS), we're committed to empowering you to make a meaningful impact. As the industry's leading and fastest-growing service provider, IPS offers single-source electromechanical and power management solutions to enhance the reliability of critical infrastructure across North America and the United Kingdom. We serve over 30,000 essential customer locations, from renewable energy pioneers to hospitals, manufacturers, and municipalities, helping them avoid costly downtime and ensure mission-critical operations.

When you join IPS, you're joining a team that's revolutionizing equipment and process reliability across diverse sectors, from power generation to petrochemicals, and beyond. You'll learn from industry experts, grow alongside a talented workforce, and be part of a company that is built on the Shared Values of Safety, Integrity, Teamwork, Accountability, Customer Focus, and Entrepreneurial Spirit.

Benefits:

• Paid Time Off (PTO)
• 401k Employer Match
• Bonus Incentives
• Tuition Reimbursement Program
• Medical, Dental and Vision plans
• Employee Assistance Program (EAP)
• And more!

Pay Rate Details: Base salary of $145,000 to $200,000, depending on experience plus bonus incentive program.

IPS is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.

Any offer of employment is contingent upon the successful completion of a background and driving record investigation. As a federal contractor, our company is committed to maintaining a safe and drug-free workplace. Candidates for this position are required to complete a pre-employment drug screen successfully. The drug screening process will include testing for substances that may impair one's ability to perform the job safely and effectively.

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