Regional Sales Manager (West Coast & Canada focused)

About the role

The Regional Sales Managers are a key member of the INEOS Oxide US Business Team. They are responsible for delivering budgeted sales volumes of EO, Ethanolamines, Ethylene Glycols, and Glycol Ethers, based on the Business Managers' guidance and overall strategy. They also develop account plans and implement defined action plans to achieve business strategies.

Responsibilities

• Represent customers within the region, including distributors and direct accounts.
• Support colleagues as appropriate for national and international accounts.
• Represent all internal functions to the customer, solving internal issues to ensure a smooth operation.
• Represent as the main face to the markets, providing market information to the wider INEOS Oxide business.
• Develop regional sales strategy by product - volumes and contract strategy.
• Align with Business Managers on sales strategy, contract strategy, pricing, and volume targets.
• Forward demand planning; monthly and annual forecasting.
• Coordinate supply chain activities.
• Lead the setup for annual Petrochemical conferences.
• Interface with Board, Business Managers, Product Managers, Supply Chain, Customer Service Team, and Finance Team.
• Propose and implement account strategies to create and deliver the budget and establish proper customer value for the company.
• Manage customer profitability, relationship, and retention, market development, volume, pricing, debtor performance, forecasting, prospecting for new customers and applications.
• Establish monthly and annual volume forecasts.
• Negotiate contracts and price within business manager guidelines.
• Maintain price list up to date for Customer Service order processing.
• Evaluate service to customers to ensure customer satisfaction.
• Lead the customer complaint resolution process, ensuring customer complaints are closed appropriately in a timely fashion.
• Work with credit team, customer rebates/accruals, and monthly sales forecasts to minimize bad debts, ensure on-time payments, and correct product availability.
• Reduce demurrage and unnecessary logistics expense and charge out to customers as appropriate.
• Compile customer visit reports, record actions and events, and make recommendations to keep the organization informed of progress and requirements.
• Compile and maintain customer profiles to enable analysis and overview of account activity.
• Anticipate and prevent late payment of debts, actively obtain overdue payments, and resolve customer disputes, to deliver a reduction of Working Capital to target level.
• Develop customer intimacy and loyalty.
• Develop regional sales strategies for existing or new product lines together with the wider Business organization.

Requirements

• Level of education & experience in general: Degree or commercial/business qualifications acquired through experience.
• 5+ years in the Chemical industry; direct Sales or customer-facing experience in that period.
• Desirable: An understanding of Oxide products and chemistry, Contract negotiation experience.
• Fluency in English essential.

Qualifications

• Strong personal and communication skills are required.
• 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 practices.

Skills

• Decisive and tenacious in pursuit of objectives, demonstrating a proactive mentality and bias for action.
• Ability to think innovatively and strategically.
• Highly numerate with an analytical mindset, and attentive to detail.
• Calm under pressure, able to make quick, clear, and reasoned decisions in a dynamic environment.
• Excellent communication and interpersonal skills, natural relationship builder.
• Proactively and positively manages conflict.
• Adheres to INEOS commitment to Safety, Health and Environmental (SHE) policies; maintains personal integrity and ethical behaviors.

Benefits

Full understanding of the customer, their consuming application, and customer's competitor's and market needs.

Develop customer intimacy and loyalty.

Maintain and create relationships with traders, end users, and distributors.

Pay

Competitive compensation package.

Schedule

Flexible schedule to accommodate travel requirements.

Other Information

Extensive travel (up to 50%) is required, especially when first developing customer/distributor relationships.

ADA Physical Requirements: Sit and perform tasks requiring repetitive use of hands. Must occasionally walk, stand, and travel by car, airplane, or other means. Exert up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects. Must have the ability to see written documents, computer screens, and to adjust focus. Hearing: Perceiving the nature of sounds at normal speaking levels with or without correction. Ability to receive detailed information through oral communication and to make discriminations in sound.

Work Environment: The job is performed mainly in a temperature-controlled office environment.

Equal Employment Opportunity Statement: INEOS Oxide is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, or protected veteran status.

E-Verify: INEOS Oxide participates in E-Verify. E-Verify is a system that allows employers to verify the employment eligibility of their employees in the U.S. All new hires at INEOS will be required to confirm their identity and employment authorization through E-Verify.