Role Purpose
The Global Distribution & Business Development Manager is responsible for the performance, development and expansion of THT's international distributor network. The role has a global remit, with immediate priorities including the continued management and growth of established channels in Asia-Pacific and the development of new routes to market in underrepresented and new territories, particularly the Middle East and Latin America.
This is a senior, hands-on commercial role combining distributor management, market development, technical sales and cross-functional coordination. The role holder will work with a high degree of autonomy, helping to coordinate commercial activity, maintain momentum across agreed priorities and provide experienced and credible cover when the Sales & Marketing Director is unavailable.
Key Responsibilities
Global Distribution Strategy & Performance Management
Establish and maintain a consistent management rhythm for THT's global distributor network, including partner segmentation, annual business plans, revenue targets, pipeline reviews, forecasting and performance reporting.
Develop and implement a consistent distributor management framework covering appointment, onboarding, enablement, target setting, review, improvement plans, renewal and, where necessary, recommendations concerning replacement or termination.
Assess market coverage and channel effectiveness by country, product line and target sector; identify gaps, concentration risks and opportunities for direct, distributor or hybrid coverage.
Build senior relationships with distributor principals and sales leaders, challenge underperformance constructively, and agree clear corrective actions with owners and deadlines.
Ensure distributors are appropriately trained, commercially equipped and aligned with THT's brand, pricing, compliance and customer experience expectations.
New Territory & Business Development
Lead structured market entry and channel development in new and underrepresented territories, with initial emphasis on the Middle East and Latin America.
Prioritise markets using evidence including addressable demand, industrial and research activity, competitor presence, import and service requirements, route-to-market economics and partner availability.
Identify, evaluate, conduct due diligence on and recommend potential distributors, agents, representatives and strategic partners.
Develop territory entry plans, partner launch plans and measurable 30-, 60-, 90- and 180-day milestones.
Personally develop strategic opportunities and early reference customers until the local channel is capable of managing them effectively.
Departmental Coordination & Team Support
Operate with a high degree of day-to-day autonomy, taking ownership of decisions within their area of responsibility and agreed commercial authority, without requiring routine escalation to the Sales & Marketing Director.
Exercise sound commercial judgement, recognise when matters require escalation, and provide a capable and experienced point of contact for the wider sales team when the Sales & Marketing Director is unavailable.
Coordinate other sales resources allocated to support international distributor development, new territories or specific opportunities, providing clear commercial direction without necessarily having formal line-management responsibility.
Decisions and commitments must be made within current company policies, approval thresholds and written delegations of authority.
Strategic Accounts, Technical Sales & Commercial Delivery
Lead or support complex, high-value international opportunities involving multiple stakeholders, technical requirements or non-standard commercial considerations.
Provide consultative, application-led selling and ensure proposed THT solutions meet customer requirements.
Prepare and present proposals, quotations and commercial justifications; negotiate within approved parameters and support effective deal closure.
Maintain senior relationships with key customers, distributors and strategic partners, and intervene where major opportunities or relationships require senior attention.
Represent THT at priority exhibitions, conferences, distributor meetings and customer visits.
Commercial Operations, Governance & Cross-functional Working
Maintain high standards of CRM discipline, pipeline quality, forecasting accuracy, opportunity ownership and distributor activity reporting.
Work closely with Marketing to create territory campaigns, distributor tools, lead-generation activity and product positioning suited to local markets.
Collaborate with Engineering, Applications, Service, Operations and Finance to ensure technically robust proposals, realistic delivery commitments and a strong end-to-end customer experience.
Ensure activity complies with export controls, sanctions, anti-bribery requirements, competition law, data protection, pricing policy and contractual approval processes.
Provide structured market, compet
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International Distribution & Business Development Manager employer: Thermal Hazard Technology
Thermal Hazard Technology is an exceptional employer located in Milton Keynes, offering a dynamic work environment that fosters collaboration and innovation. Employees benefit from a strong focus on professional development, with opportunities for growth and advancement within the company. The supportive culture prioritises customer service excellence, making it a rewarding place to contribute to international sales operations.
