Strategic Distributor Development Manager
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Job Description
Strategic Distributor Development Manager focused on managing national wholesale accounts at Essity. Developing partnerships and driving growth initiatives for Tork brand and product penetration.
Responsibilities:
- Create and execute joint business plans together with Essity wholesale national accounts, aligning on goals, growth levers, and tracking
- Develop and nurture strong relationships with stakeholders at key national accounts to build long-term strategic partnerships
- Drive account growth by identifying up- and cross-sell opportunities and expanding Tork brand & product penetration
- Develop, launch and manage customer branded portfolios as needed
- Support annual terms and commercial programs/agreements to secure mutual value and long-term commitment
- Manage and analyze data-driven reports (i.e. trace sales, claims) to ensure accuracy, identify performance gaps, address issues, and areas for opportunities
- Design and implement omnichannel activities per account, including campaigns and commercial programs to drive brand visibility and Tork sales
- Ensure collaboration and coordinated planning, alignment and seamless execution with internal teams including Finance, Marketing, Segment Sales, Field Sales, Pricing & Commercial Excellence
- Implement, adapt and champion Tork’s wholesale channel strategy and strategic priorities
- Maintain CRM data and forecast regularly to meet targets
Requirements:
- Higher education qualification or equivalent work experience in sales, business, or a related field
- Experience (min. 5-7 years) B2B sales, preferably within wholesale channel and/or foodservice segments
- Proven ability to lead commercial negotiations and manage complex customer relationships to align stakeholders, inspire accountability, and guide internal teams toward shared outcomes
- Financial acumen and demonstrated success in developing and executing joint business plans with strategic partners
- Persuasive and dynamic communication skills to influence senior stakeholders, anticipate market shifts, align on joint priorities, and shape distributor agendas
- Experience collaborating cross-functionally and within matrixed organizations to implement strategic projects & initiatives and drive sales execution
- Strong change management and project management skills with the ability to adapt quickly and anticipate customer needs
- Analytical thinking with advanced proficiency in CRM, planning and analytics tools (e.g., CRM dashboards, Excel, PowerBI)
- Ability to travel up to 40% annually, including regular travel to the West Coast.
Benefits:
- United Healthcare PPO
- EyeMed Vision Insurance
- Delta Dental Insurance
- Wellness program provided through Rally Healthcare
- Dependent Care Flexible Spending Accounts (FSA)
- 401(k) with employer match and annual employer base contribution
- Company paid Basic Life, AD&D, short-term and long-term disability insurance
- Employee Assistance Program
- PTO offering with Paid Holidays
- Voluntary benefits to include: critical illness, hospital indemnity, and accident insurance
- Employee discounts program
- Scholarship program for children of Essity employees.
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