Job Description
Sales Manager, Eastern NA, Crop Nutrition and Mining
JOB DIMENSIONS
- Responsible for developing and implementing a comprehensive long term strategic growth plan for two Key Accounts and the eastern region for the Crop Nutrition & Mining businesses
Responsible for achieving targeted sales volume, and margin for targeted territory - Develops a comprehensive strategic account plan for the two Key Accounts, focused on promoting profitable long-term growth
- Implements and communicates the key account plan with the business support teams (R&D, Field Service, Operations, Supply Chain)
- Responsible for the development and management of the new business development project portfolio for the eastern region and Key Accounts
- Defines and meets with key decision makers to demonstrate Arkema’s commitment. Ensures quality standards are met.
- The designated global expert for Arkema on the two Key Accounts businesses.
- Clear understanding of the Key Accounts organization infrastructure
- Clear understanding of the Key Accounts, industry, and market dynamics. Highly proficient in Arkema’s broader products, offerings, and solutions. Acts as business unit ambassador; educates, informs, and shares relevant information on Key account’s products/solutions with other Arkema business units and senior leadership in the interest of maximizing the Key account relationship.
ACTIVITIES
Account Management
- Responsible for the organizational alignment with the North American Specialty Surfactant business unit, partnering with other functional leaders to drive and implement the account strategy.
- Responsible for Internal Key account reviews with ArrMaz NA ELT
- Responsible for setting the annual budget and 5 year plan
- Responsible for establishing strategic reviews between the Key Accounts and Arkema, focusing on growth initiatives for both companies.
- Responsible for negotiation and management of all contractual agreements
- Partners with decision makers and influencers within the Key Account organization ultimately responsible for establishing and maintaining strong relationships.
- Coordinates with the Market Manager on pricing strategies and provides direction and guidance Partners with other Arkema business units to maximize critical/strategic Key Account relationships where appropriate.
- As the Sales Manager, Eastern North America, Crop Nutrition and Mining, you will work with the Field Service Engineers to build and grow new business opportunities, while maintaining and strengthening relationships with Key Accounts and individuals within the fertilizer & mining industry.
- Ensure the success of our customers by focusing on developing, maintaining, and building strong relationships with them, understanding their business and being a trusted advisor. This helps ensure that we continue to grow our position as the world’s largest and best provider of process/functional chemistry and support services to the fertilizer and mining industries
Strategic Project Management
- Project team leadership or participation of key strategic initiatives for the North American Specialty Surfactants business
- Projects may involve strategic initiatives to foster high level growth, key partnerships and or acquisitions and knowledge gathering for the North American Specialty Surfactants
- Leveraging key market, industry knowledge and contacts to contribute to the success of these projects
- Supports the site HES policy and complies with all regulatory and internal requirements.
- Participates in HES activities provided by site management and Arkema Inc. (e.g., Behavioral Base Safety, SafeStart, etc.)
- Supports and promotes the reporting of all health, safety, environmental, near-miss, accident, or injury incidents.
- Domestic travel approximately 30 - 40%Proficient in ArrMaz and Arkema products and solutions (within and outside own business unit).
SKILLS AND ABILITIES
- Analysis of sales volume, revenue, and margin for the Key Accounts and eastern regional business as well as commercial and business development opportunities for mid/long term growth
- Strategy and Market Plans for the Key Accounts and eastern regional business and new product / business development projects
- Developing and maintaining targeted margins for the key accounts
QUALIFICATIONS/EXPERIENCE REQUIRED
- BA or BS degree (Sales, Marketing, Chemistry, Engineering, or related discipline).
- 7 plus years of experience in chemical/technical sales or business selling or marketing preferred; 5 years’ experience managing strategic/global customers preferred; manager of people for at least 3 years.
- Experience in the process and implementation of key account management
- Experience in diverse market segments such as agriculture, mining, and chemical manufacturing, a plus.
- Experience in both commodity and specialty markets.
- Experience with both direct sales and sales through distribution.
- Experience within the Mining/Fertilizer industry is a plus.
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