Regional Sales Manager

Plan, organize, and direct Mitsubishi Chemical Group (MCG) Methacrylates Division’s comprehensive national and international account relationships and strategic business development with Monomers customers to achieve the business’ planned operating margin contribution targets.

Responsibilities

• Create, build, and maintain strong relationships with Monomers customers at all organizational levels (Senior Management/Ownership, VP’s, Directors, Managers) and across multiple functions (Procurement, Commercial, Manufacturing, Technical) to achieve MCG’s sales and financial objectives.
• Manage 15-20 key accounts and 40-60 accounts in total to deliver the business financial plan in each assigned territory. Approximately 40% of key accounts are global, requiring coordination with MCG-UK & MCC-Asia sales organizations.
• Build and maintain strong customer relationships at multiple levels, including senior management (Owners/CEO/President/VP Procurement, etc.).
• Contribute market intelligence and information to support business decisions, ultimately meeting or exceeding financial targets.
• Manage customer contract negotiations consistent with MCG Methacrylate’s contract protocol to deliver Monomers Annual Plan financial objectives. This includes:
  • Developing contract negotiation strategy.
  • Gathering competitive intelligence.
  • Coordinating financial team analysis.
  • Gaining Monomers business approval.
  • Writing contract briefs to support the business case to senior management.
  • Consulting with MCG corporate legal counsel.
• 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 agreed business protocols.
• Negotiate pricing on a monthly basis across approximately 30% of the volume, representing about 70% of the accounts.
• Promptly resolve customer issues and complaints, including post-investigation of root causes and development of corrective actions, communicated promptly to the customer. The resolution process involves collaboration with various team members, including Product Stewardship, Supply Chain & Logistics, S&OP, and Manufacturing.
• Provide Monomer business updates on selling activities through call reports in Salesforce CRM system, monthly reports, sales meetings, and TEAMS videoconferences.
• Develop expertise with Salesforce.com functionality, Qlik Analytics Services, Power BI, and other digital sales and territory management tools.
• Develop expertise with Microsoft Office applications (Outlook, Excel, PowerPoint, Word).
• Utilize formal writing and excellent presentation skills for written proposals to high-level executives and presentations to top management levels internally and externally.
• Identify, pursue, and develop new customers and new business opportunities to achieve Monomers Annual Plan and growth objectives, with a strong focus on the coatings segment and other specialty segments.
• Develop and present business/sales strategies to MCG Methacrylates’ Business Team in support of building the AP budget plan.
• Using MCG’s model for strategic customer development, work with target accounts to cooperatively find and/or develop areas of mutual benefit and growth.
• Develop and maintain Key Account Plans for top customers.
• Develop volume, price, and operating margin mitigation strategies to secure or surpass financial objectives of the territory.
• Create and direct cross-functional teams and projects (Technical, Logistics, Customer Service, Financial, Legal, Business Management) to deliver exceptional service and added value to customers, and high-quality special project results for the Monomer business.
• Collect and distribute key market intelligence, including customer insights/data, application information, competitive activities, and industry trends 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 others as appropriate).
• Provide accurate information to the business about the market, competitors, and customers.

Requirements

• 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, including economics, chemical processes, and global chemical industry cost drivers.
• Strong interpersonal and negotiating skills.
• 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.
• Procurement experience preferred.
• Experience in CRM and ERP systems required.
• Sound understanding of the legal aspects of the buy/sell relationship.

Pay

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