Business Unit Manager-Coatings

About the role

DayGlo Color Corp., the world’s original and largest manufacturer of daylight fluorescent pigments, is seeking a driven sales professional to grow sales revenue, market share, and build a sales pipeline for our Coatings business at our Cleveland, OH headquarters.

Responsibilities

• Pre-qualify leads and identify opportunities that will funnel into the sales process on an ongoing basis.
• Evaluate sales opportunities through intel gathering via reports, trade publications, public information, direct engagement with customers/industry stakeholders, participation in trade events, and leveraging existing company network assets.
• Assist product development efforts from a customer need perspective, focusing on Product, Price, Place, and Promotion of new products within region, customers, prospects, and markets.
• Identify adjacent product possibilities in all DayGlo marketplaces.
• Lead the sales engagement for qualified opportunities through analysis, quantification, and validation, including gathering project requirements.
• Strategically plan each customer engagement, defining objectives and deliverables.
• Engage with Product, R&D, and Marketing to develop conceptual solutions with customer benefits.
• Lead presentation of products or solutions to customers and confirm business case justification.
• Jointly develop presentation and proposal material, and lead presentations alongside R&D and Marketing.
• Lead all commercial discussions with clients, negotiate contracts, and maintain responsibility for project success through contract signing.
• Initiate end-user selling activities to promote DayGlo’s capabilities and core business.
• Regularly update sales activities within SalesForce.
• Represent DayGlo at trade shows and other engagements.
• Maintain in-depth knowledge of DayGlo’s market trends, chemistry, and competitive marketplace to position DayGlo favorably for client contracts.
• Assist the SIOP process with proper forecasting of large volume accounts to maintain service level objectives.
• Manage pricing and profitability of assigned market.

This role is on-site in Cleveland, Ohio.

Requirements

• Undergraduate degree in a technical field; Master’s degree preferred.
• 7-10 years of sales experience in dispersions, plastics, or graphic arts commercial sales.
• Experience in commercial roles (sales & marketing, business development) in the specialty chemical/ingredient space, particularly in coatings and dispersions industries.
• Strong process-oriented thinker with demonstrated ability to use analytical thinking to verify the validity of conceptual ideas.
• Capability to understand and map processes and material flows within market segments.
• Knowledge of industry-leading technologies and solutions.
• Experience with multi-national organizations is helpful.
• Strong analytical skills and the ability to distill information to its most relevant content.
• Strong interpersonal skills and the ability to cultivate good working relationships.

Schedule

Travel Requirements: Approximately 35%, fluctuating as business demands dictate.