Job description

Scope: The Distributor Account Manager is responsible for managing and developing SUSONITY's strategic distributor network within the Cosmetics business across North America. This role drives sustainable, profitable growth while protecting existing business and market share by working closely with distributors to expand market coverage, develop new business opportunities, strengthen customer relationships, and ensure alignment with SUSONITY's commercial strategy. The position serves as the primary liaison between distributors and SUSONITY's commercial, technical, marketing, customer service, and supply chain teams to maximize distributor performance and customer success. Key Responsibilities: • Develop and manage strategic relationships with assigned cosmetic distributors, serving as the primary commercial contact. • Develop and execute annual distributor business plans aligned with SUSONITY's growth objectives. • Support and develop distributor sales teams through product training, joint customer visits, virtual meetings, and commercial guidance to accelerate demand creation and business growth. • Collaborate effectively with both distributor sales representatives and distributor management, influencing performance and driving execution without direct reporting authority. • Monitor distributor performance through sales results, forecasts, pipeline reports, promotional activities, go-to-market strategies, and overall market execution, identifying opportunities for continuous improvement. • Coordinate communication and collaboration between distributors and SUSONITY's internal teams, including Technical Service, Marketing, Product Management, Customer Service, Supply Chain, and Regulatory, to support customer success. • Ensure timely and accurate distributor reporting, including sales reports, forecasts, opportunity pipelines, account reviews, and other agreed business metrics. • Analyze market trends, competitive activities, and distribution channel effectiveness to identify growth opportunities and provide recommendations for continuous improvement of the distributor network. • Develop and maintain distributor scorecards, business reviews, gap analyses, and performance metrics to support strategic decision-making and distributor development. • Maintain regular market intelligence regarding competitors, competitor's distributors, customers, market trends, and new business opportunities. • Support implementation of new product launches, marketing campaigns, and strategic growth initiatives throughout the distributor network. • Drive continuous improvement in distributor engagement, execution, and overall commercial effectiveness. Qualifications: • Bachelor's degree in business, Chemistry, Chemical Engineering, Marketing, or a related field; advanced degree is a plus. • Minimum five years of experience in sales, distributor management, account management, or business development within the cosmetics, specialty chemicals, or personal care industries. • Experience managing distributor networks or indirect sales channels is strongly preferred. • Strong understanding of the cosmetics ingredients market and distributor business model. • Excellent communication, presentation, negotiation, and relationship-building skills. • Demonstrated ability to influence and collaborate across multiple organizations and functions without direct authority. • Strong analytical and organizational skills with the ability to interpret sales data, market trends, and business performance to support strategic decisions. • Advanced proficiency in Microsoft Excel and Microsoft PowerPoint; experience with • Salesforce CRM is preferred. • Self-motivated with the ability to manage multiple priorities in a dynamic environment. Physical Requirements: • Ability to travel domestically 20-40%. • Ability to communicate effectively with customers, distributors, and internal teams throughout the workday. • Valid driver's license and ability to travel independently.

Requirements

Must-haves

The position serves as the primary liaison between distributors and SUSONITY's commercial, technical, marketing, customer service, and supply chain teams to maximize distributor performance and customer success.
Develop and manage strategic relationships with assigned cosmetic distributors, serving as the primary commercial contact.
Develop and execute annual distributor business plans aligned with SUSONITY's growth objectives.
Support and develop distributor sales teams through product training, joint customer visits, virtual meetings, and commercial guidance to accelerate demand creation and business growth.
Collaborate effectively with both distributor sales representatives and distributor management, influencing performance and driving execution without direct reporting authority.
Monitor distributor performance through sales results, forecasts, pipeline reports, promotional activities, go-to-market strategies, and overall market execution, identifying opportunities for continuous improvement.
Ensure timely and accurate distributor reporting, including sales reports, forecasts,
opportunity pipelines, account reviews, and other agreed business metrics.
Analyze market trends, competitive activities, and distribution channel effectiveness to identify growth opportunities and provide recommendations for continuous improvement of the distributor network.
Develop and maintain distributor scorecards, business reviews, gap analyses, and performance metrics to support strategic decision-making and distributor development.
Maintain regular market intelligence regarding competitors, competitor's distributors, customers, market trends, and new business opportunities.
Support implementation of new product launches, marketing campaigns, and strategic growth initiatives throughout the distributor network.
Drive continuous improvement in distributor engagement, execution, and overall commercial effectiveness.
Minimum five years of experience in sales, distributor management, account management, or business development within the cosmetics, specialty chemicals, or personal care industries.
Strong understanding of the cosmetics ingredients market and distributor business model.
Excellent communication, presentation, negotiation, and relationship-building skills.
Demonstrated ability to influence and collaborate across multiple organizations and functions without direct authority.
Strong analytical and organizational skills with the ability to interpret sales data, market trends, and business performance to support strategic decisions.
Advanced proficiency in Microsoft Excel and Microsoft PowerPoint; experience with
Self-motivated with the ability to manage multiple priorities in a dynamic environment.
Ability to travel domestically 20-40%.

Nice-to-haves

Bachelor's degree in business, Chemistry, Chemical Engineering, Marketing, or a related field; advanced degree is a plus.
Experience managing distributor networks or indirect sales channels is strongly preferred.
Salesforce CRM is preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: isolved
Effort: medium