Regional Sales Manager

Job Description

Strategic Contribution:

• As a member of the Marketing Management team, contribute towards the formulation of marketing strategies and development of sales strategy and its implementation.

Leadership:

• Ensure the effective achievement of sales objectives through the leadership of the sales team..

Budgeting & Cost Control:

• Develop the sales budgeting and monitor financial performance versus the budget so that the business is aware of anticipated costs/revenues, areas of unsatisfactory performance are identified and potential performance improvement opportunities are initiated.

Customer Relationship Management

• Liaise with key influential contacts at important strategic customers to broaden the relationship, improve communications and ensure satisfaction

Grow Sales,Execute sales agreements

• Participate in industry / customer events and conferences to promote Ingenia brand
• Sponsor new business opportunities and shepherd through the gate process
• Develop pricing strategy for new business and decision basis for pricing issues on existing business
• Lead the development ofsupply contracts and licensing agreements with potential customersand work with senior management for final approval

Resolution of internal Issues

• Support Sales team in resolvingissues with other group managers within the companythat are barriers to success(e.g. R&Dscheduling priorities, manufacturing quality , customer complaint resolution etc)
• Ensure customer service, technical service, accounting, logistics feel part of the sales execution team

COMMUNICATIONS & WORKING RELATIONSHIPS:Internal:

• All executive and departmental managers in the monthly sales / plant performance meetings reporting of sales performance versus budget.
• Direct reports on an ongoing basis in mentorship role to ensure that anticipated progress has been made against the achievement of individual and departmental objectives.
• Ad hoc coordination with Financial Group to review financial terms of new customer contracts,
• Monthly discussion with Marketing Director on market dynamics and competitive positions.
• Ad hoc with other managers to resolve internal issues that become barriers to success (i.e. scheduling, manufacturing quality, Product development, commercialization issues etc.)

External:

• Customers on a frequent basis to discuss plant trials, sales variance from contract, pricing, supply contract development and new marketing initiatives.
• Potential customers cold calls introductions / support of sales team

FRAMEWORKS, BOUNDARIES, & DECISION MAKING AUTHORITY:

• Freedom given to negotiate supply contracts within high level pricing policies.
• Freedom given to establish target areas to maximize sales.
• Freedom given to define and develop major supplyagreements with major customers towards final approval by company management.
• Freedom given to set sales strategies.

Minimum Qualifications:

• University degree in Polymer Science, Chemistry or Chemical Engineering.
• MBA an asset.

Minimum Experience:

• 5 - 15 years progressive industrial sales and/or technical service experience.
• Experience dealing with large customers at senior levels
• Experience in working cross functional issues in a dynamic manufacturing organization.
• Experience in leading teams.

Job-Specific Skills:

• In-depth and expert knowledge of sales and marketing methods.
• Deep knowledge of international polymer markets and producers.
• English Language
• Knowledge of polymers resin manufacturing, supply chain logistics and downstream conversion processes
• Business Skills & Understanding
• Computer Skills
• Extensive overnight travel is required (50%-80% travel).

COMPETENCIES:

• Business Understanding
• Conceptual Thinking
• Decisiveness
• Developing Others
• Organization of priorities, time and costs.
• Team Leadership

Keyskills :