AOP 2022 - Sr. Sales RepresentativeWest

About Us

Elementis is a global specialty chemical company, with 1,300 employees operating 17 manufacturing sites across the globe. At Elementis, we bring a distinctive combination of expertise, innovation, and teamwork to every formulation challenge. We create high-value specialty additives that enhance the performance of our customers' products and make a positive change in the world. Combining our leading positions in the science of materials flow, surface modification, and formulation with access to unique natural materials, Elementis delivers unique chemistry, sustainable solutions to customers in a wide range of markets, including cosmetics, anti-perspirants, decorative and industrial coatings, automotive and ceramics.

Job Description Summary

The Regional Sales Manager position is within the business segment Coatings and dedicated to the sales territory defined as the West region of the United States and Canada in its entirety.

In this role the incumbent will work closely with the VP of Sales Coatings Americas, Technical Sales, Technology, Supply Chain and Marketing to ensure proper support and alignment.

The primary responsibilities within this role consist of identifying and delivering on New Business Opportunities (NBO’s) in the territory, while maintaining and growing customers in the territory along with a heavy focus on expanding the customer base (hunting). Additionally, providing general account support as it pertains to pricing, order fulfillment, and general support to ensure a healthy and productive business relationship for all parties. This position will also be responsible to build and maintain ongoing business relationships with our customer’s senior managers, technical supervisors, purchasing managers, and chemists to help solve technical problems as they arise.Job Description

• Identify and deliver on NBOs in the territory

o Fully understand, assess, clarify and validate customer needs on an ongoing basis
o Identify, uncover, quantify and prioritize growth opportunities (and risks) for Elementis products to drive profitable growth for Elementis, together with Marketing, Technical Sales and Technical Service
o Create an effective plan to capitalize on identified new business at customers in the territory
o Lead solution efforts that best address customer needs while remaining focused on the Elementis priorities, coordinate with required Elementis employees, address issues and proactively solve problems.
o Review business performance, rationale, and NBO’s with Leadership Team on a regular basis
o Develop a robust list of new business opportunities (NBO’s) for individual direct accounts in the territory including regional key accounts and distributor partners.
o Follow-up on new leads on a timely basis.
o Partners with supply chain and other internal stakeholders to evaluate investment opportunities for potential additional sales revenue

Additional Job Description

• Maintain and grow customers in the territory

o Develop and maintain the relationships with current customers and potential customers as well. Grow your customer contact network at key accounts and distributors.
o Review route to market, propose and execute plan to convert distributor sales into direct sales when beneficial.
o To represent the Company on its products and technologies to customers and distributors(s). This includes the ability to negotiate pricing on behalf of the Company, within established guidelines.
o Develop account growth plans for regional key customers.
o Responsible for the creation, implementation and execution of a territory sales plan.
o Serve as the primary customer contact for technical and business issues for direct accounts and distributors within territory.
o Proactively provide analyses and recommendations on performance to the management to enable maximization of the sales, contribution margin and operating profit
o Aligned with leadership set and deliver on the territory growth targets (targets for volume, revenue and margin, milestones), monitor progress and communicate proactively forecast and deviations
o Ensure our products and technologies are understood by the customer and technical issues are solved, work closely with Technology, Finance, Customer service and Supply Chain and ensure that goals are aligned and issues are resolved in time
o Ensure that customer information, meetings and agreements are recorded properly, in time, in full, in the agreed formats and systems

• Identify Market Trends and Opportunities

o Conduct research, network and understand the trends, markets, customers, competitors, products, technologies, applications, contacts, value proposition, and company capabilities in Coatings markets.
o Run a full analysis of the existing sales in those markets by working in cooperation with internal team.
o Develop a full understanding of the added value that existing Elementis product portfolio is already delivering and generate ideas and projects for new products developments to boost sales in new applications.
o Create and present business cases for opportunities identified
o Arrange meetings with new prospects, understand their culture, their “pains & gains”, and introduce the Coatings value proposition
o Work with others within Elementis to deliver proposals that speak to the prospect’s needs, concerns, and objectives, pursue leads and follow through to a successful agreement, lead the conversion of the prospect into a customer
o Coordinate with other sales managers regionally and globally, share best practices, drive and track opportunities and successes

• General

o Represent Elementis in a professional manner, demonstrate the required values and behaviors internally and externally
o Support marketing by gathering customer usage of key products
o Develop sales forecasts for supply chain monthly
o Write detailed call reports after each customer visits and share with organization
o Attend tradeshows, seminars, and sales meetings
o Gather and report information about competitors, products and practices, and where possible, obtain literature and samples. Regularly provide analysis of this information to Management
o Recognized as an astute, customer focused commercial regional manager with a global outlook.
o Continue personal development to keep abreast of products, applications and technical service; competitive activities; advertising and promotional trends through studying pertinent literature; consultation with marketing, technical service and innovation

Decision making

o Negotiating contracts and agreements with clients and suppliers.
o Developing pricing strategies and monitoring market trends.
o Adding and adjusting forecasting as needed based on market intelligence.
o Managing relationships with key stakeholders and clients.
o Ensuring compliance with legal and regulatory requirements in all commercial activities.
o Dictating resource prioritization to support business growth.

Technical Knowledge and Skills

o Excellent business skills and a track record of creating and delivering new business/market development opportunities.
o Experience in strategic marketing planning and execution.
o Outstanding capability to connect trends to market and customer needs & translate technology and product features into matching value propositions.
o Strong interpersonal skills, communication, and presentation skills
o Shows dedication and passion, is a self-starter, has high enthusiasm.
o Is influential, engages, creates buy-in for ideas and motivates others.
o Drives collaboration, alignment, and high performance, delivers on commitments.
o Combines strategic thinking with hands-on implementation.
o Demonstrate high resilience through organizational change, effectively overcomes resistance and communicates clearly.
o Ability to prioritize and multitask in high-pressure, changing environment.

Position Requirements

• Education: Bachelor’s or Master’s degree
• Experience:

o Minimum of 10 years experience in Sales, Technical Sales, or Business Development, specifically within an international paints and coatings company.
o Proven track record in developing and growing commercial relations, successfully selling new products and growing revenue and margin.
o Experience with customer value propositions and value-adding sales.
o Strong Hunter mentality and profile required.
o Excellent interpersonal skills
o Strong communication and presentation skills, ability to translate complex issues into simple understanding

• Language Skills: Fluent in English
• IT Skills:

o Proficient in Microsoft Office Suite of products including Outlook and Teams.
o Salesforce.com (or similar CRM)

• Working Arrangements: Virtual/Remote: Dallas-Fort Worth/Houston/ Chicago
• Travel Required: The position requires frequent and regular domestic travel: 50-70%

As an Equal Opportunity Employer, Elementis does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship or other category protected by federal, state or local laws.

If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at NA.Accomodations@elementis.com. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application status. EEOC Poster