International Account Manager - Latam

Purpose of Position:

Obagi Cosmeceutical LLC is looking for an International Account Manager who will be responsible for delivering quarterly and annual sales goals for a defined territory through the development, maintenance, and enhancement of key customer accounts. You will collaborate with International Sales Leadership to serve as point person for international distributors, establish relationships to ensure effective account service, and assist is development of business plans and execution to reach company goals. This role serves as a liaison for inquiries from distributor customers, sales force, and internal departments. Communicating product information and company policies to distributors, sales force, physicians, and accounts in global markets is critical in this role. Also, you will collaborate with Marketing, Finance, Supply Chain, Operations, Training, Global Sales, A/R, Warehouse and Logistics, QA, and Regulatory. The ideal candidate must be able to multitask, work in a fast-paced environment, creatively think through issues, be a team player, and solve problems.

Summary of Essential Job Functions:

May be responsible for one or more of the following:

• Along with International Sales Director, serve as point person to maintain relationships with International distributor customers
• In collaboration with Sales Leadership, work to set selling price, length of term, understand operational & logistic requirements, boundaries of channels within territories, terms of support, and any additional contractual considerations for each distributor in assigned territories
• Conduct formula & packaging reviews with internal departments & distributors to ensure product conformity within assigned territories
• Request bespoke document requirements from Regulatory on distributors’ behalf
• Work with distributors within assigned territories and channels to develop business models to accentuate their core competencies
• Develop & enforce timelines with distributors for each product launch post-registration approval
• Work to confirm importation, taxes, VATs, rules & regulations by country, within assigned territories
• Build & maintain accurate forecasting through the distributor & any sub-distributors within territory
• Manage product availability through the supply chain cycle
• Oversee each distributor sale from order through delivery, ensuring successful receipt at distributor
• Manage product issues with distributors and Sales Leadership (quality, damage, special requirements)
• Responsible for bringing in shipped revenues via a quarterly goal, derived from forecasts + any gap to quota
• In collaboration with Sales Leadership performs continuous business planning & analyses throughout the sales cycle (Obagi to distributor, distributor to account customer, account customer to end consumer)
• Collaborates with distributors and internal resources on in-market KOL development, utilization & curriculum creation
• Acts as primary source for marketing, clinical & business education, including: customizing, adapting & localizing as per regulations & marketing conditions
• In collaboration with Sales Leadership, manages new Obagi product launches – liaising with Marketing & Operations to determine launches by country
• In collaboration with Sales Leadership, manages product launch process to the distributor, including follow-up, sell-in to distributor, sell-in to distributors’ clients & ultimately sell-through to end consumer
• In collaboration with Sales Leadership, indoctrinate every distributor & their sales, marketing, commercial, training teams on the customized skillset to locate & grow the right types of channels & accounts in each country
• Builds general brand awareness in each market
• Guides distributor partners in gaining new channel opportunities, including e-commerce, spa, pharmacy, retail, etc.
• Other duties may be assigned.

Qualifications, Knowledge and Skills

• Bachelor’s degree, preferred.
• 5 + years of B2B proven sales and/or account management experience in quota driven role with preference given to experience in dermatological, medical device, or specialty pharmaceutical sales
• Demonstration of sustained, high performance in current position and strong aptitude for learning
• High sense of urgency with a customer service orientation
• Strong knowledge of the business and market in the assigned territory, is preferred
• Excellent communication and presentation skills (verbal and written)
• Collaborative spirit and strong interpersonal skills with the ability to influence
• Excellent knowledge of Microsoft Office Products (MS Word, Excel, PowerPoint, Outlook).

Performance Drivers:

• Be Enterprising
• Share Insights & Expertise
• Drive Collaboration and Diversity of Thought
• Pursue Growth & Development
• Demonstrate Trust and Integrity

Physical Requirements:

These demands document the physical requirements of a specific job. Criteria may include: Lifting, Carrying, Push/Pull, Sitting/Standing (In Place); On Feet, Walking, Bending, Turn/Twist; Kneeling; Squatting; Crawling; Climbing; Reaching (Out)/Reaching (Up), Grasping, Wrist Turning; Pinching; Finger Manipulation, Hearing, Talking, Working with a computer for eight hours, Working in close quarters. Communicating over the telephone & video conferencing for eight hours.

Obagi is an EEO/AA employer M/F/D/V.