Regional Sales Manager

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Summary:

DuPont is seeking two Regional Sales Managers to grow new opportunities and revenue in the Personal Protection market space. The Regional Sales Managers primary roles will be to proactively fill our opportunity pipeline and grow sales in the Emergency Response, Thermal Industrial and Mechanical Protection markets in Eastern NA. The successful candidates will work directly with end users as well as collaboratively with our supply chain partners to drive sales success with Nomex® and Kevlar® solutions. The individuals should be able to demonstrate that he or she possesses the skills that will enable a deep understanding of the market needs, our customers business procurement processes, resolve issues or threats at existing end-user accounts, and have a strong understanding of our offering and customer applications with the ability to assemble custom product & service offerings to meet end-user needs. The roles are highly consultative and requires a strong degree of influence management across the customer base. In addition to these requirements, one position will require expertise in the utility/arc protection space, and one will be more focused on the oil and gas market as well as key account management that is national in scope.

Role Description:

• Manage and drive sales and developments with key N. American Emergency Response, Mechanical Protection and Thermal Industrial end-use customers.
• Represent and leverage the whole portfolio of DuPont Personal Protection including Nomex®, Kevlar® and Nomex® Nano.
• Prioritize and develop strategy for and lead execution/coordination of sales. This will include the following:
  • Identification and prioritization of potential end users.
  • Creation of a robust sales pipeline.
  • Identify and foster key value chain partner relationships in the field to support the sales pipeline.
  • Proactively uncover unmet needs and demand signals.
  • Proactively communicate competitive and partner dynamics taking place in the market.
  • Drive to completion wear trials and sales wins in territory, both independently and with value chain partners.
  • Coordinate with DuPont regional sales, marketing, quality and technical to support overall team objectives.
• Represent and provide VOC on the market to the internal organization.
• For key strategic end use accounts, identify and develop account plans/contact plans.
• Initiate and support local product development/marketing initiatives in each region. Promote DuPont brands and drive / enable developments. In addition, role will coach and support our broader DPP sales team and external sellers on closing smaller opportunities within their territories.
• Expand their industry expertise and influence through event hosting and industry speaking engagements.
• Role may potentially expand to includes sales into other growth markets requiring personal protective solutions.

Key Competencies:

• Sales Skills –Strong knowledge and application of the sales process from lead identification, account targeting, needs assessment, value proposition, sampling, testing, trials, financial analysis, negotiation, and business close. Uses tools such as Salesforce.com, forecasting, sales reporting, etc. to manage the customer interface and account team. Works closely with marketing to gather / share VOC and provide feedback & guidance on the development of value propositions and programs. Ability to influence and negotiate effectively with individuals. Comfortable with inserting productive tension while maintaining a strong relationship.
• Customer Relationships – Can develop and maintain strong relationships with end users, channel partners (corporate and field personnel), internal DuPont staff, business partners, and key industry influencers. Seeks information to understand customers' circumstances, problems, expectations, and needs. Shares information with customers to build their understanding of issues and capabilities. Builds rapport and cooperative partnering relationships with customers and finds the synergies to drive win/win solutions. Considers how actions or plans will affect customers; responds quickly to meet customer needs and resolve problems; avoids over-commitments. Implements ways to monitor and evaluate customer concerns, issues, and satisfaction and to anticipate customer needs. Strategically and proactively considers/ when additional DuPont leadership connects/engagements are required at the account.
• Business Acumen – Able to quickly understand the organization’s business model, competitive position, and financial goals. Can quickly develop a deep knowledge of our external value chain, customers, and market dynamics, as well as our internal structure, systems, functions, and business processes; how the business operates, including its planning processes and decision-making channels; information systems; how products and services are developed, sold, and delivered to customers. Can track the changing needs and expectations of external customers; identifies links between internal demands and external needs; works to understand business priorities to achieve greater success. Uses business terminology when communicating with others.
• Communication & Collaboration - Demonstrated ability to effectively communicate (both oral and written) at all levels with external and internal stakeholders. Strong interpersonal skills. Highly skilled in negotiation and influence management. Able to deliver a tough message. Possesses excellent interpersonal skills with ability to work well with others in a team environment. Works closely with district managers and rep firm sellers to coordinate field support. May work with manufacturer’s representatives to co-manage corporate initiatives at select distributors.
• Analysis & Judgment - Strong computer skills including proficiency in MS Office, SalesForce.com, SAP Business Warehouse. Ability to turn transactional sales and point-of-sales data into actionable insights. Ability to recognize issues or opportunities, gather information, generate alternatives, involve others, choose appropriate path, and commit to action. Possesses keen judgment to get the heart of the matter.
• Managing for Productivity – Strong planning & organization capabilities. Ability to multi-task and to form actionable plans given objectives. Clearly self-motivated to be effective with limited direct supervision and capable of aggressively competing in a dynamic market that has significant competitive pressures. Highly motivated and capable of getting results by delivering on commitments, including closing new business, and maintaining existing business.

Minimum Requirements:

• >3 years experience selling into the Emergency Response, Mechanical Protection, Industrial markets or >5 years industry experience. Experience with arc protection is also required for one of the roles.
• Bachelor’s degree in related field is preferred.
• Experience working with channel partner and managing channel conflict.
• Approximately 30-40% travel.
• Can be home office based.

Preferences:

• Technical knowledge of DuPont™ Nomex® and / or Kevlar® protective apparel related products.
• Experience with personal protective equipment / safety category / thermal industrial segment.
• Experience with industry partners.
• Experienced sales professional.

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DuPont is an equal opportunity employer. Qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability or any other protected class. If you need a reasonable accommodation to search or apply for a position, please visit our Accessibility Page for Contact Information.

The Pay range for this role is $79,100.00 - $124,300.00 Annual

How Base Pay is Determined: DuPont has job leveling frameworks that help organize roles based on progressive levels of responsibility, proficiency and qualifications. Each role has an associated pay range (or an established pay rate for some roles) based on the competitive market in each country where we operate. Each individual’s pay is based on a variety of factors, including their role and the associated pay range for that role, their geographic location (i.e., country, state, metropolitan area), as well as their skills, experience, education and certifications, and performance.