Sales Manager

Minerals Technologies Inc. is a global, technology-driven specialty minerals company that develops, produces, and markets a wide range of minerals and mineral-based products and services.

Our products are an essential part of everyday life for millions of people around the world. They are used in consumer goods in paper and packaging, food and pharmaceuticals, household and personal care, pet care, automotives, and many more, as well as in industrial settings like steelmaking, metalcasting, construction, infrastructure, and wastewater remediation.

We are listed on the New York Stock Exchange under the ticker symbol MTX, headquartered in New York City, and have over 150 locations worldwide, with ~4,000 employees in 34 countries and 12 R&D centers.

We put people at the center of everything we do -- working safely, communicating openly, and managing our resources and businesses responsibly.

Company: Specialty Minerals Inc., a Minerals Technologies company, is the largest supplier and global leader in providing Precipitated Calcium Carbonate (PCC) and Ground Calcium Carbonate (GCC) specially designed for customers' application needs.

Position: Sales Manager

Location: USA | Remote US

Compensation: Approximately $140k - $175k annual compensation - includes base pay and potential commission

What We Offer:

• Competitive pay, commensurate with experience
• Health/Dental/Vision plans
• 401k company match
• Life Insurance
• Short Term Disability & Long-Term Disability
• Educational Assistance
• Employee Assistance Plan

The Sales Manager is responsible for planning and coordinating all sales activities for our production sites as assigned, supplying specialty industrial mineral-based products to a wide range of customers. Overall objective to obtain market share by establishing and achieving target sales volumes and margins to grow the business. Responsibilities include monitoring operating plan performance and ensuring action plans are in place to respond to opportunities and threats in the sales environment.  Responsible for sales volume growth, pricing implementation, contract development and negotiation, customer mix planning, new product growth and forecasting. 

Primary Duties and Responsibilities:

• Drive new business development within target segments to achieve defined growth targets
• Expand share of wallet at existing accounts through strategic account penetration
• Drive margin growth at existing accounts through pricing and mix optimization
• Support training of distribution partners on product functionality and growth strategy
• Develop account plans for top customers outlining growth strategy, risks, and opportunities
• Collaborate with operations, R&D and marketing to align supply, innovation, and commercial strategy
• Monitor competitive dynamics, pricing trends, and market shifts
• Lead resolution of customer issues impacting supply, quality, or service
• Relationship building with key influencers of buying decisions, including but not limited to operations, senior management and logistics coordinators
• Represent the company in trade associations
• Travel regularly in territory to meet business objectives
• Maintain and cultivate in–depth customer contacts to ensure maximum sales penetration within customers’ organization

Principle Working Relationships: 

• Work directly with customer service, SMI commercial team, marketing management, R&D, plant management, quality assurance, credit & collections, distribution, and senior sales management.
• Develop strategies and tactics, along with gaining customer and market intelligence, either directly or via distributor network.

Other Duties and Responsibilities

• Perform other duties as required to fulfill objectives of the position.
• Actively participate in Operational Excellence to improve processes. 
• Utilize tools such as 5S, Kaizen, Daily Management Control, Standard Work and Problem Solving.

Note: Management reserves the right to assign or reassign duties and responsibilities to this job at any time.

Qualifications/Requirements

The requirements listed in the sections that follow are representative of the knowledge, skills and/or abilities required to perform the duties of this job. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions (primary duties) of the job.

Education/Experience:

• Bachelor’s degree in a science discipline (preferably chemistry or chemical engineering)
• 7+ years of sales or comparable experience

• Proficiency in CRM and sales analytics 

Knowledge, Skills & Abilities: 

• Core competencies: strong and concise communication style, planning and organization, time management, and a drive towards results
• Strong English language skills are required
• Industrial mineral, chemical and/or technical sales experience desired (preference for background selling into CASE, construction, building materials and/or life science applications)
• Strategic thinker with the ability to deliver results through tactical management 
• Strong business and financial acumen, ability to understand budgets and link sales performance to P&L impact 
• Exceptional communication, interpersonal and negotiation skills 
• Strategic pricing acumen with proactive approach to maximizing market value
• Ability to work well independently and as part of a group 
• Demonstrated ownership and accountability for the territory’s success
• Fiscal responsibility around travel and business expenses. 
• Thrives in fast-paced, results-driven environment and works with a sense of urgency
• Ability to present ideas effectively to drive decisions across the organization.

Travel/Working Hours: 

• Regular travel required within sales region and nationally.
• Work as necessary in customers’ production sites or R&D areas.
• Work extended hours as necessary to meet tight timelines and business objectives.

Federal Applicant Information