Position reports to VP of Sales

Qualifications

BA in Business and/or BS in Chemistry, Biology or a related field MBA or equivalent post graduate degree preferred Ten (10) years of direct selling or business development experience The position requires a thorough understanding of the chemical distribution field. 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.

Responsibilities

Strategic

Maintain profit and loss responsibility for the region managed. Ensure the region managed executes against the established annual sales budget. Responsible for developing and implementing strategic and tactical regional sales strategies as developed with the VP of Sales that are designed to increase the company’s sales volume and profitability within key targeted markets. 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 the VP of Sales to inform him 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 VP of sales to develop and institute administrative 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. Regularly accompany Account Executives on sales calls to display the company’s commitment to its customers and to discuss/review product requirements and service issues. Consistent visibility to the regions 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 all SCC conference tradeshows specific to the region.

Supplier Relations

Negotiate with supplier management competitive price requests necessary to grow market share business opportunities. 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 (but Are Not Limited To)

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.

Physical Demands and Work Environment Characteristics

See attached Job Analysis Form (Exhibit A) for characteristics appropriate to this position.

The physical demands and work environment characteristics described in the job analysis form attached to this description are illustrative and representative of those that must be met by an employee to successfully perform the essential functions of this specific position. 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.