OTC Sales Manager

OTC Sales Manager Workplace Type:

100% Remote (U.S.-based)

Travel:

~20-30% (customer visits, trade shows, headquarters visits in Laurelton, NY)

Employment Type:

Permanent Salary Range:

$100,000-$150,000 base + ~15% bonus Role Overview The OTC Sales Manager is a commercially focused, category‑driven sales leader responsible for driving revenue growth, customer expansion, and category strategy across assigned over‑the‑counter (OTC) accounts. This is a hybrid commercial role that combines data‑driven category leadership with hands‑on account ownership . The position partners directly with retail customers while owning revenue targets, assortment strategy, pricing, promotional planning, and new product commercialization. A key component of this role is growing an emerging OTC product portfolio manufactured through a sister organization with established global production capabilities. This individual will play a critical role in shaping the OTC roadmap, expanding distribution, and identifying future product opportunities based on market insights and performance. Key Responsibilities Category Strategy & Analytics Develop and deliver compelling category reviews using syndicated data (IRI, Nielsen), POS data, and market trend analysis Translate data into clear insights and actionable recommendations for retail partners Build fact‑based selling materials to support new product introductions and distribution expansion Monitor competitive activity, category performance, and emerging OTC trends to identify growth opportunities Partner cross‑functionally with marketing, supply chain, and finance to align on category and commercialization initiatives Sales Execution & Account Management Own revenue, margin, and distribution goals for assigned OTC accounts Develop and execute joint business plans with retail partners Lead new item launches end‑to‑end—from sell‑in and pricing strategy to execution and post‑launch analysis Negotiate pricing, trade programs, and promotional investments with a strong understanding of retailer economics Forecast demand and collaborate with supply chain partners to ensure service levels Identify underperforming SKUs versus investment‑worthy opportunities Drive strong in‑store and online execution Safety & Compliance Adhere to workplace safety standards and compliance requirements Partner with internal teams to ensure alignment with health, safety, and regulatory policies Qualifications & Experience Education Bachelor's degree in Business, Marketing, Life Sciences, or a related discipline Commercial & Industry Experience 5-7 years of progressive experience in sales, account management, or commercial marketing within OTC pharmaceuticals, pharmaceutical manufacturing, nutraceuticals, or a closely related regulated industry Proven experience owning customer accounts , including full responsibility for revenue, margin, distribution, and growth performance Experience working in regulated manufacturing environments with exposure to pricing, contracts, and compliance considerations Category Leadership & Data Fluency Demonstrated ability to build and deliver data‑driven category reviews using syndicated data (IRI, Nielsen), POS data, and market trend analysis Experience translating data into clear insights, recommendations, and actions that influence retailer assortment, shelf strategy, pricing, or promotional plans Strong understanding of key retail metrics such as velocity, ACV, percent distribution, margin, and promotional lift Ability to distinguish underperforming SKUs from high‑potential opportunities using fact‑based analysis Sales Execution & Pricing Acumen Experience leading new item launches from initial sell‑in through in‑market execution and post‑launch evaluation Strong working knowledge of pricing methodology , including cost structure, margin targets, competitive benchmarks, and customer value considerations Demonstrated ability to negotiate pricing, trade programs, and promotional investments while balancing margin and volume objectives Comfortable managing trade‑offs and making commercial decisions in fast‑moving environments Account Management & Customer Engagement Experience developing and executing joint business plans with retail partners Track record of presenting to and influencing external retail buyers and decision‑makers , not just internal stakeholders Ability to manage multiple priorities and accounts while maintaining focus on strategic growth initiatives Core Competencies Strong strategic thinking, commercial acumen, and financial literacy Excellent written and verbal communication skills Advanced proficiency with Microsoft Office and ERP systems Proven ability to work cross‑functionally with marketing, supply chain, and finance teams Self‑directed, accountable, and effective in a fully remote environment with travel Compensation & Benefits Competitive base salary ($100K-$150K, commensurate with experience) ~15% annual bonus based on individual and company performance 401(k) with company match (50% of employee contributions up to 6%; fully vested after 1 year) Car allowance: $525/month (paid via payroll) Travel expenses reimbursed via Concur Benefits include: Medical, dental, and vision insurance 2 weeks paid vacation (under 5 years of service) 7 paid sick days, 2 personal days 12 paid holidays annually Why This Role Full ownership of a growing OTC product portfolio with significant upside Opportunity to shape product strategy and influence future product types based on market research and performance High visibility with executive leadership and direct impact on long‑term commercial growth Fully remote flexibility with meaningful customer and market exposure Job Type & Location This is a Permanent position based out of Laurelton, NY. Pay and Benefits The pay range for this position is $100000.00 - $150000.00/yr. benefits including medical, dental, and vision insurance, a 401k with company match, and various paid time off options. Other benefits can include life insurance, short and long-term disability, tuition reimbursement, and employee activities. Workplace Type This is a fully remote position. Application Deadline This position is anticipated to close on May 6, 2026. Diversity, Equity & Inclusion At Actalent, diversity and inclusion are a bridge towards the equity and success of our people. DE&I is embedded into our culture through: Hiring diverse talent Maintaining an inclusive environment through persistent self-reflection Building a culture of care, engagement, and recognition with clear outcomes Ensuring growth opportunities for our people Actalent is an equal opportunity employer. About Actalent Actalent is a global leader in engineering and sciences services. For more than 40 years, we've helped visionary companies advance their goals. Headquartered in the United States, our teams span 150 offices across North America, EMEA, and APAC—with four delivery centers in India led by 1,000+ extraordinary employees who connect their passion with purpose every day. Our Bangalore, Hyderabad, Pune, and Chennai delivery centers are hubs of engineering expertise, with core capabilities in mechanical and electrical engineering, systems and software, and manufacturing engineering. Our teams deliver work across multiple industries including transportation, consumer and industrial products, and life sciences. We serve more than 4,500 clients, including many Fortune 500 brands. Learn more about how we can work together at actalentservices.com.