Territory Sales Manager / General Transportation Job

                                                              Job Description

Division :  Industrial Adhesives

Region:  Midwest US Preferred; 

Job title:

Territory Sales Manager – General Transportation Market  (Direct OEM & distribution)

Situation in organisation 

Reports directly to the National Sales Manager (Distribution)

Engage continuously with Bostik’s MST (Market Segment Team)

Job dimensions

In this position, TSM will focus and grow complex strategic customer accounts in the General Transportation Market.  They will work in tandem with the GT Market Segment Team; compromised of National Sales Manager, Technical Service Manager, R&D, Customer Service, Business Development, Marketing and Product Line Managers to drive profitable growth through Key Account Planning- implementation & pipeline project management.  Hunter mentality is a must, the GT MST is driving core Bostik technology into the GT sub segment primarily driven through distribution channel to markets such as Truck, Bus, Trailer, RV, boat and similar.

Activities

• Outbound pro-active calling to identify new opportunities/applications, initiate sales campaigns, reach decision makers, and collect competitive intelligence.
• Navigating complex organizations to influence key influencers to negotiate, execute and implement corporate sales & contracts.
• Capture accurate and complete information for CRM reporting – Salesforce.com.
• Participate in weekly account project execution sessions with Market Segment Team members.
• Key Account Management program implementation. (account mapping, cross functional teams engagement, mutually agreed programs/objectives, meeting/event calendared cadence)
• Work with the Marketing department to develop and implement effective sales enablement tools.
• Overnight travel 40-60% - Mostly N. America, but Global travel might be required.
• Support, coach and train customers and/or distributors in Bostik products along with pricing activity.
• Business Savvy. Able to ‘talk business’ at high levels.

Context and environment

An evolving, competitive & consolidating marketplace where understanding how the “ecosystem” interconnects.  Solution selling the total value chain from OEM Assembly through installation.   Driving new business primarily through distribution.

Accountabilities

• Results driven. Responsible for YOY revenue growth by 6%+ Takes ownership and responsibility for achieving a desired result
• Increase account margins through value pricing.
• Execute strategic plans developed jointly and actively with the GT Market Segment Team.
• Consistent use of Salesforce.com for maintaining up to date “living documents”.

Qualifications / experience required

• Bachelor’s Degree in Science or Technical field is required (Chemistry, Biology, Engineering)
• 3-10 years of successful Key Account Sales Management or related experience desired, GT Components Markets with adhesive/sealant experience preferred.
• Proven experience working in the GT OEM Makets and/or distribution channel to the marketplace.
• Excellent oral and written communication skills with a strong understanding of various communication methods and proper situational use.
• Must possess a positive, “can do” attitude with an assertive engagement mentality. 
• Excellent personal and interpersonal working skills. 
• Demonstrates proactive thinking and strong problem solving skills.
• Must be proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, Linkedin, web-site navigation and CRM software.
• Located in the Midwest is desirable.

                            Date Posted:   11/30/20                                                                                         Date Removed: