Internal Job Posting



POSITION Title Technical Sales Manager

REPORTS TO VP of Sales

SUMMARY

The person in this position is responsible for developing and implementing product strategies and tactical plans in alignment with the overall sales goals across the organization.   Working with the entire sales and technical organization, this position is accountable for driving profitable revenue and market share growth for all new and existing assigned products.  The incumbent is responsible for maximizing profitability by managing product (technology) mix, customer mix and pricing strategy for the product categories globally.

PRIMARY JOB ACCOUNTABILITIES

The following are the essential functions of the job. 

Product Management

• Works with R&D, engineering, manufacturing and sales to develop new product specifications

• Takes a lead roles in building a consensus (with engineering and sales) technology roadmap and prioritizing future R&D investments. Assesses needs and opportunities for new products through research and feasibility analysis. Leads commercialization efforts of new products with cross-functional teams including R&D, sales, and supply chain

• Maintains market position of products by managing existing product lines and competitive market information.  Participates in product modification, cost reduction, margin analysis, advertising and promotion, forecasting, product position and pricing strategies

• Conducts product training sessions and manages relevant trade shows. Works with Technical Publications and Engineering to ensure high-quality production of product technical literature.

• Provides information (internally and externally) on new products, methods, techniques and other general information such as safety and environmental aspects of products.

• Works with supply chain to manage inventory levels by product and category to achieve financial goals including:  sales, margin dollars, and inventory turnover objectives

• Performs competitive analysis and product benchmarking and incorporates into strategic product plan

• Leads the development of the five-year strategic product plan for assigned products and annual budgeting. These plans are intended to lead to the achievement of revenue growth, target gross margin growth and/or cost reduction.

• Creates the product roadmap and manages the entire product/product line life cycle from concept through strategic planning to tactical activities and product performance.

• Manages the product line category by deciding to continue or discontinue product offerings based on customer need, profitability, and productivity.

• Identifies new opportunities to grow sales by creating and/or enhancing products that solve market problems using innovation, distinctive competence and creativity. Develops and communicates product specifications to R&D and engineering. Serves as the “product owner” in an agile development process, working collaboratively with cross-functional teams.

Sales Analysis and Planning

• Reviews and analyzes sales trends for assigned product categories by product and geography

• Understands the business activities of accounts in the territory and applies knowledge of the customer’s internal operation to tailor sales presentations and sales proposals to the account’s specific needs.

• Manages category profitability by reviewing territory compensation margins, providing margin improvement by product selection and optimum pricing. Assures that technology provided within the category strengthens the company’s competitive position within the accounts.

• Plans itinerary of calls to allocate time effectively and to ensure proper territory coverage by industry, geography and account potential.

Sales Execution

• Calls on established and prospective customers, determines their needs, and sells appropriate products to markets. Must be able to physically service and call on existing and prospective customers globally as required.

• Selects and recommends appropriate solutions to customer base to meet customer’s needs and company values.  

• Makes sales presentations, both orally and in writing. Answers questions concerning product use.

• Works with regional sales team and customer service to quotes price and delivery policy within established limits, subject to approval.

• Attains sales plan by meeting product management goals, securing new customers, increasing sales to current customers and communicating product category successes to all areas of the company (sales, technical, and supply chain).

Communications and Records

• Maintains records of the activities in the product categories as required by management and those records necessary for successful performance.

• Reports competitive activities that impact sales in the product categories.

• Prepares and submits call reports,  in-plant audit reports, preventive and corrective action reports as required. Forwards reports to appropriate business area as required.

Sales Support Activities

• Improves technical knowledge of corrosion industry and related materials through self-study and participation in professional societies.

• Participates in team selling activities in cooperation with other sales organizations (regional sales, industry sales, global organization), technical support personnel and application engineers.

• Requests samples according to company policy.

JOB SPECIFICATIONS

| |BA or BS Degree required.  Degree in Chemical Engineering, Chemistry, Mechanical |

|MINIMUM EDUCATION |Engineering, Materials Science preferred.  |

|MINIMUM EXPERENCE |Minimum two years’ experience in specialty chemical sales required, with Metalworking or|

| |Surface Treatment background. |

REQUIRED SKILLS AND ABILITIES

Sales

• Ability to make sales presentations and follow up with written proposals.

• Well organized with sales planning and territory management skills.

• Ability to overcome customer objections.

• Experience in assessing customers, markets, and industry trends.

• Proven negotiation skills

Communications

• Proven ability to present strategy and business goals to senior leaders of the organization.

• Ability to communicate, both verbally and written, clearly and concisely and interact effectively at all levels and across the organization.

Analysis

• Proven ability to analyze and improve processes, measure results

• Strong analytical and financial skills

Drive for Results

• Entrepreneurial minded, creative, free thinker with a strong comfort for taking measurable risks

• Demonstrated organizing and prioritizing skills, attention to detail, and initiative in completing tasks.

• High energy, self-starter

Supervises: None

Exempt/Non-Exempt: Exempt

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