Sales Manager Carpentersville

Job Description

Position Title: Sales Manager Coatings

Department: Sales - Coatings

Reports To: Deputy Business Manager

Location: Carpentersville office in person preferably, or U.S. Midwest Region

Job Summary:

The Sales Manager is primarily responsible for planning, directing, motivating and monitoring the activity of the Sales and Team in order to achieve the established business targets. The Sales Manager will set goals in agreement with the Business Manager and performance will be measured by the quality of the goals and strategies and the effectiveness by which the individual goals are achieved.

Accountability includes planning and implementing sales programs, both short and long range, targeted toward existing and new customers / markets according to the overall strategic directions. This role is also responsible for establishing and meeting budgets, developing best regional sales tactics and making personal decisions. The Manager will be accountable for ensuring collaboration between Sales, Product / Business Management, Operations and Technology as it relates to customers in line with Business Manager and Corporate strategy and guidelines.

Duties and Responsibilities:

Sales Performance: Manage all aspects of sales territory, reviewing and analyzing sales performances against programs and plans to determine effectiveness. Strong emphasis to be laid on profitable growth by improving both customer and product mix. Develop and implement annual business plans and strategies with regular updates and adjustments to meet business objectives and profitability. Provide leadership and accountability for sales volume and gross sales through contribution margin. Provide leadership to routine sales and support activities such as pricing and volume, sales agreements, customer negotiations, account planning and strategic development, troubleshooting, and continuous improvement. The Sales Manager will work with the sales representative to define account plans, account goals, territory plans and monitor progress. Along with key financial metrics of volume, revenue, margin and payment terms improvements, time management, service to customers and follow up will be monitored against goals and objectives.

Market Development– The Sales Manager will work with the Technical Department to develop new product introduction plans, market development initiatives and drive agreed upon development plans through to customers via the account plans. Actively participate in development of opportunities and take accountability for commercialization of such opportunities. Activities include solicitation of information from customers, industry associations, etc.; support for development and implementation of business strategies and plans; support for product development; and commercialization of new products through sales growth. Initiate and coordinate development of action plans to penetrate new markets.

Development of Personnel: Provide leadership for recruitment and development of personnel, performance management, and succession planning. Work closely with support functions to development and implement programs for professional development. Manage, coach and develop the Sales Team by driving enhanced professional selling techniques and skills such as value selling, key account management, etc.

Build and maintain rapport with industry influencers and key strategic partners.

Coordinates liaison between sales department and other sales related units.

Account Management:  This role will support and manage the entire Coatings customer portfolio from the US production sites. Employee in this role will have account management responsibility. need to have an understanding of coatings sales dynamics. Implement the strategies defined by the business manager.

Knowledge and Skills:

Specialized knowledge and skills needed to perform the job.

• Strong understanding of customer and market dynamics and requirements. Extensive sales management experience.
• Strong business acumen with the ability to drive performance through direct and indirect influence with sales representatives, technical service, and within the management team. Demonstrates a thorough understanding of the Coatings business and markets.
• Demonstrated success in working with support functions such as Finance, Technology, Operations, Legal, etc. to reach desired results. Proven commercial experience
• Excels in professionally representing of the Company with customers, industry associations, suppliers, etc.
• Good understanding of financial statements, contracts, business law, etc.
• Demonstrates enthusiasm, flexibility, sense of urgency, influence, negotiation skills, and a results-oriented mentality. Provides a work environment that is attractive to others and maximizes results.
• In-depth knowledge of business processes, policies, technologies, and plant capabilities.
• Demonstrate sound judgment with strong analytical, process oriented, problem-solving skills. Excellent written and verbal communication skills. SAP and strong computer skills. Coach, mentor and team builder.
• Effective ability to communicate orally or in written form effectively with co-management, internal and external customers.
• Analytical, problem solving, critical thinking, listening skills.
• Proficient in Excel pivot tables, managing and analysis of data. The ideal candidate will be able to create detailed reports.
• Proficient in PowerPoint and Word. The ideal candidate will be able to create customer presentations.

Travel:

• Travel for this role will be 75%.
• Employee will be expected to travel to all our customer sites and plants.
• Employee will also be expected to meet frequently and regularly with upper management in Carpentersville.

Education:

College Degree with a minimum of 5 years related experience with progressive managerial responsibilities or 10 years with relatable industry experience. Experience in the Chemical or Coatings Industry is highly preferred.

Background: Chemical industry, preferably Coatings Industry.