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Sales & Market Manager - Specialty Chemicals Job

Date: Apr 11, 2019

Location: King of Prussia, PA, US

Company: Arkema

Req Id 30576 - Posted 04/11/2019 - Sales - King of Prussia. Pennsylvania. US


 

Sales & Market Manager - DMSO - Amines

The position reports functionally to the Business and Commercial Director, DMDS, DMSO, Amines, and strategically to the DMSO and Amines Global Business Managers in Colombes, France.

 

Job dimensions

Regional Sales and  gross margin management for the North American (US, Canada and Mexico) DMSO and Amines business within the Thiochemicals BU.  The jobholder is responsible for building a deep market knowledge of the DMSO and Amines business (Arkema’s competitive position, opportunities, potential risks, etc) in order to develop and lead effective customer and market strategies.

 

The jobholder is accountable for meeting or achieving budgeted sales and variable margin targets for the DMSO & Amines business in addition to developing action plans to further increase sales and profitability. This position provides clear direction to the BU on the DMSO & Amines business strategy, the annual budget process, longer term strategic planning, monthly S&OP forecasting and strategic development projects.

 

This position is responsible for a total estimated sales revenue of ~$5M and margin of $2M.

Development projects involve initiatives around leveraging key strengths (eg, manufacturing, supply chain, market position, product offer, new technology and services

 

Key Activities and responsibilities
•Actively visit, manage and develop the DMSO & Amines customers base
•Develop and maintain relationships with assigned region Accounts and prospects through: a.Customer visits/calls

  • Organization of customers' events
  • Participation in relevant trade/association meetings
  • Swift response to customer inquiries, price quote and sample requests.
  • Facilitation of new customer setup and coordination with Customer Service for seamless customer experience.

•Responsible for understanding customer and competitive dynamics
•Responsible for issuing timely customer call reports
•Develop, prioritize and support customers through account plans and growth strategies
•Responsible for the negotiation and management of all customers bids and contracts
•Responsible for setting all customer pricing

 

Market Management (40%)
•Manages all marketing aspects of the DMSO & Amines business including pricing, product offerings, and promotion through marketing tools, trade shows, and industry organization
•Provides market analysis and customer analysis for strategy development
•Performs customer segmentation studies
•Works closely with the Supply Chain team and participates in S&OP meeting to ensure availability and timely supply of products to customers
•Monthly business reporting
•Develops strategy for the North American DMSO & Amines Business, working with the Business Director.
•Responsible for the annual budgeting and  strategic planning for the North American DMSO & Amines business 
•Works closely with the Global Business Managers to ensure alignment in strategy and execution
•Drives Responsible Care and product stewardship efforts in conjunction with HES

Context and environment


Position is preferably based in King of Prussia (Arkema NA Headquarters), but could be remote, and interacts frequently with external customers and distributors in addition to internal contact with Supply Chain, Finance, R&D and Operations.

 

Up to 60% travel is to be expected, mainly within the USA and Canada.

 

Required Education/Qualifications /Work experience
•Minimum of a bachelor degree, technical field preferred. MBA preferred
•Minimum  7 years of work experience in sales, marketing and business related functions
•Ability and experience working in a matrix organization and multi-cultural environment
•Strong financial acumen
•Proficiency in the following sales and marketing competencies: customer relationship management, pricing, negotiation and contract management, market intelligence gathering and marketing communications.
•Strong leadership skills with the ability to successfully interact with and influence other functions: regional sales and operations, R&D, Supply Chain, Logistics.
•Good interpersonal, presentation and writing/communication skills
•Good time management and organization skills
•SAP and Salesforce.com experience preferred, knowledge of Powerpoint, Excel and Word is mandatory.
•Ability and willingness to travel to customers, distributors and France.

Demonstrated Competencies
•Strong track record in demonstrating a high level of customer and market focus
•Good communication and interpersonal skills with both internal and external stakeholders at all levels of the organization.
•Self-starter, results oriented, meets commitments
•Good organizational and planning abilities
•Strong team player, capable of working across multiple functions
•Assists with the annual budgets and strategic plans for the regional business

 

A designer of materials and innovative solutions, Arkema shapes materials and creates new uses that accelerate customer performance. Our balanced business portfolio spans high-performance materials, industrial specialties and coating solutions. Our globally recognized brands are ranked among the leaders in the markets we serve. Reporting annual sales of €8.8 billion ($10.4 billion USD) in 2018, we employ approximately 20,000 people worldwide and operate in close to 55 countries. We are committed to active engagement with all our stakeholders. Our research centers in North America, France and Asia concentrate on advances in bio-based products, new energies, water management, electronic solutions, lightweight materials and design, home efficiency and insulation.

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.


Nearest Major Market: Philadelphia

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