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 purpose of this position is to: Maintain and grow a sustainable and profitable business with customers in the area Manage distributors in the area Identify and deliver on NBO’s (New Business Opportunities)
Job Description
Key Responsibilities
Ad 1. Maintain and grow a sustainable and profitable business with customers
Create and develop business relationships with our current and potential customers and key accounts. Grow our customer contact network at all required levels and disciplines and strengthen relationships
Develop and implement specific sales strategies, account growth plans and regional sales plan to meet and exceed budget. Set and deliver on the growth targets (targets for volume, revenue and margin, milestones), monitor progress and communicate proactively forecast and deviations
Ensure our products and technologies are understood by the customer and business and technical issues are solved. Work closely with Production, Technology, Marketing, Customer service and Supply Chain and ensure that goals are aligned while providing best possible solution to customers
To represent the Company on its products and technologies to customers and distributor(s). This includes the ability to negotiate pricing on behalf of the Company, within established guidelines
Ensure that contribution margin and operating profit results are achieved
Proactively provide analyses and recommendations on performance to the management to enable maximization of the sales, contribution margin and operating profit
Analyze, report and present market, competition, technology and customer insights and business intelligence
Ensure that customer information, meetings and agreements are recorded properly, in time, in full, in the agreed formats and systems
Ad 2. Manage Distributors
Select and manage distributors according to the global framework and guidelines
Establish growth targets and 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
Ensure that other employees and functions are aligned and delivering
Measure performance according to distributors scorecard
Report on progress, communicate deviations and potential set backs, propose plans to overcome
Ad 3. Identify and deliver on NBOs
Develop a robust list of new business opportunities (NBO’s) for individual direct accounts
Follow-up on new leads on a timely basis
Assess, clarify and validate customer needs on an ongoing basis
Identify and develop new business opportunities at existing and new customers
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, Technical Sales and Technical Service
Plan: create a plan to realize new business opportunities that were identified
Investment opportunities: creates and presents business cases for opportunities identified
What will it take
Bachelor or Master’s degree in Chemistry, Chemical Engineering, Sales, Business Development or similar or equivalent
Minimum of 8 years experience in B2B sales to the Coatings industry
Good knowledge of and experience in the Coatings industry,
Proven track record in developing and growing business, ability to drive sales process from plan to close.
Strong interpersonal skills, communication, negotiation and presentation skills
Excellent in English, local language is a pre
Technically savy with office software and CRM systems