[Hiring] Distributor Technical Sales Representative @Matrix Adhesives

Role Description

The Distributor Technical Sales Representative – Building & Construction owns profitable territory growth by developing distributor partnerships and proactively generating end-user demand. The role independently identifies and converts new business, strengthens distributor sell-through, expands adoption of assigned Matrix products, and maintains an accurate opportunity pipeline and forecast. Success requires commercial initiative, disciplined execution, and collaboration with Technical Service, Marketing, Customer Service, Operations, and other Matrix business units.

Qualifications

• Associate degree or equivalent combination of education and relevant experience.
• Demonstrated success in technical, industrial, construction-product, or distribution-channel sales; experience in adhesives, sealants, surfacing, or fabrication markets preferred.
• Demonstrated ability to develop end-user demand and drive sales through distributors, including new account wins and competitive conversions.
• Strong commercial acumen, negotiation, territory planning, opportunity qualification, and forecasting skills.
• Ability to learn technical product applications and collaborate effectively with specialized technical resources.
• Proficiency in Microsoft Office and CRM systems; Salesforce experience preferred.
• Strong communication, relationship-building, organizational, and problem-solving skills; Spanish language skills a plus.

Requirements

• Own assigned territory revenue, gross margin, new business development, and forecast performance against agreed objectives.
• Independently assess territory potential, prioritize high-value accounts and applications, and execute actionable territory and key-account growth plans.
• Proactively build and convert a qualified opportunity pipeline sufficient to support territory growth objectives; own opportunity progression, customer engagement, realistic close timing, CRM accuracy, and next steps.
• Identify and quantify cross-selling opportunities across assigned Building & Construction products and adjacent applications.
• Develop and execute joint growth strategies with distribution partners that deliver increased sell-through, market penetration, new end-user accounts, and expanded product adoption.
• Analyze available purchasing and inventory information to identify underpenetrated accounts, performance gaps, and measurable growth opportunities.
• Identify potential new distribution partners where market coverage, capabilities, or customer access justify expansion.
• Coordinate distributor onboarding, product education, joint calls, and commercial launch activities in collaboration with internal teams.
• Independently identify and engage fabricators, installers, contractors, OEMs, and other end users; develop application opportunities, win competitive conversions, and generate sustainable pull-through demand through distribution.
• Conduct appropriate product presentations, demonstrations, and competitive conversion discussions; coordinate testing and specialized application support with Technical Service.
• Develop working knowledge of relevant applications, including solid surface, stone and quartz fabrication, HPL and laminating, cabinetry and millwork, silicones, sealants, and construction bonding.
• Capture voice-of-customer insights, competitor activity, market trends, and product gaps; communicate actionable findings internally.
• Ensure customer pricing, commercial terms, and commitments comply with approved guidelines and escalation processes.
• Collaborate with marketing, technical, customer service, finance, and operations to address customer needs and support reliable execution.
• Demonstrate an entrepreneurial approach to territory management: anticipate obstacles, engage appropriate resources, follow through on commitments, and take ownership of execution and results.
• Follow company safety policies, report unsafe conditions, and perform other related duties as assigned.

Company Description