Senior Sales Manager Job

Division: ADVANCED PACKAGING & CONVERTING Business Unit

Department: NA Flexible Packaging

Job title

Senior Sales Manager Flexible Lamination Adhesives and Coatings

Situation in organisation

(enclose a copy of your organisation chart)

• Member of the NA Flexible Packaging commercial team, reports to the NA business director Flexible Packaging
• Interaction with NA Sales and Account Managers, R&D, Technical Support, Marketing, Product Management
• High level of external connectivity with customers
• Interaction with other BUs

Job dimensions

• Responsible in the region to develop and execute a growth sales strategy with the objective to gain market share.
• Assist the NA Flex Business Director in the training, coaching and tracking of the sales strategy to gain share across the region.
• Lead in the customer specific commercial proposal development for share gain to include clear definition of the value proposition, to be aligned with the Business Director, then to be executed by the sales team.
• Direct sales responsibility for 3-5 Key accounts

Activities

• Utilizes market share data to establish customer specific targets and commercial proposals aligned with the  Business Director.
• Communicate targets and proposals to the sales team, providing the necessary coaching on the details associated with how to sell the value proposition.
• Manages all aspects of Key account Management at the 3-5 direct accounts to include share gain as well as establishing and delivering all growth initiatives.
• Trains and assist the Business Director to coach the regional sales force on how to grow sales (facilitating expertise and know how)
• Direct involvement and support of the sales team in critical cases where greater expertise is required to close the deal.
• Provides clear tracking tools for share gain targets that facilitate accountability in the region and meet the expectations to roll up global reporting.
• At direct accounts, Identifies and fosters relationships with the ‘right’ contacts at those customers:
  • Map the customer’s key decision makers and identify the “in-favor”, “neutral”, “against” the new team.
  • Partners with decision makers and influencers at multiple levels within the customers’ organization.
  • Gathers intelligence on customers’ strategy, buying behavior and motivations.
• Effectively interprets and prioritizes customer needs.  Aligns our product/service offerings to meet customers’ needs.  Introduces new products (only if necessary)/services/solutions. Ensures that the appropriate resources are in place to win. Participates in project evaluations related to added value contributions.
• Identifies/proposes improvements to optimize customer operations and develop value-added solutions.

Context and environment

• Travel at least 50% of the time.
• Proactively interacts and communicates with business, supply chain, customer service and R&D contacts to ensure consistent flow of information, problem resolution, and alignment with business objectives.
• Proficient in Arkema-Bostik products and solutions.

Accountabilities

• The objective of the job is to drive/accelerate growth and business recovery at regional and local tier 1, tier 2 and tier 3 accounts acting as a coordinator internally and externally working. Full ownership and accountability for the development of the regional share gain program plan. Strategy, Pricing and Priority setting to be driven with the regional business director.

Qualifications / experience required

• 10 + years of sales experience in the market for Flexible Lamination Adhesives and Coatings
• Cross-cultural acumen / work experience in broader geographical areas / familiar with matrix organizations
• Results driven.
• Excellent interpersonal, listening, communication and negotiating skills.
• Strong customer focus, with appropriate seniority to understand the complexity of a global organization.
• Strong relationship management with strategic/global customers & stakeholders.
• Detail orientation, with excellent prioritization and follow-up / top sales “black belt” level.
• Leader and coach. Change leader. Self-starter and enthusiastic.