Sales Manager, Fragrance Division

POSITION PURPOSE:

The Fragrance Sales Manager is responsible for driving revenue growth, developing strategic customer relationships, and expanding business opportunities within the fragrance market, including personal care, home care, beauty, wellness, consumer packaged goods, and specialty fragrance applications.

This position manages the full sales cycle, from prospecting through commercialization, while partnering closely with perfumers, evaluators, marketing, operations, and technical teams to deliver innovative fragrance solutions. The Fragrance Sales Manager also provides leadership through coaching, talent development, performance management, and succession planning to support a high-performing sales organization.

ESSENTIAL JOB FUNCTIONS:

The following essential functions provide a comprehensive overview of the responsibilities and expectations for the Fragrance Sales Manager role. Overall, these functions support business growth, customer satisfaction, and the achievement of strategic commercial objectives.

• • Develop and execute strategic sales plans to achieve annual sales, profitability, and market growth objectives.
• Identify, develop, and secure new business opportunities within personal care, home care, beauty, air care, household products, and specialty fragrance markets.
• Manage and grow existing customer accounts while identifying opportunities for account expansion and increased market share.
• Build and maintain strong relationships with customers, including purchasing, research and development, marketing, product development, and executive leadership teams.
• Lead customer presentations, fragrance evaluations, sampling programs, and commercial discussions throughout the sales process.
• Negotiate pricing, contracts, and long-term supply agreements while ensuring customer satisfaction and profitability.
• Collaborate with perfumers, evaluators, technical teams, marketing, operations, and supply chain to successfully commercialize fragrance projects.
• Monitor industry trends, competitive activity, and customer needs to identify new business opportunities and support strategic planning.
• Maintain accurate sales forecasts, CRM records, pipeline activity, and business reporting.
• Prepare monthly sales reports, pipeline analyses, forecasting updates, and customer performance metrics.
• Represent the company at customer meetings, trade shows, and industry events while expanding professional relationships and market presence.
• Lead, coach, and mentor sales team members to promote employee development, engagement, accountability, and high performance.
• Conduct regular performance discussions, establish sales objectives, and provide ongoing coaching and feedback.
• Support employee onboarding, succession planning, leadership development, and internal talent growth initiatives.
• Participate in annual budgeting, sales planning, and strategic business initiatives.
• Perform additional duties and responsibilities as assigned by management.

REQUIREMENTS, REASONING ABILITIES AND PHYSICAL DEMANDS:

• Strong consultative sales, negotiation, and customer relationship management skills.
• Knowledge of fragrance development, evaluation processes, and commercialization of consumer products.
• Demonstrated leadership, coaching, and employee development capabilities.
• Strong business acumen with the ability to analyze sales performance, profitability, and market opportunities.
• Excellent communication, presentation, organizational, and interpersonal skills.
• Proficiency with CRM systems, Microsoft Office Suite, forecasting tools, and sales reporting.
• Ability to manage multiple customer projects, priorities, and long sales cycles simultaneously.
• Strong problem-solving and strategic decision-making abilities.
• Ability to travel approximately 25–35% to customer locations, trade shows, and company meetings.
• Ability to sit, stand, walk, and perform standard office activities throughout the workday.
• Occasionally required to lift and/or move up to 20 pounds.

EDUCATION AND WORK EXPERIENCE:

• Bachelor's degree in Business, Marketing, Chemistry, Cosmetic Science, or a related field preferred.
• Minimum of five (5) years of progressive sales experience within the fragrance, personal care, beauty, specialty ingredient, specialty chemical, or consumer packaged goods industries.
• Proven success developing new business, managing strategic accounts, and achieving revenue growth objectives.
• Experience working with fragrance manufacturers, contract manufacturers, brand owners, or private-label customers preferred.
• Previous leadership, coaching, or sales management experience preferred.
• Strong understanding of fragrance applications within personal care, home care, beauty, and consumer products.
• Experience managing customer relationships from product development through commercialization.
• Excellent verbal and written communication skills with the ability to present effectively to customers and executive leadership.
• Self-motivated, results-oriented professional with strong organizational and time management skills.
• Ability to work independently while collaborating effectively across multiple departments.