ICL Group

Distribution Sales Manager

United States

About This Job

The Sales Manager – Distributors plays a dual role: supporting the Distribution Sales Manager NA in shaping and executing the commercial strategy for distributor partners across North America, while also managing a portfolio of assigned direct customer accounts. The role requires a balance of strategic channel development, distributor management, and direct customer engagement.

Key Responsibilities:

•

Serve as strategic support to the Distribution Sales Manager NA in developing and executing the distributor channel strategy.

•

Assist in the creation and implementation of distributor assessment tools, performance scorecards, and standardized review processes.

•

Segment and prioritize the distributor base using criteria such as market potential, portfolio alignment, growth potential, and service level.

•

Collaborate on the rollout of annual distributor business plans, sales targets, and incentive schemes.

•

Identify market trends, white spaces, and channel development opportunities based on data analysis and field insights.

•

Coordinate with internal teams including Marketing, Supply Chain, Technical Services, and Customer Service to align distributor and direct account efforts with business goals.

•

Participate in key distributor meetings and support strategic planning discussions.

•

Manage a portfolio of assigned direct customer accounts, including responsibility for pricing management, forecasting, customer relationships, and project pipeline development.

•

Monitor and report performance metrics for both distributor and direct accounts using Salesforce and internal dashboards to ensure pipeline visibility and accurate forecasting.

•

Support pricing strategy execution, commercial agreement negotiations, and ensure alignment with internal pricing governance.

•

Maintain high levels of customer satisfaction and responsiveness for both distributors and direct customers.

Key Qualifications:

•

5+ years of experience in B2B sales, preferably in industrial or specialty chemical markets.

•

Experience with distributor networks or indirect sales models.

•

Demonstrated ability to manage both strategic planning and day-to-day execution.

•

Strong analytical skills with the ability to derive insights from commercial data.

•

Proficiency in CRM tools (Salesforce preferred) and Microsoft Excel/PowerPoint.

•

Excellent interpersonal and communication skills, with the ability to work across teams and organizational levels.

•

Comfortable managing both distributor relationships and direct customer accounts.

Key Success Indicators:

•

Distributor segmentation and evaluation tools implemented and used consistently.

•

Measurable improvements in distributor performance and strategic engagement.

•

Effective management of direct accounts with strong commercial results and positive customer feedback.

•

Strong collaboration with Distribution Sales Manager and internal cross-functional teams.

•

Clear contributions to channel optimization and go-to-market growth initiatives.

Who is ICL?

ICL Group is a leading global specialty minerals company, which creates impactful solutions for humanity's sustainability challenges in the food, agriculture and industrial markets. ICL leverages its unique bromine, potash and phosphate resources, its global professional workforce, and its sustainability focused R&D and technological innovation capabilities, to drive the company's growth across its end markets. Our agricultural products feed the world’s growing population, our food additives enable greater access to higher quality food, our potash and phosphate products are essential components for the pharma industry and our bromine-based materials and phosphates contribute to a more energy efficient and environmentally friendly planet. ICL benefits from its advantageous size, geographical spread, and operational flexibility. With a culture based upon leadership, innovation, and sustainability, ICL is well positioned to be an Employer of Choice within the communities in which we operate. ICL shares are dual listed on the New York Stock Exchange and the Tel Aviv Stock Exchange (NYSE and TASE: ICL). The company employs more than 12,500 people worldwide, and its 2023 revenues totaled approximately $7.5 billion.

To learn more about ICL, visit the company's global website www.icl-group.com.

EEO-USA

Equal Opportunity/Affirmative Action Employer Minorities/Women/Veterans/Disabilities

Similar Jobs