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Sales & Business Development Manager - Chemical Industry Job

Date: Jul 6, 2019

Location: King of Prussia, PA, US

Company: Arkema

Req Id 30681 - Posted 06/07/2019 - Sales - King of Prussia. Pennsylvania. US


 

Situation in Organization

The Sales & Business Development Manager will report to the North America Sales Manager, Hydrogen Peroxides and Epoxides.

Job Dimensions

The Sales & Business Development Manager will manage $20-30M portfolio of Epoxidized Soy Bean Oil and Olefin customers (Epoxides), with both account management and business development responsibilities.  This role is positioned to drive the new product development (NPD) portfolio, going into various markets: flexible PVC, Lubricants, Coatings Adhesive Sealant and Elastomers (CASE).  The role is to manage key account and acquire new customers to drive profitable growth and develop an overall understanding of the Epoxides business, customers and related applications.

 

Key Activities and Responsibilities

Account management (50%)

  • Actively visit, manage and develop Epoxide customers
  • Responsible for issuing timely customer call reports and manage opportunities at existing and new customers in SFDC
  • Responsible for developing “high, wide and deep” relationships with key accounts
  • Responsible for customer bids management and contract negotiation
  • Participate to commercial offer development, execute it and follow-up
  • Propose budget, update forecasts and support Account and Receivables collection every month
  • Work closely with supply chain, customer service and technical teams to ensure all customers’ needs are met and/or surpassed and that we capture the value of our offering
  • Communicate all necessary information to the business regarding existing and potential customers, market trends and competitive activities, on a weekly basis at minimum
  • Utilize selling technology and trouble shooting skills to identify and propose improvements to optimize customer operations and develop/implement value added solutions
    Work ethically and Commit to safely

 

Business Development (50%)

  • Promote products and applications to existing and potential customers within the epoxides business.
  • Drive to meet BU strategy to meet sales and profit goals for accounts/markets assigned.
  • Grow sales in the specialty markets segment through a systematic development of an opportunity pipeline.
  • Develop overall understanding of the epoxides specialty business(es) (manufacturing, safety and handling, storage, transportation, etc.)
  • Develop adequate technical understanding of customer's business and related applications while facilitating the BU resources of Technical Support Team.
  • Collaborate with R&D group and Customer R&D groups
  • Support and/or lead Stage gate project for new products development, with the goal of securing business plan and keeping aggressive development timeline
  • Participate to tradeshow and conferences to build market/application knowledge and collect leads/generate opportunities

 

Context and Environment

  • Team environment with support functions being remote at the production plant and Arkema Headquarters
  • Positive mindset to find best possible solution to customer issues or delivery issues.
  • Being at ease and prepared in front of the customer and/or management.  This includes good presentation and negotiating skills.
  • Able to operate in a fast paced and multiple initiatives environment.
  • Maintaining a reliable, consistent, and positive corporate image is critical to the long-term success of the business.
  • Maintain communications with the business, supply chain, customer service and R&D to ensure consistent flow of information from the marketplace. 
  • The Account Manager may work in a variety of locations including corporate office and a virtual office that's close to a major hub in the Eastern half of the U.S.
  • Travel is expected to be 50%-60% of the time.  May be higher at times.

 

Required Education / Qualifications / Work Experience

  • Minimum of a bachelor degree, chemical field preferred.
  • 7+ years field B-to-B sales experience, including account management experience with pricing and contract negotiation
  • Experience in specialty chemicals business development preferred
  • Knowledge of flexible PVC, Lubricants and CASE market is a plus
  • Project Management skill is needed with cross functional teams
  • Ability and experience interacting within a matrix and multi-cultural environment is needed
  • Interpersonal skills.

 

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

Job Segment: Genetics, Business Development, Sales Management, Supply Chain Manager, Science, Sales, Operations