Regional Sales Manager

Principal Accountabilities

• Create, build, and maintain strong relationships with Monomers customers at all organizational levels.
• Manage 15-20 key accounts and 40-60 accounts in total to deliver business financial plan in each assigned territory.
• Build and maintain strong customer relationships at multiple levels including senior management.
• Contribute market intelligence and market information to support business decisions to ultimately meet or exceed financial targets.
• Manage customer contract negotiations, consistent with MCG Methacrylates’ contract protocol, to deliver Monomers Annual Plan financial objectives.
• Negotiate and draft contracts following MCG Methacrylates’ Contract Protocol standards and template.
• Create Board Brief, Financial Review and Board Papers consistent with delegation of authority limits per the agreed Business protocols.
• Negotiate pricing on a monthly basis across approximately 30% of the volume, representing approximately 70% of the accounts.
• Promptly resolve customer issues and complaints, post investigation of root causes and development of corrective actions which are promptly communicated to the customer.
• Develop a high degree of expertise with Salesforce.com functionality, Qlik Analytics Services, Power BI, and other digital sales and territory management tools.
• Develop a high degree of expertise with Microsoft Office applications (Outlook, Excel, PowerPoint, Word).
• Identify, pursue and develop new customers and new business opportunities to achieve Monomers Annual Plan and growth objectives.
• Develop and present business/sales strategies to MCG Methacrylates’ Business Team in support of building AP budget plan.
• Work with target accounts to cooperatively find and/or develop areas of mutual benefit and growth that enhance the strategic relationship between our companies.
• Develop and maintain Key Account Plans for top customers.
• Create and direct cross-functional teams and projects (Technical, Logistics, Customer Service, Financial, Legal, Business Management) as needed to deliver exceptional service and added value to customers, and to deliver high-quality special project results for the Monomer business.
• Collect and distribute key market intelligence including customer insights/data, application information, competitive activities, industry trends, etc., to keep business management informed about territory activities.
• Develop and maintain knowledge of customers, product applications and market segments that support sales & marketing of MCG monomers (MMA, MAA, nBMA, iBMA, and any others as appropriate).
• Provide accurate information to the business about the market, competitors, and our customers.

Qualifications

• Bachelor’s degree in business or technical field with a minimum of 8-10 years of sales experience.
• Extensive experience selling into the Commodity Chemical or Polymer industries.
• Strong business acumen to include economics, chemical processes, and global chemical industry cost drivers.
• Strong interpersonal and negotiating skills required.
• Experience selling at the highest levels of customer organizations (Owners, Presidents, Vice Presidents, and Purchasing Directors) preferred.
• In depth, knowledge of supply chain and major raw material markets and costs is essential.
• Procurement experience is preferred.
• Sound understanding of the legal aspects of the buy/sell relationship.

Benefits

The salary range for this position is $163,100-$172,100. Factors such as scope and responsibilities of the position, candidate's work experience, education/training, job-related skills, internal peer equity, as well as market and business considerations may influence base pay offered.

Pay

This salary will be subject to a geographic adjustment (according to a specific city and state), if an authorization is granted to work outside of the location listed in this posting.

Schedule

N/A