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Territory Sales Manager - PACKAGING/Distribution Sales Job


Wauwatosa, WI, United States

Employment Type:  Regular
Category:  Sales
Posting Date:  Oct 7, 2021

                                                              Job Description

DivisionIndustrial Adhesives (AP)

Region:  Midwest US Preferred (but flexible depending upon experience); 

Job title:

Territory Sales Manager (TSM) – Distribution


Situation in organisation 

Reports directly to the National Sales Manager Consumer Goods and Paper (CG&P)

Job dimensions

In this position, TSM will focus on growth and support of Bostik distribution channel and customers.  They will work in tandem with the GT Market Segment Team; comprised 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 ability to support and train distributors on Bostik product line via online webinars, lunch & Learn activities and customer visits is key to this role.  Bostik internal structure mgmt/comm is vital.

  • 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 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 60%-70% - Mostly N. America, but Global travel might be required.
  • Support, coach and train distributors in Bostik products along with pricing activity.
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.


  • Responsible for YOY revenue growth by 6%+
  • Increase account margins through value pricing.
  • Execute strategic plans developed jointly with the GT Market Segment Team.
  • Active member of the GT Market Segment Team.



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 Market preferred.
  • Proven experience working through 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.





Building on its unique set of expertise in materials science, Arkema offers a portfolio of first-class technologies to address ever-growing demand for new and sustainable materials. With the ambition to become in 2024 a pure player in Specialty Materials, the Group is structured into three complementary, resilient and highly innovative segments dedicated to Specialty Materials - Adhesive Solutions, Advanced Materials, and Coating Solutions - accounting for some 80% of Group sales, and a well-positioned and competitive Intermediates segment. Arkema offers cutting-edge technological solutions to meet the challenges of, among other things, new energies, access to water, recycling, urbanization and mobility, and fosters a permanent dialogue with all its stakeholders. The Group reported sales of €8.7 billion ($9.7 billion) in 2019, and operates in 55 countries with 20,500 employees worldwide.

The diversity of its employees is an asset that the Arkema group wants to preserve. Its non-discrimination policy applies to recruitment, salary levels and career management. The Arkema group is committed to ensuring diversity among its employees.

Arkema Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arkema Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence.

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