We are seeking a data-driven commercial leader to drive pull-through, revenue growth, white-space expansion, and inventory optimization across distributor and national account channels. This role blends sales, analytics, strategy, and demand planning, using customer data and management reporting to identify gaps, quantify opportunities, and develop targeted sales plans that deliver measurable growth. A major focus is securing accurate customer forecasts, comparing actuals vs forecasts, resolving discrepancies, and ensuring proper stock levels to avoid overstock and improve performance. This is a strategic, high-impact role, not a territory sales or back-office analyst position. The ideal candidate turns data into action and partners closely with distributor teams and internal stakeholders to ensure strong field execution.
Key Responsibilities
Pull-Through & Opportunity Analysis
- Analyze POS, ship-to, SKU velocity, win/loss, and customer penetration data to identify pull-through gaps, white space, and inventory issues.
- Size opportunities by revenue, margin, units, and inventory impact.
- Identify under-penetrated accounts and end-customers purchasing the category but not our products.
Sales Strategy Development
- Translate insights into actionable sales strategies and playbooks.
- Build targeted account lists by vertical (foodservice, jan/san, industrial, medical).
- Identify SKU expansion, conversions, pricing, and program opportunities aligned with inventory availability and forecasts.
Customer-Facing Execution & Demand Planning
- Partner with distributor sales leadership to execute strategies and secure accurate customer forecasts.
- Contribute to planning and re-forecasting using account expertise and demand signals.
- Participate in QBRs and joint business reviews focused on forecast alignment and inventory management.
- Support sales teams with product positioning, training, and value messaging.
Internal Alignment & Enablement
- Bridge sales, marketing, supply chain, procurement, and operations to ensure strategies are feasible and aligned with inventory goals.
- Communicate insights and performance metrics clearly to leadership.
Measurement & Continuous Improvement
- Track KPIs including pull-through, SKU penetration, account wins, and inventory turnover.
- Investigate variances between actuals and forecasts and drive corrective actions.
- Continuously refine strategies based on results, feedback, and updated data.
Qualifications
- 5–10+ years in distributor sales, sales operations, category management, commercial strategy, or demand planning.
- Strong experience with large distributors, national accounts, and customer forecasting.
- Industry experience in PPE, disposable gloves, jan/san, industrial, foodservice, or medical distribution strongly preferred.
- Advanced Excel and BI skills (Power BI, Tableau, or similar).