Global Sales Manager-Catalog
The Global Sales Manager-Catalog is responsible for driving revenue growth through Strem Chemicals' global distributor network and strategic key accounts. This role owns the development and execution of channel and account strategies that expand market reach, improve distributor performance, strengthen customer relationships, and accelerate growth across Strem’s specialty chemical portfolio. The position combines strategic channel management, direct customer engagement, and commercial leadership. The successful candidate will develop high-performing distributor partnerships, identify and onboard new distributors in priority markets, manage selected global key accounts, and implement the legal, commercial, systems, and process frameworks required to create successful, frictionless business relationships for customers and channel partners. The role also manages an Inside Sales Representative and serves as the primary commercial liaison between customers, distributors, operations, customer service, marketing, technical teams, and leadership. Key Responsibilities
Channel Strategy & Distributor Management
- Develop and execute Strem’s global channel strategy to maximize revenue, market penetration, and customer coverage.
- Manage and grow relationships with existing distributors, establishing annual business plans, growth targets, and performance reviews.
- Identify, evaluate, negotiate, and onboard new distributors in strategic geographic and market segments.
- Drive distributor accountability through regular business reviews, KPI tracking, sales forecasting, and opportunity pipeline management.
- Provide distributors with product training, market intelligence, sales tools, and commercial support to improve performance.
- Ensure channel partner compliance with pricing, branding, regulatory, and contractual requirements.
Key Account Management
- Maintain executive-level relationships with selected global key accounts and strategic customers.
- Develop and execute account plans that identify growth opportunities, competitive positioning, risks, and customer-specific value propositions.
- Expand customer relationships across procurement, R&D, manufacturing, quality, and executive functions.
- Lead commercial negotiations, contract discussions, and long-term partnership agreements.
- Identify opportunities for cross-selling, new product adoption, and strategic collaborations.
Commercial Growth & Business Development
- Deliver annual revenue and profitability objectives across assigned channels and accounts.
- Build and maintain a robust pipeline of growth opportunities through distributors and direct customer engagement.
- Monitor market trends, customer requirements, competitive activity, and emerging opportunities within specialty chemicals, life sciences, electronics, advanced materials, and related markets.
- Collaborate with marketing and technical teams to translate customer needs into commercial opportunities and differentiated value propositions.
Commercial Operations & Customer Experience
- Establish scalable commercial processes that simplify customer and distributor interactions with Strem.
- Develop and improve channel agreements, pricing frameworks, onboarding processes, CRM utilization, forecasting practices, and performance dashboards.
- Coordinate with operations, logistics, finance, quality, and customer service teams to deliver an exceptional customer experience.
- Ensure customer and distributor issues are resolved quickly and effectively.
People Leadership
- Manage, coach, and develop the Inside Sales Manager.
- Establish clear goals, priorities, and performance expectations.
- Foster a culture of customer focus, accountability, collaboration, and continuous improvement.
Key Performance Indicators (KPIs)
- KPI will include Revenue Growth, Distributor Performance Growth, New Business Development, Key Account Plan Execution, Forecast Accuracy.
Skills, Knowledge and Expertise