Regional Specification Selling Mgr CHT

Job Purpose

As a member of the Regional Management Team contributes to the BU strategy execution by leading Key Account Management and Specification Selling activity in the region. Ensures execution of the agreed sales and profitability related targets established by the BU by maximizing our specification position.  

Job Responsibilities I

Specific Tasks:

• Develops and executes regional specification selling strategies in the marketplace in the allocated region.
• Rolls-out segment sales programs (including sales process-related knowledge and tools) and implements corporate promotions.
• Works closely with marketing to analyze present and future market trends and customer feedback for market segmentation and planning to aim for further market penetration.
• Plans, monitors and periodically reports on execution of major sales activities conducted with regard to indirect and direct sales channel.
• Identifies significant business opportunities, pinpoints existing and/or potential problem areas and assists Key Account and Regional Sales teams where appropriate.
• Provides feedback to understand how customers are utilizing our products and how well those products align versus competitive products. Primarily focusing on non-buying accounts and OEMs within the relevant segment.
• Takes brand promotional plans and deploys into accounts within the relevant segment.
• Input to price setting, carries out negotiations with accounts within the responsible segment. 
• Develops, executes and monitors key performance indicators for own team
• Travels frequently to visit major customers and stakeholders in the market.

Job Responsibilities I

Specific Tasks:

• Maintains positive relationships with major direct and indirect customers to maintain close contact with the market.
• Works with Key Account Manager and Regional Sales Managers to ensure effective communication and follow-up along the value chain to deliver sales.
• Systematically up-dates the Customer Relationship Management System with valid, accurate and complete customer-related information.
• Maintains good relationships with major industry stakeholders.
• Promotes a positive company image and develops good customer relations by participating in major customer events.
• Be familiar with all the applicable corporate as well as site policies/procedures with regard to personal conduct and HSE standards and acting in compliance with all applicable regulations.

Job Responsibilities II

Management Responsibilities:

• Works closely with Regional BU Management Team to ensure matrix structure operates efficiently.
• Acts as an ambassador and encouraging talent processes and engagement.
• Ensures job profiles are in place, sets objectives for team members, reviews development and provides clear, open and constructive feedback on performance combined with the appropriate actions.
• Strengthens the talent pipeline by developing talent and regularly assesses and discusses talent and internal movement. Continuously monitors and evaluates retention risk.
• Stimulates, manages and follows through on employee engagement and builds on the workforce to reflect the societies and markets in which we do business (D&I).
• Creates an open environment in the team where all people can perform at their best and stimulates the development of others and ensures an engaged team.
• Ensures reporting line is fully informed and acts in line with HSE and Compliance regulations.
• Takes ownership by representing Regional BU Management Team towards own team and vice versa.
• Manages and plans relevant (departmental) budget and proactively manages the costs.
• Reports on progress on a continuous base.

Requirements

• Technical degree (Chemistry or Engineering is preferrable)
• Minimum of 10 years in a sales management role in a matrix organization
• A minimum of 5 years exposure to Protective coatings market.
• A high level of people skills needed to work in a matrix organization