Head of Sales, Americas

About the role

The Head of Sales for the Americas will be a key member of the INEOS Oxide US Business Team. This role involves leading a Sales Team of 6 Regional Sales Managers, managing key strategic accounts, and representing INEOS Oxide internally and externally.

Responsibilities

• Deliver budgeted sales volumes of EO, Ethanolamines, Ethylene Glycols, and Glycol Ethers based on Business Managers' guidance and overall strategy.
• Manage and develop sales portfolio strategy for key product groups from Plaquemine and Bayport assets.
• Develop and implement customer account strategies, especially for key strategic accounts.
• Align on global account strategies with the European Sales Manager.
• Review and develop appropriate channels to market for each product and region, including distribution strategy for the US.
• Manage Travel and Entertainment Budget.
• Monitor performance against plans and implement improvement plans where needed.
• Review and re-allocate new and existing customers to Regional Sales Managers; define key accounts and action plans aligned with US Business Managers.
• Ensure continuous expansion of the customer base targeting higher margins.
• Ensure the Sales Team interacts effectively across functions, including Product Managers, Supply Chain, Procurement, Manufacturing & Finance.
• Take Key Account Management responsibilities for some strategic accounts, ensuring price, volume, and contribution margins are aligned with commercial plans.
• Lead and guide the Customer Service Manager and CSR Team.
• Manage the Technical Service Function, set targets, and provide guidance on regulatory, compliance, and administrative challenges.
• Streamline portfolio to meet and stay ahead of regulatory requirements and challenges from regulatory changes.
• Train and develop the Sales Team, set targets, and review delivery with direct reports.
• Utilize MS-Teams / SharePoint for CRM to collect/retain and report market information, customer information, contracts, visit reports etc.
• Continuously review and challenge the customer mix and segmentation to optimize sales manager workload and services offered to customers.
• Utilize QlikView for forecasting and ensure forecasting tool is used and data is accurate and timely.
• Ensure compliance with INEOS safety standards and maintain personal integrity and ethical behaviours.

Requirements

Level of education and experience: Degree or commercial/business qualifications acquired through experience, 5+ years in the Chemical industry, direct Sales or customer facing experience, ideally understanding of Oxide products and chemistry, contract negotiation experience a plus, fluency in English essential.

• Strong personal and communication skills.
• Proven influencing and negotiation skills.
• Commercial acumen; deep understanding of sales contracts.
• Strong analytical and economic analysis skills.
• Basic understanding of chemical manufacturing processes, logistics, and technical standards and regulations.
• Knowledge of contract law and ABC regulations.
• Knowledge of business accounting principles and practice.

Qualifications

Desirable Candidate Profile: Decisive and tenacious in pursuit of objectives, demonstrating a proactive mentality and bias for action. Proven influencing and negotiation skills. Excellent communication and interpersonal skills, natural relationship builder. Adheres to INEOS commitment to Safety, Health and Environmental (SHE) policies; maintains personal integrity and ethical behaviours.

Skills

• Strong personal and communication skills.
• Proven influencing and negotiation skills.
• Commercial acumen; deep understanding of sales contracts.
• Strong analytical and economic analysis skills.
• Basic understanding of chemical manufacturing processes, logistics, and technical standards and regulations.
• Knowledge of contract law and ABC regulations.
• Knowledge of business accounting principles and practice.

Benefits

Commensurate with experience.

Pay

Indicative grade - Hay 37/S1, subject to job grade evaluation and candidate level of experience.

Schedule

Full-time.

Equal Employment Opportunity Statement

INEOS Oxide is an equal opportunity employer.