Senior Account Executive

This is a fully remote position, open to applicants in Rhode Island.

📋 Description

• Drive sales and profitability within designated strategic accounts and targeted prospects.

• Develop and implement account strategies by prospecting, scouting, and advancing opportunities in key focus areas established with senior leadership.

• Proactively identify and engage customers using lead generation tools, industry events, referrals from suppliers and customers, and diligent follow-up.

• Lead the processes of quoting, financial justification, contract negotiation, and deal closure, engaging functional support as required.

• Effectively sell to and communicate with senior executives at mass/masstige, prestige, and emerging/indie brand clients; foster durable, trust-based relationships across all assigned accounts.

• Identify and actively seek cross-portfolio opportunities that utilize Bradford’s complete capabilities, coordinating closely with cross-functional teams to provide comprehensive solutions.

• Act as the primary commercial liaison throughout the customer lifecycle, from new product development to ongoing program management.

• Collaborate with R&D / Innovation to transform customer briefs into actionable product concepts; manage timelines, requirements, and resolution of obstacles.

• Gather and relay structured voice-of-customer insights back into Bradford’s R&D and innovation pipeline to guide investments in new formats, ingredients, packaging, and capabilities.

• Maintain a thorough understanding of regulatory frameworks impacting personal care clients, including the Modernization of Cosmetics Regulation Act (MoCRA), FDA OTC drug monographs, etc.

• Collaborate cross-functionally with R&D, Regulatory, Project Management, Customer Success Specialists, Operations, Quality, Supply Chain, and Finance to define, price, and schedule comprehensive customer solutions.

⛳️ Requirements

• A minimum of 5 years of B2B sales experience in personal care, specialty chemicals, pharmaceuticals, or related contract manufacturing or ingredient sectors.

• Proven success in closing large, complex deals with minimal management support.

• Experience in managing strategic accounts and building executive-level customer relationships.

• Strong financial acumen with the ability to develop pricing, cost-to-serve, and ROI/payback analyses.

• Exceptional verbal, written, and presentation skills; proficient in Excel, PowerPoint, and CRM tools (HubSpot); ERP experience is a plus.

• Sound judgment in complex situations that require creativity, diplomacy, and discretion.

• Ability to work autonomously under broad guidelines and excel in a fast-paced, entrepreneurial environment.

• Preferred: Bachelor’s degree in Chemistry or a related scientific field; equivalent industry experience will also be considered.

• Familiarity with mass/masstige and prestige personal care brand decision-making frameworks and procurement processes; knowledge of emerging/indie brand dynamics is a plus.

🏝️ Benefits

• Remote role with substantial travel to customer locations.

• Competitive remuneration package.