Job Summary
As the North America Polymers Sales Director, you will be responsible for developing and driving the commercial growth strategy for the Polymers (Plastics) & Rubber market segment across the North America Region.
In addition, you will :
- Develop, shape, implement and measure the strategic sales plan for the segments / geographies to reach the business objectives;
- Lead, coach and develop the sales team to meet and exceed monthly, quarterly, and annual budgeted sales goals with a focus on organic growth;
- Partner closely with Science & Technology on new product and application development;
- Strong coordination with Distribution team on implementing business strategy;
Work collaboratively with counterparts in Europe, Asia and S. America to coordinate efforts for global customers.
KEY TASKS AND RESPONSIBILITIES
Designs, leads, and drives the market strategy and growth plan for the Polymers & Rubber business Segment.
Responsible for planning, directing and driving the sales activities in the market segments / geographies, with the support of the Marketing and Technical support teams.
Set performance goals by market segment / geography and allocate sales teams accordingly with a specific focus on innovations and new opportunities responsible for nurturing long-term Imerys relationships with customers, and understanding customer needs
Provide accurate input to the Sales Planning function to manage the forecast; measure it for the team; improve the forecast accuracy;
work in close contact with the Operations and Supply chain teams
Support the Finance team in reaching accounts receivables target
Support the common Commercial Excellence Group approach and initiatives, specifically collaboration with other BAs for customers & product transfers
Prepare the necessary reporting & KPIs on recurrent sales & opportunities together with the Business Performance Manager / Business Analyst;
leverage the BI and CRM data available to monitor the sales pipeline and the progress of the target achievement
Implement a routine of performance management, through monthly sales huddles and one to one with each team member, to review target achievement and discuss action plans
Support Marketing in building a good understanding of the Market segments / geographies trends and dynamics including competitor landscape, customer needs evolution, etc.
Identify and implement process improvements to drive efficiency and productivity
Embrace and deliver our Company values, with particular emphasis on providing a high level of services to our customers
Lead Sales team, including but not limited to :
Motivation & engagement
Providing direction & conducting coaching sessions, regular feedback and call reviews
Performance management
Career development
Conflict management
Drive a performance culture within the team and develop a culture of customer-centricity, hand in hand with the Commercial Excellence and the HR functions :
Applies & ensures the application of "best-practice" commercial practices and processes
Constantly assesses and addresses potential skills gap and oversee up-skilling of the commercial team to develop their sales skills , in order to encourage growth and customer centricity
Education and Experience requirements
BS, Engineering / Science preferred.
Proven industry experience of performing as a Regional Head of Sales.
Experience of managing a multi-site and international sales team
Travel up to 50%
Proven leadership and motivational skills to drive a sales team and achieve expected results
Proven top performer (consistently achieving sales goals) that delivers an exceptional customer experience
Strong customer sense and strategic understanding
Strong analytical and problem solving skills
Change management skills
Ability to positively influence others w / o direct reporting lines
Strong selling skills including negotiation, and communication
Business acumen
Position Type
Full time
Permanent
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