National Sales Manager (Specialty Chemicals)

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National Sales Manager Job Description

Role Summary:

The National Sales Manager is directly accountable for managing key strategic customer relationships and overseeing the activities of the Area Sales Managers. This leadership role will report to the Business Director for Performance Products Group and will be responsible for leading sales for both Performance Products Business and Armand JV domestically. The role involves ensuring the execution of territory call plans, developing financial plans, managing customer relationships, and supporting the negotiation of customer agreements. Additionally, the National Sales Manager will focus on market expansion via innovation and new product sales growth and creating new sales channels. The leader will maintain a strong collaborative relationship with cross functional teams, marketing, product management, customer service and corporate credit department. The role also includes managing “house accounts” to ensure consistent service and maximized sales potential, including the negotiation of contracts for house accounts.

Role Accountabilities and Responsibilities:

Lead the Specialty Chemical Sales Organization

• Deliver the annual sales plan with quarterly growth objectives for both sales and GM%
• Ensure execution of individual territory call plans.
• Manage the development of negotiation plans and key account plans/objectives.
• Develop individual territory financial plans aligned with business plans.
• Manage the target account process.
• Leverage customer profitability metrics to ensure margin objectives are met.
• Lead and coach a high performing sales team to operate effectively in a dynamic marketplace

Establish and Maintain Senior-Level Customer Relationships at Key Accounts

• Support negotiation of customer agreements.
• Follow up on key customer relationships to ensure appropriate levels of service and customer satisfaction.

Sales Performance Management

• Manage the Sales KPI process to ensure individual territory sales targets are tracked and measured against the plan and forecast.
• Identify and communicate business improvement and growth opportunities.
• Identify and participate in closing any “gaps” within the sales forecast

Budget Management

• Manage sales SG&A cost center within budget.

New Product Sales Growth and Channel Development

• Drive new product sales growth by identifying and developing new sales channels.
• Support new product placement with existing customers and partners.

Customer Credit Management

• Maintain a relationship with the corporate credit department to resolve customer credit-related issues.

Manage House Accounts

• Oversee house accounts to ensure consistent service levels and maximize sales potential.
• Negotiate contracts for house accounts to secure favorable terms and conditions.

Travel

• Travel up to 50%.

Education and Experience

• BA/BS degree from an accredited academic institution in Business or Science. Science or Technical degree preferred.
• Experience managing and leading a sales team with 10+ years of experience in sales in the specialty chemical market.
• Demonstrated ability to build and maintain strategic customer relationships, handle multiple priorities, and work in a self-directed manner.
• Proven track record of achieving top and bottom-line growth results and proactively accomplishing assigned goals and objectives.

Skills and Competencies

• Strong written and verbal skills and the ability to make professional presentations and proposals to both internal management and customers.
• Excellent problem analysis and resolution skills at the strategic and functional levels, as well as financial and analytical proficiency.
• Strong negotiation skills.
• Must be well-organized and detail-oriented.
• Strong computer skills including MS Office, CRM
• Must have the ability to study, identify, understand, prioritize, plan, and clearly articulate market and customer requirements – even when only partial data exists.

Core CHD Competencies

• Aim High
• Help Out
• Disruption
• Digitally Savvy
• Positive Attitude
• Get The Facts
• Simplify
• Dealing with Ambiguity
• Building Effective Teams
• Interpersonal Savvy/Organizational Influence
• Developing Direct Reports and Others
• Strategic Agility

Required Training

• On-Boarding
• Code of Conduct
• Anti-Trust

This job description outlines the primary responsibilities and qualifications required for the National Sales Manager role. The successful candidate will be a strategic thinker with strong leadership skills, capable of driving sales growth while maintaining high levels of customer satisfaction.

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Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.
For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/