Regional Sales Manager

Company:

Job Description:

JOB PURPOSE:

Plan, organize and direct Mitsubishi Chemical Group (MCG) Methacrylates Division’s comprehensive national and international account relationships and strategic business development with Monomers customers, to achieve the business’ planned operating margin contribution targets.

DIMENSIONS:

Volume:         90 Million lbs (annual average territory size)

Revenue:      $90 Million (annual average territory size)

PRINCIPAL ACCOUNTABILITIES:

Create, build, and maintain strong relationships with Monomers customers at all organizational levels (Senior Management/Ownership, VP’s, Directors, Managers) and across multiple functions (Procurement, Commercial, Manufacturing, Technical) to achieve MCG’s sales and financial objectives.

• Manage 15-20 key accounts and 40-60 accounts in total to deliver business financial plan in each assigned territory.
• Approximately 40% of key accounts are global in nature doing business in more than one region requiring coordination with MCG-UK & MCC-Asia sales organizations.
• Build and maintain strong customer relationships at multiple levels including senior management (Owners/CEO/President/VP Procurement, etc.).
• Contribute market intelligence and market information to support business decisions to ultimately meet or exceed financial targets

Manage customer contract negotiations, consistent with MCG Methacrylate’s contract protocol, to deliver Monomers Annual Plan financial objectives.  This includes developing contract negotiation strategy, gathering competitive intelligence, coordinating financial team analysis, gaining Monomers business approval, writing contract briefs to support the business case to senior management, and consulting with MCG corporate legal counsel.

• Negotiate and draft contracts following MCG Methacrylates’ Contract Protocol standards and template.  Create Board Brief, Financial Review and Board Papers consistent with delegation of authority limits per the agreed Business protocols.
• Negotiate pricing on a monthly basis across approximately 30% of the volume, representing approximately 70% of the accounts.
• Promptly resolve customer issues and complaints, post investigation of root causes and development of corrective actions which are promptly communicated to the customer. The resolution process will involve collaboration and support from various team members including Product Stewardship, Supply Chain & Logistics, S&OP, Manufacturing, etc.
• Provide Monomer business updates on the selling activities through call reports in Salesforce CRM system, monthly reports to business, sales meetings, and TEAMS videoconferences, etc.
• Must develop a high degree of expertise with Salesforce.com functionality, both existing and future upgrades as implemented by MCG Methacrylates’ business.
• Must develop a high degree of expertise with Qlik Analytics Services, Power BI, and other present/future digital sales and territory management tools.
• Must have a high degree of expertise with Microsoft Office applications (Outlook, Excel, PowerPoint, Word)
• Formal writing and excellent presentation skills are required.  (Written proposals to high level executives, presentations to top management levels internally and externally, etc.)

Identify, pursue and develop new customers and new business opportunities to achieve Monomers Annual Plan and growth objectives.

• Strong focus on the coatings segment of customers as the largest and fastest growing customer segment, and on other specialty segments.

Develop and present business/sales strategies to MCG Methacrylates’ Business Team in support of building AP budget plan.

• Using MCG’s model for strategic customer development, work with target accounts to cooperatively find and/or develop areas of mutual benefit and growth that enhance the strategic relationship between our companies.
• Develop and maintain Key Account Plans for top customers.
• Develop volume, price, and operate margin mitigation strategies to secure or surpass financial objectives of the territory.

Create and direct cross-functional teams and projects (Technical, Logistics, Customer Service, Financial, Legal, Business Management) as needed to deliver exceptional service and added value to customers, and to deliver high-quality special project results for the Monomer business.

Collect and distribute key market intelligence including customer insights/data, application information, competitive activities, industry trends, etc., to keep business management informed about territory activities.

• Develop and maintain knowledge of customers, product applications and market segments that support sales & marketing of MCG monomers (MMA, MAA, nBMA, iBMA, and any others as appropriate).
• Provide accurate information to the business about the market, competitors, and our customers.

Provide sales forecasts (targeting at least 90% accuracy) for optimum S&OP planning and raw material cost control.

SPECIAL FEATURES:

Priority Management:  MCG Regional Sales Managers represent Mitsubishi Chemical Group, Methacrylates Division at more major accounts and negotiate more major contracts/business/revenue than their competitive counterparts at Roehm, Dow, or Trinseo.

Communications Skills:  MCG Methacrylates Regional Sales Managers generate visit reports, develop contract briefs and board papers for MCG management, negotiate and draft sales contracts, create and deliver presentations to key customers, develop monthly forecasts, provide territory reports and other special reports as requested by Senior Management.

Team and Project Leadership and Coordination:  MCG Methacrylates Regional Managers engage and direct cross-functional team efforts (Technical, Logistics, Customer Service, Financial, Legal, Business Management) to perform key activities and execute special projects.

Time Management:  Sound judgment is required to plan the cost of travel and entertainment expense versus the gross margin return potential at an existing or potential account. 

KNOWLEDGE/ EXPERIENCE/SKILLS:

• Bachelor’s degree in business or technical field with a minimum of 8-10 years of sales experience.
• Extensive experience selling into the Commodity Chemical or Polymer industries.
• Strong business acumen to include economics, chemical processes, and global chemical industry cost drivers.
• Strong interpersonal and negotiating skills required.
• Experience selling at the highest levels of customer organizations (Owners, Presidents, Vice Presidents, and Purchasing Directors) preferred.
• In depth, knowledge of supply chain and major raw material markets and costs is essential.
• Procurement experience is preferred.
• Experience in CRM and ERP systems required.
• Sound understanding of the legal aspects of the buy/sell relationship.