Regional Sales Manager; West Coast & Canada focused

Role Description

The Regional Sales Managers are a key member of the INEOS Oxide US Business Team. For the defined geographical and/or application area, the post holder is responsible for delivering the budgeted sales volumes of EO, Ethanolamines, Ethylene Glycols and Glycol Ethers, based on the Business Managers guidance and overall strategy.

The post holder must also develop account plans and implement the defined action plans to deliver the business strategies. In addition to US produced volumes, the US sales team will be responsible for marketing of INEOS Oxide products from the European asset base.

The Regional Sales Managers will represent customers within the region, including distributors and direct accounts in that region. Support to/from colleagues as appropriate for national and international accounts. As single face to the customer, the Regional Sales Manager represents all internal functions to the customer, solving internal issues to ensure a perfect and smooth operation to the external world.

As the main face to the markets, Regional Sales Managers are also the key source of market information to the wider INEOS Oxide business.

Primary measures for a Regional Sales Manager include customer profitability, customer relationship and retention, market development, volume, pricing, debtor performance, forecasting, prospecting for new customers and applications.

Propose and implement account strategies to create and deliver the budget and establish the proper customer value for the company. This includes existing customers as well as active exploration of new customers for our current or future product portfolio.

Responsible for all aspects of the customers including: establishing monthly and annual volume forecasts, negotiating contracts and price within business manager guidelines, maintaining price list up to date for Customer Service order processing, evaluating the service to customers to ensure customer satisfaction, leading the customer complaint resolution process, ensuring customer complaints are closed appropriately in a timely fashion.

Work with credit team, customer rebates/accruals and monthly sales forecasts to minimize bad debts, ensure on time payments and correct product availability. Reduce demurrage and unnecessary logistics expense and charge out to customers as appropriate.

Compile customer visit reports, record actions and events and make recommendations to keep the organization informed of progress and requirements.

Compile and maintain customer profiles to enable analysis and overview of account activity. Anticipate and prevent late payment of debts, actively obtain overdue payments and resolve customer disputes to deliver a reduction of Working Capital to target level.

Full understanding of the customer, their consuming application, and customer’s competitor’s and market needs. Develop customer intimacy and loyalty. Maintain and create relationships with traders, end users and distributors.

Position requires extensive travel (up to 50%), especially when first developing customer/distributor relationships. Conduct where appropriate market studies and develop regional sales strategies for existing or new product lines together with the wider Business organization.

• Education and Experience
  :
  Degree or commercial/business qualifications acquired through experience, 5+ years in the Chemical industry; direct sales or customer-facing experience in that period. Ideally, an understanding of Oxide products and chemistry.
• Contract Negotiation
  :
  Experience in contract negotiation, fluency in English essential.
• Technical Skills
  :
  Strong personal and communication skills, proven influencing and negotiation skills, commercial acumen, deep understanding of sales contracts, strong analytical and economic analysis skills, understanding of market interactions and dynamics, basic understanding of chemical manufacturing processes, logistics and technical standards and regulations, knowledge of contract law and ABC regulations, knowledge of business accounting principles and practices.
• Behavioral Skills
  :
  Decisive and tenacious, proactive, innovative,…