Job Title: Sales Manager
Territory: Southeast, preference for candidates to be based in GA, NC, or FL
Travel: Up to 50% regular travel
Job Summary:
As a sales manager, for your perimeter, your role is to:
- Manage a $20 MM perimeter covering the Adhesives, Caulks, and Sealants (ACS) market, including: delivering budget, developing & implementing growth strategies, managing 3 major accounts as well as multiple midsize accounts, and delivering key contracts.
- Drive business & market development within North America for the ACS business segment.
- Take charge concerning the management of customers and prospects within the perimeter.
- Drive the commercial strategy for the perimeter.
- Optimize the profitability concerning activities / products offered into the ACS business segment.
Key Tasks & Responsibilities:
- Commercial plan building, execution & monitoring
- Responsible for generating new business in the ACS market.
- Develop a deep understanding of assigned key accounts and manage all aspects of the customer relationship including commercial, technical and service. Ensure that customer expectations are met or exceeded.
- Grow sales in accounts by mapping customer applications, identifying decision makers, developing relationships, and initiating projects. Understand the dynamic between corporate and plant level influencers.
- Direct forecasting activities with the support of supply chain and operations and ensure forecast accuracy.
- Follow a regimented sales process.
- Respond to customer inquiries in a timely manner.
- Adept at gaining commitments at each stage of the buying process.
- Identify and anticipate potential objections to offerings and overcome them.
- Participate in the building of the annual sales plan, budget, and forecast, and be accountable for their execution.
- Monitor performance levels. Troubleshoot and develop action plans when performance issues arise.
- Track and report account activity. Build and manage a sales funnel of developing new business using CRM software.
- Apply the pricing policy vis a vis the assigned accounts.
- Effectively plan customer interactions through agendas and clear objectives.
- Support cash management initiatives, including collections and negotiations, to improve payment terms & DSO.
- Drive new NPD projects in the ACS business segment based on VOC, megatrends, value add, and asset capabilities.
Qualifications:
- Bachelor’s Degree in business, engineering, or science related field plus minimum 5 years of experience in sales
- Proven track record in sales and account management
- Strong business acumen and adept at building high value and complex commercial proposals
- Technical appetite, leadership skills and team-building competence
- ACS market knowledge is a plus
- Value-added solution selling
- Regular and weekly trips (up to 50%)
- Valid US Driver’s license required
and
PermanentOnly technical issues will be monitored through the below inbox:
recruiting.support@ imerys.com
PLEASE DO NOT SUBMIT RESUMES OR APPLICATIONS TO THIS EMAIL, AS THEY WILL NOT BE REVIEWED.
To ensure fairness and legal compliance in our recruitment processes, only applications received through the online application process will be considered.
What We Do
We are a world leader in mineral-based specialties, offering high value-added solutions to many different industries, ranging from process manufacturing to consumer goods.
Our value-added solutions are formulated to meet the technical specifications of each customer and contribute to the performance of a multitude of products in three categories:
1. Functional additives - added to the mineral formulation of customers’ products.
2. Mineral components - essential constituents in the formulation of customers’ products.
3. Process enablers - used in customers’ manufacturing processes, but not present in the end product.
These serve many industries such as construction materials, mobile energy, steelmaking, agri-food, automotive, and cosmetics.
