Account Manager – Distributor, Partner and Reseller Channels - Dental / Pharma

Ann Arbor, MI

The Account Manager – Distribution Channels is responsible for managing and growing relationships with assigned distributor, reseller, and channel partner accounts. This role serves as the primary point of contact for channel customers, driving sales growth, ensuring partner satisfaction, and aligning distributor activities with company strategy. The Account Manager works cross-functionally with sales, marketing, supply chain, and customer service to support channel success and maximize revenue.

Key Responsibilities

• Manage day-to-day relationships with assigned distribution and channel partner accounts
• Develop and execute account plans that drive revenue growth, market penetration, and profitability
• Serve as the primary contact for pricing, promotions, forecasts, product availability, and issue resolution
• Collaborate with channel partners to set sales targets, business reviews, and growth initiatives
• Analyze sales data, inventory levels, and market trends to identify opportunities and risks
• Coordinate with internal teams (sales support, marketing, operations, finance) to support channel needs
• Lead regular business reviews with distributors to evaluate performance, KPIs, and shared objectives
• Support new product introductions by educating channel partners and ensuring launch readiness
• Ensure distributor compliance with contracts, pricing policies, and brand standards
• Identify and develop new distribution opportunities within assigned territory or market segment
• Manage customer inquiries, escalations, and conflict resolution in a timely and professional manner

Qualifications

• Bachelor’s Degree in Business, Marketing, Sales, or a related field (or equivalent experience)
• 3–5 years of experience in account management, channel sales, or distributor management
• Strong understanding of B2B sales models and distribution channel dynamics
• Proven experience managing multiple accounts and meeting or exceeding sales targets
• Strong negotiation, relationship-building, and presentation skills
• Ability to analyze sales data and translate insights into actionable plans
• Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office tools
• Ability to travel as required to visit channel partners

Key Skills & Competencies

• Customer-focused mindset with strong relationship management skills
• Strategic thinking and business planning capabilities
• Clear and professional communication skills (verbal and written)
• Problem-solving and conflict resolution skills
• Time management skills and ability to prioritize competing demands
• Cross-functional collaboration and internal stakeholder management skills

Compensation

Base salary: $75,000 per year

Commission: Approximately $50,000 per year

Communication Allowance (Cell Phone): $1200 per year

Location: Wixom, Michigan

Type: In-office – Monday - Friday