Distribution Manager - Rock Tools - East US

Established in 1890, Boart Longyear is the world's leading provider of innovative, safe, and productivity-driven drilling equipment and tooling. With a primary focus on mining and exploration activities spanning a wide range of commodities - including copper, gold, nickel, zinc, uranium, and other metals and minerals - the Company also supports activities in the energy, oil sands exploration, and environmental sectors.

Boart Longyear's Drilling Products division delivers advanced research and development capabilities and holds hundreds of patented designs to manufacture, market, and service reliable drill rigs, innovative drill string products, rugged performance tooling, durable drilling consumables, and high-quality parts for customers worldwide. These products are engineered to meet the evolving needs of the global drilling industry, offering maximum performance, reliability, and safety in the most demanding conditions.

Location & Travel

This is a field-based role supporting customers and distributors across the Western United States. Travel is required up to ~50% to distributor locations, customer sites, and industry events.

Job Overview

The Distribution Manager - Rock Tools is responsible for driving revenue growth and market share across the Western U.S. through the development and management of the distributor network for rock drilling tools and consumables.

This role owns the commercial performance of assigned distributors, builds strong channel partnerships, and executes territory strategies to expand market penetration. The position serves as the primary liaison between the company, distributors, and end customers, ensuring alignment on sales objectives, product positioning, and customer satisfaction.

Key Responsibilities

Distributor & Channel Management

• Develop, manage, and strengthen relationships with key distributors and channel partners across the region
• Conduct regular business reviews, joint sales calls, and strategic planning sessions
• Hold distributors accountable to sales targets, inventory levels, and brand standards

Sales Strategy & Execution

• Develop and execute territory sales plans to achieve or exceed revenue and margin targets
• Identify growth opportunities within existing distributor accounts and new market segments
• Lead pricing discussions, commercial negotiations, and contract alignment with distributors

Channel Development

• Identify gaps in market coverage and recruit, onboard, and develop new distributors as needed
• Provide structured onboarding, product training, and ongoing commercial support
• Ensure distributors are equipped with the tools, knowledge, and resources to effectively sell rock tools

Product & Technical Support

• Deliver product training and technical guidance on rock tools, drilling applications, and performance optimization
• Support distributors and customers in troubleshooting and application-based problem solving
• Partner with technical teams to resolve product performance issues and improve customer outcomes

Marketing & Product Promotion

• Partner with marketing to execute regional campaigns, product launches, and promotional initiatives
• Ensure consistent brand representation and messaging across all distributor activities
• Support field demonstrations, trade shows, and customer engagement events

Performance Management & Reporting

• Monitor distributor performance using CRM and sales reporting tools
• Analyze sales data, forecasts, and KPIs to identify trends, risks, and growth opportunities
• Provide regular reporting and actionable insights to sales leadership

Customer Engagement & Market Intelligence

• Conduct joint visits with distributors to key customers and drilling operations
• Gather market intelligence on competitors, pricing, and product performance
• Translate customer feedback into actionable insights for product and commercial strategy

Compliance & Governance

• Ensure distributors operate in alignment with company policies, commercial agreements, and brand standards
• Support compliance with applicable legal, regulatory, and safety requirements

Key Skills & Competencies

• Channel Sales Management: Proven ability to grow and manage distributor networks in technical industries
• Commercial Acumen: Strong capability in pricing, margin management, and contract negotiation
• Technical Aptitude: Solid understanding of rock tools, drilling applications, and field performance drivers
• Relationship Management: Ability to influence and build trust with external partners and internal stakeholders
• Analytical Skills: Ability to interpret sales data, manage forecasts, and drive data-based decisions
• Communication: Strong presentation and communication skills across technical and commercial topics
• Self-Management: Highly self-directed with the ability to operate independently in a field environment

Minimum Qualifications

• Education: Bachelor's degree in Business, Engineering, or related field (or equivalent experience)
• Experience:
• 5+ years of experience in sales, channel management, or technical field roles
• Experience in mining, construction, drilling, or heavy equipment industries preferred
• Demonstrated experience working with distributors or indirect sales channels
• Technical Knowledge:
• Working knowledge of rock tools, drilling systems, and field applications preferred
• Ability to troubleshoot and support product performance in the field
• Other Requirements:
• Proficiency in Microsoft Office (Excel, PowerPoint, Outlook)
• Willingness to travel up to ~50% across the Western U.S.
• Valid driver's license

Our People

At Boart Longyear, people are our most important asset. We recognize that the best ideas emerge through collaboration among individuals with diverse backgrounds, experiences, and perspectives. That is why we are committed to fostering diverse, inclusive teams and work environments free from discrimination and harassment-spaces where everyone can contribute and be heard.

Our Vision

To create products and solutions that empower the exploration and extraction of minerals to enable life and prosperity.

Our Values

Our success as a business depends on how we operate. The how is the distinctive way in which we conduct our business, guided by our values of:

• Integrity
• Health & Safety
• Teamwork & Diversity
• Customer Focus
• Sustainability

At Boart Longyear, we innovate, we lead, and we grow together. Sound like your kind of team? Apply now.

Job Details

Job Family Sales & Marketing

Pay Type Salary

Employment Indicator Employee

Education Level Bachelor's Degree

Travel Required Yes

Travel Percentage 50