Title: Global Distribution Manager
Department: Sr. Vice President, Specialty Chemicals
Genomatica is the leader in bioengineering. We develop commercial biobased processes to make widely used chemicals that enable better, more sustainable everyday products. That enables our partners and leading brands to offer better food packaging, auto parts, clothing, tires, carpets, and more. We have commercialized processes for bio-BDO (for plastics), for biobased butylene glycol (for cosmetics), and chiral pure R13BDO for human nutrition. We are working on polyamide intermediates (nylon) and on butadiene (tires); and we are helping numerous companies with their bioprocesses. We have more on the way.
Genomatica is seeking a highly motivated Global Distribution Manager to join the Specialty Products group to maintain and develop our relationships with international distributors for BrontideÔ Butylene Glycol. The position will work closely with our distribution network in setting growth targets, identifying and providing support needed for success, and ensuring an overall optimal global network of distributors to meet business revenue targets. Candidates need to be versatile as this is a high growth business requiring sensitivity to global business cultures. A skillset for building collaborative relationships and developing an effective management process with our distribution partners should be well demonstrated. In addition, an ability to think on your feet, view mistakes as learning opportunities, articulate a sustainability value proposition and drive results will be key features for success. The opportunity is preferred to be based in San Diego. Remote based applicants will be considered. If remote, periodic travel to the San Diego Innovation center will be required.
Essential Functions and Responsibilities include the following. Other duties may be assigned. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Managing a global distribution network covering the four major regions of the world (Europe, Asia, North America, and South America) in support of butylene glycol sales into personal care and industrial segments. Additional products from Genomatica’s innovation pipeline that require distribution will be added over time.
Develop and optimize the distribution network with recommendation and action on how to strengthen/evolve to best meet growth objectives.
Develop distributor management processes to effectively support and grow revenue through this channel to market.
Support and administer distributor accounts (quotes, orders, fulfillment, etc.), conducting market analysis, driving marketing initiatives, managing customer inquiries, performing international distributor and customer site visits, and attending international distributor and industry shows and expos.
Ability to travel domestically and internationally for a minimum of 25%
Develop and execute regular Distribution partner meetings for strategic coordination to review performance and forecasts, key challenges, marketing coordination activities, account review changes, and opportunities for development.
Establish clear growth targets and market penetration goals for each of the Distribution partners.
Identify, design, and implement sustainability driven initiatives to support Distribution partner goals
Accountable for Distribution partners revenue and profitability objectives.
Develop knowledge of Distribution industry segment, M&A activities and expectations, key trends, digital marketplace effects on distribution, and Distribution partner assessment of strengths, weaknesses, and best fits for our butylene glycol business.
Utilize and become fluent in Salesforce to review open opportunities, provide forecasts, understand bottlenecks, and implement actions to accelerate opportunity wins.
Adjust/tune sales presentations to meet Distribution partner’s customer needs by studying customer feedback on value proposition and technical needs.
Monitor competition by gathering marketplace information on pricing, products, partnerships, and promotional techniques.
Resolve customer complaints by investigating problems and liaising with the Genomatica technical team to develop solutions.
Build a 12-month rolling forecast and provide input to management on the 5-year business outlook.
Ensure all export laws and guidelines are complied with.
Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
Coordinate with Direct Sales team across House Accounts, sharing best practices and ensure clean coordination of customer responsibilities.
Liaise with Quality Assurance/Supply Chain group to ensure product specifications and certifications meet customer/market requirements and to ensure sufficient product is available to meet forecasts.
Liaise between internal and Distributor communication teams for roll-out of promotional and advertising campaigns.
Minimum Education and Experience
Solid understanding of the personal care/beauty market and the underlying products, participants, and key trends of this or related markets of personal care
5-10 years’ experience managing a distribution network and working with distribution partners to increase revenues and meet company targets.
Proven leadership skills as a key account or territory sales manager in specialty product markets
Demonstrated success working across multi-international cultures.
Bachelor’s degree in relevant chemical/life sciences field such as chemistry, chemical engineering, biochemistry required. MBA preferred.
Technological literacy with an emphasis on Excel, Outlook, Teams, Word, and CRM tools such as SalesForce.
Integrity – results matter, customer trust is paramount.
Grace under pressure - comfortable with timeline pressure and engaging multi-functional groups.
Strong social and communication skills, including both verbal and written.
Able to thrive in a high-energy, dynamic, team-driven work environment.
Able to work effectively with different types of managers and counterparts.
Ability to work independently and establish strong business relationships at multiple levels.
Care about your work and what your company is doing to improve the world.
This is a fast-paced company and a hot job opportunity. Show us your initiative and great communication skills by checking us out and sending a resume and cover letter telling us why you’re the one. Please be specific regarding your results.
Work Environment/Physical Demands
The work environment and physical demands described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This position works primarily in an office setting, with occasional access to laboratories. As such this position requires to ability to use computers and office equipment, communicate with other individuals through a variety of methods. This entails the ability to sit and to reach, to talk and hear, stand; walk; use hands to finger, handle, or feel. There are no specific lifting requirements. Specific vision abilities by this job include close vision, depth perception and ability to adjust focus.
Genomatica is committed to providing exciting career opportunities in an environment that values trust, respect, openness, teamwork, creativity, enthusiasm, and diligence. We strive to create a culture that enables and encourages everyone to bring their whole selves to work. We are committed to be a company where everyone feels they have equal opportunity to reach their potential. Everyone is accepted and appreciated for who they are and what they bring to Genomatica.
We promote the continued development of an inclusive environment that values diversity through Geno4All, our employee led Diversity, Equity, and Inclusion (DEI) committee. We are looking for innovative, highly motivated, and collaborative people who enjoy the challenges and rewards of a company devoted to commercializing cutting-edge sustainable technology.
Check us out on our LinkedIn Life page. Genomatica is an equal opportunity employer.
Qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability or any other characteristic protected by law.
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