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Distribution Manager

Full-time / Part-time:  FT - Employee
Exempt / Non-Exempt:  Salaried Exempt

Atlanta, GA, US, 30340

Shift:  AF
Req Id:  1008
Division:  AF

AAF International offers the most comprehensive clean air solutions available across the globe. Selling under the American Air Filter® and the AAF International® brand names, AAF International has been an industry pioneer since 1921 and has since grown to operations in over 22 countries with over 3000 employees. Our products are the industry benchmarks for quality and performance, and delivers clean air solutions in residential, commercial and industrial air pollution control, gas containment removal, power generation, and other stringent clean room environments.

We are a member of the Daikin Group, the world's largest air conditioning and clean air solutions provider with over $15 Billion in sales and 56,000 employees worldwide. Founded in 1924, Daikin has grown into a diversified industrial manufacturing company offering solutions in clean, air, air conditioning, refrigeration, chemicals, oil hydraulics, defense systems and electronics. AAF and Daikin are powered by our investment in people, products, and our processes.

Our culture of continuous improvement, safety, and world class operations is powered by our people centered management philosophy. This philosophy is built around mutual selection: that while AAF seeks top talent people to join and deliver on our team, we also want each team member to receive job satisfaction, growth & development, and continued happiness in being a long term member of the AAF family. This is fueled by our belief in treating our people, our supply partners, our customers and our environment with the trust and respect we each require, and our passion to give back to our community for our success.

Read more about our philosophy at: http://www.daikin.com/about/corporate/philosophy/index.html

AAF International is an Equal Opportunity Employer M/F/Disability/Veteran.

Position Objective:

In accordance with the business strategy, develop/maintain new and existing distribution partners based on assigned targets within the specified segments or territories in order to ensure achievement of sales and profitability objectives.  Coordinate the sales of the company’s products within the Distribution account segment and the field sales team.  Ensure products are sold in accordance with budgeted objectives.


Key Responsibilities:

  • Participate in the development of the multi channel strategy while identifying potential indirect sales opportunities in assigned Regions and Sales Territories in conjunction with VP of Sales, Director of Distribution, Director of Sales, Regional Managers and District Managers.
  • Achieve sales and margin targets.
  • Coordinate the sales of the company’s products within the Distribution account segment and the field sales team. 
  • Partner with the field sales team to ensure maximum profitability and positive customer experience.
  • Act as a primary communication channel between the company and distributors.
  • Maintain distributor databases and records, monitor against established quotas. Establish market indices and distributor quotas based on these indices.
  • Develop programs and support tools for the Distribution Channel customers.
  • Partner with Sales, Finance and Operations to understand the pricing policies and process including quantities, terms and conditions of sales.  Implement pricing policies, assist in their creation and provide market feedback and cost-price discrepancy information.
  • Coordinate distributor meetings and seminars, distributor/vendor marketing campaigns, promotion funds, and distributor allowances. Actively participate in the Quarterly Review process.
  • Recommend product modifications or improvements based on findings of marketing research, technical service work, or sales personnel feedback. Partner with the marketing operation in accomplishing organization objectives and sales goals.
  • Performs other related duties as assigned or requested.
  • Travel is required.


Technical Requirements:

  • P&L management capability a requirement
  • Prior Air Filtration and/or HVAC experience and knowledge strongly preferred



  • At least 4 to 6 years of relevant experience
  • Experienced in making a transition from product sale to a solution sale. Ability to communicate and sell both products and value concepts at all organizational levels.
  • Understanding and experience with high value added product selling, pricing, negotiating and channel management as it relates to this segment.
  • Be able to synthesize various input and ideas into relevant and clear strategies and secure buy-in from diverse teams in order to implement them.
  • Must understand the importance and role of “brand” in building a profitable business, and have experience in   product management.
  • A history of consistently delivering on expectations for growth and profitability must be demonstrated.
  • Possesses a natural way of influencing, both internally and externally.  A master at diplomacy and has excellent listening skills, yet without lacking in leadership and drive to move things forward.
  • Team player with proven success in building a strong Distributor channel.
  • Strong technical aptitude
  • Excellent communication skills


Education Requirements:

  • University degree in Business or Engineering or related degree. MBA preferred.
  • Good working experience with Microsoft Word, Excel, and PowerPoint.

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law. 

Nearest Major Market: Atlanta