Technical Sales Manager Construction, Ceramics and Composites Job at Elementis Global
About Us
Elementis offers performance-driven additives that help create innovative formulations for consumer and industrial markets, including Personal Care, Coatings, Chromium, Energy and Talc. Finding opportunities to enhance our customers’ performance is at the heart of what we do—and has been for more than 175 years. We own unique raw materials, including the only high-grade hectorite mine in the world, and a leading source of high-purity talc. With our advanced technical solutions, we transform those materials to become innovative, performance-enhancing products for our customers. Elementis is a UK-listed global specialty chemicals company with operations worldwide and employs over 1,300 people at more than 30 locations worldwide.
Job Description Summary
This is a new position within the business segment Coatings.The aim of the position is to improve the organization’s market position and achieve financial growth. The position uncovers and quantifies growth opportunities (and risks) for Elementis to drive profitable growth, it opens and builds key customer relationships, identifies business opportunities and maintains extensive knowledge of current and future market conditions. The position will work closely with other Sales Managers, Global Key Account Managers and the Marketing and R&D functions in the region to increase sales opportunities and long term success.
Job Description
In addition the position will work on a variety of projects within the organization.
The purpose of this position is to:
Identify New Business Opportunities in the Construction, Ceramics and Composite markets Develop technical relationship with current and new customers in this space Lead and own customer projects Manage sales process from inception to succesful closure and post close account management
Key Responsibilities
Ad 1. Identify New Business Opportunities
- Conduct research, network and understand the trends, markets, customers, competitors, products, technologies, applications, contacts, value proposition, and company capabilities
- Network and promote Elementis within industry, emphasize unique qualities and address needs of potential customers
- Analyze, report and present market and customer insights, ensure that information is recorded properly, in time, in full, and transferred and accessible to others, also to business segments other than Coatings (if warranted)
- Develop a long term plan which new markets, channels, regions, prospects, technologies, products, applications to target, including success rate, timing, required resources, financial investment and quantifiable gains
- Network and influence: establish trust and credibility from management and potential customers, present to management and other functions on business trends with a view to developing new services, products, and distribution channels.
- Create and present business cases for opportunities identified
- Research prospective accounts in targeted markets, identify decision makers, build relationships, plan persuasive approaches and pitches
Ad 2. Develop technical relationships with current and new customers
- Arrange meetings with technical and R&D teams at customers, understand their culture, their “ pains & gains”, their strategic direction and introduce the Elementis value proposition to better support their plans.
- Work with others within Elementis to deliver proposals that speaks to the prospect’s needs, concerns, and objectives
- Lead the conversion of the prospect into a customer
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion, thereby using a variety of styles to persuade or negotiate appropriately
- Collaborate with technology, marketing and sales leadership to ensure that requirements are met
- Regularly analyse and report on plans, progress and achieved new business
Ad 3. Lead projects
- Lead and/or participate in (multifunctional) projects for Coatings business units with specific focus on Construction, Ceramics and Composite markets.
- Identify and resolve issues, take corrective actions
- Drive, coordinate and track deadlines, deliverables, resources and timelines throughout the project and against the project plan.
- Help assess workloads and impact for Coatings employees. Proactively take action in case of changes, delays or adapted scope and communicate to all involved.
- Develop, communicate & ensure execution of governance (members, sponsorship, milestones, meeting cadence, reporting)
- Responsible for project communications. Engage with stakeholders, hold members accountable for commitments and conduct project meetings. Establish project dashboard and regular status updates
- Evaluate projects, identify and analyze lessons learned
- Ensure proper project closeout and provide for plan to transition to daily operations which includes documentation, training, organizational readiness
Ad 4. Manage sales process and Account Management
- Provide after-sales support, help manage existing customers and ensure they stay satisfied and positive.
- Develop the relationship and look for cross pollinating opportunities for Elementis.
- On request make presentations on solutions, products, technologies and services that meet or predict the customer’s future needs
- Proactively provide analyses and accurate product recommendations to increase sales
- Apply knowledge, expertise, experience and network to increase share of wallet.
Position requirements
Functional
- Bachelor or Master’s degree, preferably Chemistry, Sales, Business or equivalent
- Strong technical background and experience in Construction, Ceramics and Composite formulations.
- Minimum of 10 years experience in technical sales of which 5 years in the Construction, Ceramics and Composites markets.
- Broan market knowledge of key manufacturers and stakeholders in Construction, Ceramics and Composites markets.
- Proven track record in developing and growing business in Construction, Ceramics and Composites markets.
- Experience and understanding of financials
- Fluent in English
- Strong interpersonal skills, networking, communication and presentation skills
- Strong analytical skills, planning, prioritizing and realizing (long)term goals
Leadership
- Shows dedication and passion, is self-starter, has high enthusiasm
- Is influential, engages, creates buy-in for ideas and motivates others
- Drives high performance, delivers on commitments
- Leads others through change and is able to deal with resistance
- Ability to prioritize and multi task in high-pressure, changing environment
- Passionate about hunting, building and developing a business and cooperating with others
- Motivated by achieving results for the company through a sales team, rather than by direct, tangible results as individual
General
- The position requires regular domestic traveling and occasional international travel
- The position interacts with Coatings Sales in the regions and other Functions within Elementis
Additional Job Description
Elementis is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin or protected veteran status and will not be discriminated against on a basis of disability.
If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at
NA.Accomodations@elementis.com
. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application status.
EEOC Poster
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