Director of Vendor Management

Director of Vendor Management Director, Vendor Management – North America Reports to: Vice President, North America Location: New Jersey About the Role: Climb is seeking a strategic, sales-driven Director of Vendor Management to lead our North American Vendor Management organization and accelerate growth across our vendor portfolio. This role owns the strategy, execution, and performance of Climb’s vendor business in North America. You will lead and develop a team of Vendor Managers, establish go-to-market strategies for each vendor line, strengthen executive-level vendor relationships, and ensure the team delivers against the revenue, gross margin, and growth objectives outlined in Climb’s corporate business plan. Success will center around three primary growth initiatives: reseller recruitment, reseller enablement, and demand generation. You will work closely with Climb’s Sales and Marketing organizations, as well as vendor sales and marketing teams, to turn those strategies into measurable results. What You’ll Do: Lead, Coach & Develop the Vendor Management Team Lead and develop a high-performing team of Vendor Managers across the US, including both remote and in-office employees. Establish clear expectations, KPIs, and accountability across the team, ensuring individual goals align with Climb’s overall growth strategy. Coach team members on partner recruitment, opportunity identification, pipeline development, sales execution, vendor management, and complex business conversations. Conduct regular performance and development discussions, identifying opportunities for continued growth and career progression. Build a culture centered on ownership, accountability, collaboration, urgency, and continuous improvement. Drive Vendor Growth & Profitability Own the performance of Climb’s North American vendor management portfolio, driving consistent year-over-year sales and gross profit growth. Develop and oversee strategic growth plans for each vendor, with measurable goals tied to revenue, gross margin, pipeline, reseller recruitment, reseller productivity, and customer profitability. Partner with Vendor Managers to identify gaps, opportunities, and corrective actions when performance is not tracking to plan. Ensure vendor marketing strategies and demand-generation initiatives are aligned with sales objectives and executed effectively. Oversee quarterly business reviews, ensuring Vendor Managers communicate results, opportunities, challenges, and forward-looking strategies effectively. Identify new programs, sales motions, partner initiatives, and tools that create incremental growth and improve execution. Drive Consistent Year-over-Year Sales Growth Own year-over-year sales growth across the North American vendor portfolio, with clear growth expectations established for each vendor line. Partner with each Vendor Manager to develop an annual growth plan outlining revenue targets, key initiatives, reseller recruitment goals, and pipeline requirements. Establish quarterly milestones to ensure each vendor is pacing appropriately against its annual sales and gross profit targets. Use historical performance, pipeline, reseller productivity, and market opportunity to identify where additional investment or corrective action is needed. Identify underperforming vendor lines early and develop actionable plans to close performance gaps. Drive incremental revenue through a balanced focus on new reseller recruitment, growth within existing partners, reactivation of dormant partners, and demand generation. Hold Vendor Managers accountable for understanding their business, including YoY performance, forecast, pipeline coverage, partner productivity, and the specific actions required to achieve their growth targets. Regularly communicate portfolio performance, growth opportunities, risks, and recovery plans to senior leadership. Build Strategic Vendor & Partner Relationships Develop strong executive-level…

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