National Distribution Account Manager

Phibro•Quincy, NJ

2d•Remote

About The Position

The National Account Manager – Channel is responsible for developing and executing strategic business plans for key national channel distribution partners. The role serves as the primary point of contact for assigned accounts, driving profitable growth, strengthening executive-level customer relationships, and aligning customer objectives with company business strategies. It requires commercial leadership, strategic account management expertise, and the ability to coordinate cross-functional resources to grow market share, expand product penetration, and maximize customer value across multiple business units. The successful candidate is a strategic, customer-focused commercial leader who can manage complex national relationships, influence executive decision-makers, coordinate internal resources, and deliver profitable growth through strategic channel partnerships. The position is remote in Quincy, Illinois, or Teaneck, New Jersey, with 40–60% travel. The work schedule is Monday through Friday during standard work hours.

Requirements

Bachelor's degree in Business, Marketing, Agriculture, Animal Nutrition, Animal Science, or a related field.
At least 7 years of sales, account management, business development, or channel management experience.
Proven success managing large national accounts, distributors, or strategic customers.
Experience negotiating complex commercial agreements.
Demonstrated ability to achieve revenue and profitability targets.
Strategic account planning and execution skills.
Executive relationship management skills.
Negotiation and influence skills.
Financial and business acumen.
Forecasting and pipeline management skills.
Cross-functional leadership skills.
Presentation and communication skills.
Problem-solving and decision-making ability.
CRM and business analytics proficiency.
Ability to travel 40–60%, including for customer visits, industry meetings, trade events, and internal business reviews.

Nice To Haves

MBA or advanced degree.

Responsibilities

Develop and execute comprehensive annual business plans for assigned national channel and distribution accounts.
Build and maintain executive-level relationships with key decision-makers and influencers.
Identify growth opportunities and develop strategies to expand sales, profitability, and market share.
Lead account reviews and business planning sessions with customers and internal stakeholders.
Establish clear account ownership and accountability within the assigned customer portfolio.
Achieve annual sales, margin, and growth objectives.
Identify and pursue new business opportunities within assigned accounts.
Expand portfolio penetration by introducing new products, services, and solutions.
Negotiate pricing, terms, marketing agreements, and commercial partnerships.
Monitor market trends, competitive activity, and customer business needs.
Lead internal account teams across sales, marketing, technical services, customer service, supply chain, and business units.
Coordinate resources to deliver customer support and solutions, and facilitate communication and alignment across internal stakeholders.
Develop and update account plans, manage sales forecasts and pipeline opportunities, and monitor business performance metrics.
Conduct quarterly business reviews with customers and management and track progress against strategic objectives.
Develop and execute strategic marketing agreements and customer programs.
Manage cooperative marketing investments and promotional initiatives, and measure their return on investment and business impact.
Collaborate with marketing and business teams to support product launches and growth initiatives.
Serve as the primary point of contact for customer business concerns and ensure a consistent, professional customer experience.
Strengthen long-term strategic partnerships through proactive communication and collaboration.
Advocate for customer needs while balancing company objectives.