US Distribution Channel Sales Director (Multi-Channel) Location: remote in the USA Core Responsibilities: • Develop Omnichannel Distribution Strategy: Establish channel priorities and resource allocation strategies across online (Amazon, DTC website, social commerce, etc.) and offline channels (Sephora/Ulta beauty retailers, professional salons/spas, drugstores). • Distributor Development & Management: Identify and onboard new regional distribution partners. Negotiate annual partnership agreements (sales targets, rebate policies, RMA terms). Phase out underperforming distributors. • Price & Assortment Control: Design channel-specific product portfolios and pricing strategies. Prevent cross-channel diversion (gray market sales). • Sales Target Management: Decompose and monitor channel performance metrics (Revenue, Profit, Sell-through rate). Lead Quarterly Business Reviews (QBRs) with distributors. • Incentive Program Design: Develop distributor rebate programs, new product launch kits, and trade promotion support to drive sales momentum. • Channel Enablement: Establish training programs (product knowledge, sales techniques) for distributors. Jointly execute in-store activation activities. • Inventory Health Optimization: Analyze POS data, inventory turnover, and slow-moving SKUs. Develop clearance or promotional plans for excess stock. • Cross-functional Collaboration: Partner with Marketing to integrate channel needs into campaigns (e.g., Amazon-exclusive bundles). Collaborate with Supply Chain to ensure adequate channel inventory depth (especially during peak seasons). Provide feedback on channel logistics pain points. Qualifications: • 8+ years of US channel sales experience, including 3+ years managing a national distributor network (Mandatory experience in Beauty/Personal Care/FMCG industry). • Proven experience expanding into major retail channels (e.g., securing placement in CVS/Walmart beauty sections). • Deep understanding of US beauty channel dynamics (e.g., Sephora VIB Program, Ulta Ultamate Rewards collaboration models). • Proficient in channel data tools (e.g., IRI/Nielsen POS analysis, distributor portal systems). Strong P&L management skills (controlling channel expense ratios).