OTC Sales Manager

Position Summary
The OTC Sales Manager is responsible for driving sustainable revenue growth and distribution expansion across OTC channels by developing strategic customer partnerships, optimizing portfolio performance, and executing data-driven sales strategies. This role ensures strong account management, effective channel development, and alignment with company commercial direction and brand positioning.
Key Responsibilities
1. Market & Channel Strategy
• Analyze market trends, competitor activities, and customer behaviors to identify growth opportunities within OTC channels.
• Translate market insights into actionable sales strategies aligned with company direction and business objectives.
• Identify and evaluate partnership opportunities, commercial programs, and promotional initiatives to drive sustainable revenue growth.
• Propose and implement collaboration models and trade programs that enhance customer engagement and business performance.
2. Strategic Account Management & Customer Partnership
• Manage and develop strategic OTC accounts to ensure long-term, mutually beneficial partnerships.
• Build strong customer relationships based on trust, value creation, and alignment with company core values.
• Develop Joint Business Plans (JBP) with key accounts to drive revenue, market share, and customer success.
• Monitor account performance and proactively adjust business strategies to maximize growth opportunities.
3. Portfolio & Commercial Excellence
• Manage product portfolio performance by account and segment to maximize sales effectiveness and profitability.
• Proactively optimize product mix by leveraging the SkinHealth Pyramid approach to increase basket size and customer value.
• Develop and execute product bundling, combo strategies, and category growth initiatives to improve portfolio penetration.
• Ensure portfolio strategy aligns with brand positioning, market demand, and channel development priorities.
4. Sales Planning, Forecasting & Execution
• Own sales forecasting, pipeline management, and resource allocation to ensure accurate business planning and target achievement.
• Monitor sales performance, identify risks and opportunities, and implement corrective actions when necessary.
• Drive disciplined sales execution and ensure alignment between field activities and commercial objectives.
• Collaborate with marketing, supply chain, and trade teams to optimize product availability, promotional execution, and customer experience.
5. Data Analytics & Performance Optimization
• Analyze sales data, customer performance, and market trends to identify actionable insights and growth opportunities.
• Develop data-driven action plans to improve channel performance and customer productivity.
• Track key performance indicators (KPIs) and continuously optimize sales strategies based on performance insights.
• Improve reporting accuracy, forecasting reliability, and pipeline visibility.