General Description: Generate sustained, profitable growth in the managed sales territory by creating sales at prospective accounts as well as managing and expanding sales at existing accounts. Manage the customer account interface to meet short and long-term profitability targets and maximized margins based on excellent customer relations, a clear understanding of market needs and how Company’s products and solutions contribute, while providing input to a market driven strategy. Majority of customer face-time will be focused on less established or prospective accounts while minority of customer face-time will be spent focused on existing/established accounts.
Key Performance Indicators include: 1) Total Material Margin performance for managed sales territory, 2) Conformance and adherence to defined Commercial Excellence behaviors (call report documentation, active pipeline management, forecast accuracy performance, receivables performance) as measured by published sales metrics
External Account Management Activities Interact with customers and distributors on a regular basis to establish and maintain relationships to achieve annual sales target in the managed sales territory. 1. Achieve annual sales targets for the managed sales territory in terms of volume and material margin by working closely together with sales leader, product managers and SBU leader(s). 2. Maximize face-time with existing and prospective customers, completing timely documentation of these interactions via SFDC that provides commercial, technical & marketing intelligence/guidance to Company colleagues. 3. Update opportunity funnel and financial information in SFDC on a continuous basis. 4. Understand relevant market dynamics in assigned region and identify and promote realistic growth opportunities for existing and new products. 5. Facilitate customer specification approval and reviews and technical product presentations/awareness to customers in conjunctions with Technical Service Managers as needed. Complete timely technical call reports and share via SFDC. 6. Support sales efforts of authorized distributor(s) in the managed sales territory with joint customer calls as warranted by opportunity size. 7. Develop an understanding of the customers’ long-term strategic direction regarding technology, innovation, markets and products and communicate internally via SFDC. 8. Develop sound relationships and credibility with customers’ decision makers by ensuring their needs and expectations are satisfied 9. Support the Market Development managers in closing sales with qualified customers for new products and new applications.
Internal Account Management Activities Interact with key stakeholders within the organization to achieve annual sales target in the managed sales territory. 1. Review opportunity funnel on regular basis with business/sales leader to ensure the managed sales territory is in position to meet sales goals and objectives and maximize the utilization of its resources to execute the regional market strategy. 2. Manage sales contracts (purchase & supply agreements) where appropriate by negotiating, amending or updating information, as necessary. Proactively review contracts on a regular basis to ensure customer requirements are met and Company is achieving maximum value. 3. Manage price changes to maintain/improve profitability that achieves Company margin and profit expectations for current, new, and modified products. 4. Communicate customer sample order requests internally and follow-up afterwards to receive a product evaluation from the customer. 5. Work with Sales Support specialist to maintain updated rolling forecast via APO as set by Company to include volumes and work with RSDs and BUDs on unit margins. 6. Contribute as needed to resolving customer complaints and problems in a timely manner in accordance with the Corrective Action Report (CAR) procedures. 7. Ensure accounts in the managed sales territory adhere to the agreed upon payment terms and attend weekly Accounts Receivable cash call as needed to support the business in necessary follow-up of delinquent accounts. 8. Self-motivated, high energy nature with positive disposition and ability to navigate obstacles both internally and externally; relentlessly pursues new business, closes the deal 9. Prospecting mindset that continuously looks to find new customers for Company solutions, ability to develop business/relationships with unestablished markets/accounts 10. Innovative thinker with strong listening skills, 11. Adaptive style, communicates effectively with a passion for service 12. Develops industry relationships and knowledge, learns competitive advantage, supports value proposition and brand 13. Strong organizational, reporting, presentation, and communication skills 14. Proficient in contract term knowledge, negotiating skills, price/value mgmt. 15. Understands economic drivers, cost conscientious, finance fundamentals, drives for results 16. Ability to understand technical aspects of customer problems and how Company products might provide solutions 17. Ability to work effectively and constructively in a team environment
Education and Experience 1. BS in Chemistry, Engineering or related field desirable 2. Minimum 3-5 years’ experience in outside chemical industry sales role desirable (though successful experience as inside sales may be acceptable in some cases) 3. High degree of computer and software proficiency, specifically Microsoft Office (Word, Excel, PowerPoint, Outlook), experience with Salesforce CRM desirable
