Distribution Channel Manager

Job Description:

Distribution Channel Manager – Advanced Materials (Industrial & Coatings Adhesives)

Huntsman is seeking a Distribution Channel Manager supporting the Advanced Materials Division located in Preferred Houston, TX | Open to Remote (USA). This position will report to the Sales Leader.

Job Scope

The Distribution Channel Manager is a critical commercial leadership role responsible for managing and optimizing distribution partnerships within the Advanced Materials business, with a focus on epoxy-based industrial and coatings adhesives. This role owns the commercial health, operational execution, and strategic alignment of channel partners – including a key distributor that represents the business’s largest customer relationship. Success requires strong commercial judgment, disciplined channel management, and the ability to work seamlessly with internal sales, supply chain, and technical teams. The Distribution Channel Manager will lead and manage two Inside Sales Reps. One will be a dedicated role responsible for distribution order execution, forecasting, price implementation, and issue resolution. The other Inside Sales Rep will be for an adjacent business. 

In summary, as the Distribution Channel Manager, you will:

• Manage and strengthen relationships with existing distribution partners supporting the Industrial & Coatings adhesives portfolio
• Serve as the primary commercial interface between the company and distributor leadership
• Ensure consistent execution of contractual agreements, margin expectations, and commercial terms
• Monitor distributor performance against volume, margin, service, and execution KPIs
• Identify operational gaps and drive corrective actions collaboratively with internal and external stakeholders
• Develops and executes short- and long-term Americas regional distribution business plans. Produces accurate monthly forecasts for Regional financial objectives (0 – 12 months)
• Act as escalation point for order & receivables issues as they arise
• Own distributor margin performance and commercial effectiveness (excluding price setting)
• Partner with internal sales leadership, finance, and supply chain to ensure disciplined execution
• Support the evaluation and onboarding of new distribution partners, where strategically justified
• Provide market intelligence on customer demand, competitive dynamics, and channel opportunities
• Manage territory P&L and act as “CEO of territory” with strong grasp and influence over financial metrics
• Lead, coach, and develop two Inside Sales Representatives
• Set expectations for execution excellence across: Customer support, Opportunity tracking, Forecasting, Order and pricing execution
• Maintain a strong performance culture with high accountability and collaboration
• Provide day-to-day direction while developing talent capability
• Accountable for pricing execution, forecast accuracy, and contract adherence
• Coordinate closely with Inside Sales on: Order execution and troubleshooting & forecasting
• Escalate and resolve customer or distributor issues in a timely, professional manner
• Maintain high standards of customer satisfaction across channel-managed accounts
• Strong commercial process adherence – precall planning, call reports, account planning, complaint resolution, “Way 2 Sell” process adherence
• Work closely with: Direct sales teams, Technical subject matter experts, Supply chain and operations
• Align channel strategy with broader Advanced Materials commercial priorities

Qualifications

You must possess the below minimum qualifications to be initially considered for this position. Preferred qualifications are in addition to the minimum requirements and are considered a plus factor in identifying top candidates.

The candidate must have an unrestricted right to work for Huntsman in the United States.

Minimum Qualifications

• Bachelor’s degree in chemistry, engineering, business or related field

• 10 years of commercial experience in specialty chemicals, adhesives, resins, or advanced materials 

Skills and knowledge

• Strong financial acumen – as it applies to understanding and managing the financial aspects of the territory

• Proven experience managing distributors, customers or indirect sales channels in B2B markets

• Strong commercial acumen with experience managing margins, contracts, and execution

• Leadership capability with or without prior formal people management experience

Preferred Qualifications

• Experience in epoxy-based chemistries and/or industrial adhesives

• Comfortable operating in technically complex environments (technical selling not required)

Working Environment

• Willingness to travel extensively (50%+)

Additional Locations: