Distribution Development Manager

Littelfuse•Chicago, IL

11h

About The Position

Littelfuse is one of America’s Best Mid-Sized Companies (Forbes) and has been named one of the Best Places to Work in Illinois (Best Companies Group) for 11 consecutive years. With its global headquarters in Chicago, Illinois, USA, Littelfuse is a leading, global manufacturer of electronic components serving more than 100,000 end customers across industrial, transportation, and electronics end markets. We have more than 17,000 employees with operations in 15 countries. From semiconductors to sensors… switches to fuses and more… we produce billions of electronic components that help our customers empower a sustainable, connected, and safer world. In 2021, Littelfuse had net sales of $2.1 billion. The Distribution Development Manager (DDM) will lead the design, execution, and governance of the Energy & Industrial Infrastructure (EII) channel strategy for North America and Rest of World. This role is responsible for developing, rationalizing, and scaling a best-in-class distribution network that aligns directly with the growth priorities of the EII business group. The DDM will serves as the strategic architect of distributor engagement —leading Distributor and Representative Councils, driving alignment between distributors and target markets, and ensuring the channel is equipped, motivated, and capable of driving Littelfuse growth in EII target markets.

Requirements

Bachelor’s degree in Business, Marketing, Engineering, or related field.
5–10 years of experience in channel management, distribution development, or sales within electrical equipment, industrial products, or related technology sectors.
Strong understanding of electrical distribution channels (e.g., gray‑box distributors, MRO distributors, OEM channels).
Demonstrated success managing complex channel ecosystems across multi‑segment markets.
Strong analytical skills with proficiency in distributor sales reporting, and forecasting tools.
Excellent communication, relationship‑building, and negotiation skills.
Ability to travel domestically and internationally as needed.

Nice To Haves

Experience with global channel programs and cross‑border distribution strategies.
Knowledge of electrical products such as fuses, switchgear, protection relays and controls.
Background working with major distribution groups and buying consortiums.

Responsibilities

Channel Strategy, Structure, & Expansion Lead the Distribution Development Strategy across North America and Rest of World. Rationalize the existing distribution base to focus on high-performing, strategically aligned partners — identifying Growers , Cure , and Transform distributors for targeted development plans. Oversee channel segmentation and coverage modeling to ensure optimal reach across target verticals and key accounts. Expand market reach through new channel partnerships in underpenetrated or emerging global regions.
Distributor & Representative Council Leadership Establish and chair the Littelfuse Power Solutions Distributor Council to foster collaboration, share best practices, and gain feedback on market trends, customer needs, and channel challenges. Co-lead a Rep Council (in coordination with Regional Sales) to strengthen coordination between direct reps, field applications engineers, and distributor sales teams. Use these councils as strategic alignment forums to communicate Littelfuse priorities, ensure channel readiness, and drive co-owned growth initiatives. Develop annual Distributor Business Reviews (DBRs) and joint planning templates to standardize performance measurement and strategic dialogue.
Vertical Market Alignment & Strategic Fit Map and align distributors to ensure coverage and expertise in EII target vertical markets including: Infrastructure – MRO, Commercial Construction, Mining / Oil & Gas, Water/Wastewater, Industrial Drives, HVAC, Renewables, Data Centers, and Grid Partner with Vertical Marketing, Product Management, and Application Engineering to ensure distributors have the technical knowledge, sales enablement tools, and vertical positioning to succeed. Develop and implement vertical distributor certification programs (e.g., “Power Solutions Preferred Partner” or “Vertical Specialist” designation).
Performance Management & Growth Create and manage distributor scorecards capturing key metrics (revenue growth, sales mix, share of wallet, pipeline development, vertical penetration, inventory health, and digital engagement). Collaborate with Sales and Finance to refine channel incentive programs , rebate structures , and joint business plans that reward growth and strategic alignment. Deploy data-driven insights to identify gaps, duplication, or saturation in the channel, enabling rationalization and focus on ROI-generating partnerships. Drive measurable revenue growth in target regions and verticals through structured distributor enablement and accountability frameworks.
Sales Enablement & Market Development Partner with Marketing and Sales Enablement teams to deliver co-branded campaigns, demand-generation activities, and technical training programs to accelerate pipeline creation at distributors. Support new product introductions through coordinated channel rollout plans and inventory positioning. Ensure distributor e-commerce and digital capabilities align with Littelfuse’s digital strategy and customer experience expectations.
Cross-Functional Leadership & Influence Act as the voice of the channel within Littelfuse EII — representing distributor feedback in go-to-market planning, product roadmap discussions, and pricing strategy. Collaborate closely with Regional Sales, Vertical Marketing, and the E&II Leadership Team to ensure the channel strategy directly supports business revenue targets. Participate in global distribution councils and EII leadership forums to share best practices and harmonize global approaches.