Sales Manager LMF

Essential Duties and Responsibilities: Strategic: Maintain profit and loss responsibility for assigned TAM’s. Ensure achievement of the established annual sales budget. Responsible for developing and implementing strategic and tactical sales strategies as that are designed to increase the company’s sales volume and profitability within market segment Consistently identify new and creative sales approaches/programs based on a thorough knowledge of market trends, customer’s product needs, pricing concerns, and competitive activity, and provide the necessary training to the Sales Team to implement these programs. Work with the Sales Team to develop and implement account strategies to ensure maximum sales penetration and optimum profit position within new and established accounts. Assess new market opportunities for the organization and evaluate the need for additional sales personnel and/or changes in responsibilities of those currently employed in sales positions as well as perform annual performance reviews. Maintain regular communication with senior management to inform of personnel issues, trends in the marketplace, key account activity, new product development opportunities, and the status of pending contractual commitments with customers. Collaborate with senior management to develop and institute administrative KPI’s and policies for the Sales Team such as written reports and documentation evidencing account activity, contacts made, follow-up steps planned, and explain sales variances where appropriate. Sales & Opportunity Development: Expand business relationships with existing accounts and establish affiliations with new customers by managing the Sales Team effectively through proactive contact with key decision makers in research and development as well as purchasing. Maintain and enhance sound business relationships with existing key accounts by servicing these customers in a responsive and timely manner through the on-going analysis and understanding of the organizations’ business needs and product requirements on a short term and long term basis. Manage the Sales Team in the development of R&D pipeline opportunities for both market share and long term development pipeline. Build upon existing professional contacts with customers to gain introductions and develop additional relationships with key personnel in other areas of the customer organization, which could represent additional sources of revenue. Guide the Sales Team in developing business relationships, as appropriate, with new customers by interfacing with research and development staff to determine product requirements and through contact with suppliers to meet these product needs. Customer Relations/New Customer Development: Respond to and resolve customer inquiries in a timely manner to ensure a high level of customer satisfaction. Ensure the proper balance of account manager call activity between current and prospect accounts so as to allow for new customer growth. Accompany Account Managers on sales calls as required to display the company’s commitment to its customers and to discuss/review product requirements and service issues. Consistent visibility to strategic customers with the expectation of having a deep understanding of those customers most critical to the company’s success. Development and review of Account Managers customer call rates so as to ensure proper call activity with customers and prospects Manage, organize and collaborate with marketing team for conference tradeshows specific to the region. Supplier Relations: Manage the use of Supplier visits with the Sales Team to assist in sales growth opportunities. Aggressively work to expand geographical presence in the region by direct customer visits and development of new suppliers alongside Business Development Manager to compliment existing exclusive supplier agreements. Ensure adequate and proper opportunity development so as to allow for the expected sales growth for all strategic suppliers Periodic communication and review of sales, pipeline process and success to the strategic suppliers on a consistent basis Professional Development of the Account Management Team: Motivate, train, and manage the sales team under supervision. Conduct annual performance reviews for the Account Managers under direct supervision including quarterly reviews of those areas targeted for improvement jointly. Other Responsibilities include: Understand and adhere to the sales & marketing functions and follow NACD Responsible Distribution Process related procedures. Actively participate in trade shows and sales meetings designed to increase the visibility of the organization within the marketplace and strengthen the company’s competitive position. Actively engage and participate in various SCC communities for the region. Maintain a clean and safe working environment at all times. Competencies: To perform the job successfully, an individual should demonstrate the following competencies: Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures. Design - Generates creative solutions; Translates concepts and information into images; Uses feedback to modify designs; Demonstrates attention to detail. Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics. Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others. Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Demonstrates group presentation skills and a good command presence; Participates in meetings. Written Communication - Writes clearly and informatively; Presents numerical data effectively. Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed. Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals. Significant level of experience in running a chemical distribution entity. Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources. Has a strong command of margin optimization opportunities within the operation. Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically. Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses. Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education and Experience: 4-year college degree, Technical Preferred (Chemistry, Biology, Engineering, etc.) 5-7 years direct selling experience, in Market Segment preferred 2-5 Years in a Sales Leadership Position The position requires a thorough understanding of the chemical distribution space Experience working with specialty chemical products and the proven ability to interface effectively with research and development personnel to identify product requirements and work with suppliers to meet these needs. Strong analytical and problem solving skills. The ability to visualize, conceptualize, implement, and execute innovative sales strategies. A team builder with the capability and/or experience to manage a professional sales team. A record of accomplishment generating business from both established and new accounts and the evidenced ability to develop positive customer relationships. A solid understanding of the sales cycle and the ability to manage and monitor various stages of the selling process. A consultative presence indicative of the ability to prioritize and manage projects in a dynamic, fast-paced environment. Effective in training, motivating and managing sales staff in a team environment. Personal qualities which include good presentation and listening skills, a high energy level, results orientation, diplomacy, creativity, perseverance and persistence, as well as the ability to work independently and as a team member. Strong negotiating and communication skills. Integrity, professionalism, and a commitment to quality. Good computer skills Account Executive skills. Physical Demands and Work Environment Characteristics The physical demands and work environment characteristics are representative of those an employee encounters while performing the essential functions of this job. The omission of any specific statement of duty does not exclude that duty from being a requirement of the position if the work is similar, related or a logical assignment to the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the position requirements and essential functions of this position. The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change. Azelis is a leading distributor of specialty chemicals and food ingredients present in 57 countries across the globe with over 3,000 employees. Our knowledgeable teams of industry, market and technical experts are each dedicated to a specific market within Life Sciences and Industrial Chemicals. We offer a lateral value chain of complementary products to over 51,000 customers, creating a turnover of €2.83 billion (2021). Throughout our extensive network of more than 60 application laboratories, our award-winning technical staff help customers develop formulations. We combine a global reach with a local focus to offer a reliable, integrated service to local customers and attractive business opportunities to principals. And we believe in building and nurturing solid, honest and transparent relationships with our people and partners. Impact through ideas. Innovation through formulation. Azelis Americas is an equal opportunity workplace. Individuals seeking employment are considered without regards to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws. You can view the EEOC Know Your Rights poster here. Azelis Americas’ U.S. entities participate in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. If E-Verify cannot confirm that you are authorized to work, Azelis is required to give you written instructions and an opportunity to contact Department of Homeland Security (DHS) or Social Security Administration (SSA) so you can begin to resolve the issue before the employer can take any action against you, including terminating your employment. Employers can only use E-Verify once you have accepted a job offer and completed the Form I-9. Azelis Americas is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans during our application process. If you need assistance or an accommodation due to a disability, contact us at human.resources@azelis.com.