Global Distributor Manager

Wilmington, DE

We currently have an opening for a Global Distributor Manager to be located in Wilmington, DE, but there is flexibility on the location for the right candidate.  

The Global Distributor Manager (GDM) will be responsible for driving growth of SPI Pharma products through our global distributor network.  The incumbent will manage senior level relationships with key distributors while coordinating with regional distributor sales representatives to develop and implement distributor strategies and programs. They will be responsible for managing distributor performance, through the establishment of and/or adherence to expected revenue growth and other key performance indicators. This position will focus on strategic account planning, building and maintaining distributor relationships, and deploying SPI resources to grow our business.  This position is responsible for preparing budgets / forecasts and managing the business to achieve targets, while also analyzing and incorporating competitive information. 

Essential Duties and Responsibilities:

  • Development and implementation of strategy to drive growth through distributor channels
  • Identification, assessment, and implementation of commercial partnerships
  • Relationship management of key distributors
  • Distributor contract negotiation and management
  • Manage and improve distributor performance through the establishment of specific targets on revenue, profitability, and growth of a distributor’s portfolio of SPI Business
  • Joint sales calls, routine audits, monthly reporting, and annual assessments
  • Develop and manage budget and forecasts
  • As a member of the Global SPI Sales organization:
    • Participate in regional and global sales meetings, budget and financial reviews, and supply chain planning
    • Provide feedback on SPI’s service levels, VoC, and the market’s perception of our products and technologies
    • Share market insights on the competitive landscape, customer insights, and strategic development of SPIs business.
  • Requires international travel of approximately 75%

Education and/or experience:

  • 10+ years business development, sales or commercial operations experience in pharmaceutical industry
  • Experience working in international markets and with international customers and distributors
  • Demonstrated understanding and sensitivity to different cultures
  • Experience drafting / negotiating contracts
  • Previous experience working with or managing distributor relationships
  • Bi-lingual  
  • Strong customer focus
  • Self-Driven / pro-active / independent decision maker
  • Detail oriented
  • Strong analytical and math skills
  • Excellent written and oral communication skills
  • Strong project management skills
  • Ability to effectively manage stakeholders across functions/organizations
  • Honesty, integrity, and the ability to work collaboratively
  • Effectively represent SPI Pharma at the highest levels of the Distributor’s organization, to maintain and build the company’s reach within these organizations
  • Ability to effectively manage up, down, and across the organization
  • Enthusiastic about a pay for performance culture
  • Ability to sell value, not products.
  • Ability to lead a diverse, global organization. Leadership by example

Apply here