International Account Manager
Obagi
Summary
Obagi is seeking a strategic, International Account Manager to oversee the health, growth, and performance of our distributor network across the Middle East, Africa, and Americas, while also supporting global expansion into new markets. This role will own the full lifecycle of distributor relationships — from onboarding & commercial planning to legal execution & day-to-day account management.
Job description
What We Need
Obagi is seeking a strategic, International Account Manager to oversee the health, growth, and performance of our distributor network across the Middle East, Africa, and Americas, while also supporting global expansion into new markets. This role will own the full lifecycle of distributor relationships — from onboarding & commercial planning to legal execution & day-to-day account management.
Strategic Account Management & Business Growth
- Serve as the secondary POC for all assigned distributors, building trusted, long-term partnerships that reinforce Obagi's brand and commercial goals in each market.
- Own the growth agenda for each assigned market: work with distributors to build, pressure-test, and commit to annual and quarterly sell-in and sell-through targets, then translate those targets into specific actions, owners, and dates.
- Drive distributor accountability to business plans, KPIs, and Market Performance Requirements (MPR), proactively flagging gaps and driving corrective action before they become misses.
- Identify and pursue growth opportunities inside the existing distributor base — new doors and accounts, expanded portfolio and SKU listings, improved product mix, focused promotional programs, and stronger reorder discipline.
- Support and help execute sell-through strategies, ensuring initiatives are followed through to completion via consistent follow-up, escalation, and closure tracking.
- Monitor order patterns, inventory positions, and reorder cycles to protect forecast accuracy and prevent stock-outs or over-stock that suppress growth.
- Review pricing, discount, and profitability inputs with each distributor to ensure growth is delivered on healthy commercial terms.
New Business Development & Market Expansion
- Support the identification, qualification, and prioritization of new markets and prospective distributors.
- Prepare market entry inputs for leadership review, including market sizing, channel and competitive landscape, pricing benchmarks, and registration or regulatory considerations.
- Manage the new business pipeline end-to-end in Airtable so leadership always has a live, accurate view.
- Coordinate the prospect process: NDA/CDA circulation, information requests, collection of candidate business plans and forecasts, and preparation of evaluation summaries.
- Support onboarding of newly appointed distributors through CTA execution, pricing and account setup, first order and launch planning, product and brand training, and the first 90 days of performance tracking.
- Track expansion commitments made at signing and hold new partners accountable to their launch plan and ramp targets.
- Apply AI tools to streamline the work: summarizing distributor reports, drafting recaps and follow-ups, capturing meeting notes, translating materials, and structuring data.
Business Planning, Communication, & Execution
- Collect, review, and revise Joint Business Plan, Quarterly Business Review, and MPR performance submissions for quality, consistency, and accuracy before they reach leadership.
- Identify trends, risks, and opportunities across the region and prepare concise, decision-ready summaries for leadership.
- Monitor and maintain visibility into Joint Business Plans across all markets in the region, ensuring plans stay current and on track.
- Participate in monthly and quarterly business calls as needed to stay closely connected to evolving market and distributor needs.
- Track distributor action items, timelines, and deliverables to ensure consistent follow-through and clear ownership.
- Facilitate distributor and internal communications, including meeting coordination, agendas, and minutes.
Product & Market Knowledge
- Maintain strong, current product knowledge across the Obagi portfolio to credibly support distributors and internal stakeholders alike.
- Stay abreast of upcoming product launches and innovation news, ensuring distributors and internal teams are informed and prepared ahead of key milestones.
Requirements
- Bachelor's degree from an accredited university required; focus in Business Management, International Business, or similar related fields strongly preferred
- Experience in a commercial, sales, account management, or business development role, ideally supporting international distributors or partners
- Demonstrated ability to grow an account base — setting targets, tracking performance, and closing the gap between plan and delivery
- Strong qualitative, analytical, and critical thinking skills with demonstrated use of analysis and metrics to drive continuous improvement and decision making
- Exceptional organizational and prioritization/time management skills; ability to work under pressure to meet deadlines and manage multiple concurrent projects
- Comfortable operating in a fast paced, ever-changing environment; thrives in ambiguity and adapts quickly
- Excellent written and verbal communication skills, with ability to influence and align stakeholders across cultures, time zones, and seniority levels
- Intermediate to advanced proficiency using Microsoft Office (Excel required), Airtable, Tableau, etc.
- Willingness and ability to work flexible hours to support international partners across time zones
- Must be able and willing to travel internationally as needed
Company overview
Obagi Cosmeceuticals is a leading specialty pharmaceutical company that develops, markets, and sells proprietary topical aesthetic and therapeutic skincare systems in the physician-dispensed market. Founded in 1988 and headquartered in Long Beach, California, the company has established itself as a premier provider of clinically-proven skin care solutions. Obagi's foundation began with the creation of the Obagi Nu-Derm® System, developed by leading skincare experts, and the company officially began operations as Obagi Medical in 1997. With approximately 455 employees globally, Obagi operates across five continents through a direct sales force in the United States and distribution partners in over 42 countries worldwide. The company's product portfolio targets common skin conditions including photodamage, hyperpigmentation, acne vulgaris, and signs of aging, with systems designed for dermatology, plastic surgery, and aesthetic markets. Obagi has recently expanded into injectable aesthetics with FDA-approved hyaluronic acid fillers like saypha MagIQ, demonstrating its commitment to innovation in the aesthetic dermatology space. The company maintains a strong focus on clinical evidence and physician partnerships, with products available through professional channels and supported by extensive research and development.