Sales Manager Job

Sales Manager, Eastern NA, Crop Nutrition and Mining

JOB DIMENSIONS
General purpose: have the responsibility of developing a comprehensive understanding of prospective and existing customers to manage key relationships throughout the organizational structure and with key decision makers to ensure the relationship follows the Arkema strategic direction. The Sales Manager will also provide technical and operational leadership, and utilization of strategic resources for the Fertilizer & Mining Business Unit in Eastern North America to assist the General Manager in delivering commercial performance, profitable achievement of goals, and new business development initiatives. As the Sales Manager, Eastern North America, Crop Nutrition and Mining, you will work with the Field Service Engineers to build and grow new business opportunities, while maintaining and strengthening relationships with Key Accounts and individuals within the fertilizer & mining industry. You will help to ensure the success of our customers by focusing on developing, maintaining, and building strong relationships with them, understanding their business and being a trusted advisor. This helps ensure that we continue to grow our position as the world’s largest and best provider of process/functional chemistry and support services to the fertilizer and mining industries. This position will be responsible for maintaining Key Accounts and hitting growth targets with new customers based on our strategic growth initiatives.  

ACTIVITIES

• Act as a primary, customer facing, industry expert for the Fertilizer & Mining industry in Eastern North America and work closely with the functional groups including Operations (to include Shipping and Logistics), Marketing, R&D, EHS and Technical.
• Work with the General Manager to implement pricing strategies based on market conditions and competitive landscape.
• Advise on contract strategies involving key customers and work with General Manager to negotiate and execute various contractual agreements.
• Prepares detailed rolling monthly sales forecast as well as the annual budget
• Develops Key Account plan and account strategies where appropriate
• Implements field-based strategies that result in profitable growth for our products and services and represent the greatest value to our customers.
• Grow the surfactant product line of coatings and process aids through product additions at existing accounts and development of new accounts within the fertilizer and mining industry.
• Takes a proactive position at key mining accounts to better align the organization to be successful on flotation testing and positioning for next generation reagents at customer mine sites. 
• Drive growth initiatives for agronomic coatings in downstream markets and develop partnerships to create geographic growth, employing a model that includes equipment, service and value proposition.
• Actively participate in local, state and national events to promote Company products.
• Support the use of new and existing products by being the liaison between our customers and our product development and manufacturing groups.
• Provide process consultation of customer processes and general operations.
• Survey plant and processing equipment and determine opportunities for the mining or fertilizer business units.  
• Work with digitization team to develop automation initiatives that will extend the Specialty Surfactants product offering and value proposition.
• Assist in the design and assembly of fluid handling and pumping systems to deliver Specialty Surfactants products to the customer’s processes.  
• Perform ongoing market analysis and explore product development opportunities. Quantify expected revenue results, monitor progress, and change or modify strategies to maximize results when needed.
• Participate in company meetings and training activities as well as other duties as assigned.
• Travel between 25% and 50% is required and will include many multi-night trips to cover the geographical area and initiatives efficiently, and to attend company and industry events as required.   
  
  

QUALIFICATIONS/EXPERIENCE REQUIRED

• At least 7+ years of experience managing field sales and service to grow sales to industrial customers in a highly consultative selling environment, preferably in specialty chemicals.
• Experience commercializing new products and penetrating new markets.
• Experience working effectively with peers in innovation, finance, and operations to advance the business.
• Ability to generate respect and trust from staff and external constituencies.
• Bachelor’s Degree in Business, Sales, Marketing or Engineering is preferred.
• Experience within Fertilizer industry, essential.