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Distribution Accounts Manager

San Francisco, CA
The Account Manager's main function is to grow sales with existing distribution network and develop new distribution accounts. Current distribution mix includes Global, National Distributors and a large number of retailers and wholesalers.  The different distribution networks require varying strategies considering product portfolio, pricing levels, incentives, training, logistics and inventory levels, marketing and on-site support.  The Account Manager will develop and implement strategies in collaboration with the NA and Global Headquarters.

  • Identify relevant distributors in North America and their market focus and segmentation
  • Full analysis of the core distributors including structure, sales concept, pricing strategy, logistics, competitive environment and fit for our products. 
  • Develop targets for each distributor and strong tracking systems to measure progress and results.
  • Maintain and analyze distribution product portfolio, analyze trends and necessary adjustments to increase turnover of specific product groups. 
  • Support creating, maintenance and record keeping of distribution agreements.
  • Create tailored introduction presentations for new distributors and training material for existing accounts.
  • Frequent event coordination to promote our products.
  • Strong data management skills to manage point of sales reports, forecasting and other KPIs.
  • Preparation of progress reports for weekly meetings and presentations to Senior Management.
  • Strong interpersonal skills and opportunity identification.
  • Excellent understanding of competitors and strategies for each.
  • Effective use of Dashboards and KPIs to measure progress and results.
  • Work with various stakeholders for local and global strategy Implementation.
  • Strong time management to efficiently cover the North American market and perform call reports, correspondence, and other admin duties. 
  • Develop good communication and rapport with the decision-making personnel and with all staff at customers and headquarters.
  • Keep up with industry trends and new product developments. Keep management informed of competitive activity and business conditions.
  • Maintain a record of the location of all company property.
  • Assist in setting annual sales goals. Maintaining demanding,  yet attainable making periodical adjustments.
  • Assist in setting sales policies and ensuring they are clearly understood, followed and consistently reviewed.
  • Mentor and managing distribution partners and be able to proactively evaluate their performance
  • Possess strong and logical decision making skills. Must display a willingness to take reasonable risks within the bounds of authority and accept responsibility for decisions.
  • Effectively communicate with the Sales Department, handle questions promptly and explain decisions thoroughly.
  • Attend networking events, tradeshows, webinars, expert panels, certification groups, publish white papers, and other marketing events.
  • Monitor social media platforms to ensure on-going compliance
  • Technical degree or Business degree, BS preferred
  • 2+ years of successful distribution management experience.
  • Be a team player and a self- starter 
  • use critical thinking and problem solving to resolve customer issues.
  • 50% Expected within USA/ Canada
  • Occasional travel to Europe/Mexico

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