Job Summary
This position will be responsible to create and to develop business relationships with existing and new customers to maintain and grow a sustainable and profitable business. This position will also be responsible for managing our distributors in developing growth plans and ensuring objectives are met. The position will work closely with the sales team, technical service and marketing group to ensure proper support and alignment.
Job Description
Maintain and grow a sustainable and profitable business with customers
- Create and develop business relationships with our customer’s managers, technical supervisors, purchasing managers and chemists
- Identify and develop new business opportunities at existing and new customers
- Develop and implement specific sales strategies to meet and exceed budget
- Ensure our products and technologies are understood by the customer and business and technical issues are solved
- Ensure that contribution margin and operating profit results are achieved
- Work closely with Production, Technology, Marketing, Customer Service and Supply Chain and ensure that goals are aligned and issues are resolved in time
- Proactively provide analysis and recommendations on performance to the management to enable maximization of the sales, contribution margins and operating profit
- Set and deliver on the territory growth targets, monitor progress and communicate proactively forecasts and deviations
- Ensure that customer information, meetings and agreements are recorded properly, in time, in full, in the agreed formats and systems
- Manage and coordinate key accounts activities regionally in alignment with GKAM objectives; develop business plans to capture opportunities and grow the business
- Represent the Company on its products and technologies to customers and distributor(s). This includes the ability to negotiate pricing within established guidelines
- Keep abreast of market trends and new technology
Manage Distributors
- Manage and support in the selection of distributors according to the global framework and guidelines
- Set distributor’s KPIs, develop sales plans with and for the distributor and ensure objectives are met
- Ensure our products and technologies are understood by the distributor and the distributor promotes and sells according to our interests
- Maintain good relationships with multiple contacts within each distributor’s organization
- Report and communicate on potential setbacks, proactively provide action plans
Identify and deliver on NBOs
- Assess, clarify and validate customer needs on an ongoing basis
- Obtain and evaluate feedback on samples and technologies on a regular basis
- Identify NBO’s: uncover and quantify growth opportunities (and risks) for Elementis products to drive profitable growth for Elementis, together with Marketing and Technical Service
- Plan: create a plan to realize new business opportunities that were identified
What will it take
- Bachelor or Master’s degree in Sciences, Chemistry, Business Administration or equivalent
- Minimum of 5 years experience in B2B sales management
- Good knowledge of and sales experience in the Personal Care industry, knowledge of Household and Agrochemicals for Consumer markets is a plus
- Understanding value proposition and ability to comprehend complex and technical details
- Demonstrated success of growing a sales territory and selling new products
- Prior experience in managing distributors is a plus
- Proven track record in developing and growing business
- Fluent in English and Polish; any other language is a plus, i.e Russian, German
- Strong interpersonal skills, communication and presentation skills