Peter Smukowski

Peter Smukowski

A knowledgeable recruitment professional with several years of experience solely within the Plastics Industry, having successfully managed single and multiple assignments for highly demanding functions across Europe, the Middle East, Asia, South America and North Africa.

Extensive knowledge of the Raw Material Sector, demonstrating an impressive track record of recruiting for a range of well-recognised organisations in the Polymer Sector.

Recruitment Executive Profile: http://www.linkedin.com/profile/view?id=34644558

JOB SUMMARY:

 

The Sales Engineer is a field-based position responsible for working with OEM’s and processors to grow the sales of company’s range of engineered compounds.

 

 

KEY RESPONSIBILITIES:

 

  • Manages current accounts within the sales territory. This includes developing account plans for the strategic accounts.
  • Develops a prospecting plan within the territory which focuses on strategic customers or markets for the company.
  • Identifies specific OEM’s in the territory, where the person can work to get their materials specified.
  • Performs high level sales activity to include, but not limited to, leading technical sales presentations to current and potential customers, evaluating and prospecting sales leads, creating new sales strategies that target and position the company’s strategic products at targeted accounts, and communicating technical product development needs to management and engineering staff.
  • Sets and achieves sales goals that align with assigned budgets and growth initiatives of the company.

 

 

SKILLS AND ABILITIES:

 

  • Have effective communication and interpersonal skills for the ability to form and maintain long-term customer relationships.
  • Have strong negotiation and technical presentation skills.
  • Be self-directed; able to work independently and work within a team environment.
  • Able to analyze and troubleshoot as problems or changes arise.
  • Strong problem-solving skills and the ability to utilize internal support as needed.

 

 

EDUCATION AND EXPERIENCE:

 

  • Must have a bachelor’s degree (business and/or technical degree preferred).
  • Must be entrepreneurial and have a proven track record of sales or application development in the plastics industry.
  • Must be proficient in Microsoft office products and the use of CRM systems.

Main purpose of job:

 

  • Management of subsidiary.
  • Responsibility for regional sales, turnover and profit contribution of the subsidiary.
  • Budget planning on the basis of valid purchase and transfer prices.
  • Planning of costs and investments within the agreed annual budget and their control.
  • Definition of regional sales goals and priorities.
  • Management of sales and application engineering (TSAD).
  • Assisting in the development and implementation of interregional sales and marketing concepts as well as responsibility for their regional implementation.
  • Negotiation of storage costs and freight rates; Controlling and optimizing the level of inventories in accordance with market requirements.
  • Responsibility for compliance with all applicable local or national regulations and for reporting to the Headquarter.
  • Official representation of the subsidiary to banks and auditors.
  • Monitoring of local accounting and responsibility for the balance sheet of the company.

 

 

Requirements:

 

  • Completed commercial or technical vocational training; preferably additional business administration or technical degree.
  • Practical knowledge of the entire value chain of the plastics processing and plastics manufacturing industry.
  • Several years of successful field sales activities, ideally in an international environment.
  • Management experience.
  • High degree of self-reliance and self-motivation.
  • Decision-making ability.
  • Very strong communication and leadership skills.
  • Strong negotiation skills.
  • Conflict management competence and willingness for compromise.
  • Native Hungarian speaker, fluency in English.

Main responsibilities:

 

  • Sales account management for Industry and Consumer markets.
  • Business development in innovative markets (market diversification).
  • Co-ordination of Eastern Europe distributors activities.
  • Support and advice with material selection.
  • Attendance and support during material trials at customers’ premises and providing reports.

 

 

Qualification:

 

  • A degree in a technical discipline (chemical engineering, polymer technology or related study).
  • At least 5 years’ experience in plastics business (preferably engineering solutions and/or compounding).
  • Fluency in English language (spoken and written).
  • Driving licence.

 

 

Additional requirements:

 

  • Business development skills.
  • Experience in engineering thermoplastic materials can be an advantage.

 

 

Offer:

 

  • An interesting and challenging position in a global dynamic organisation.
  • A competitive salary with an annual performance bonus scheme.
  • A friendly atmosphere and comfortable workplace.
  • Private medical care.
  • Modern work tools.
  • Fully expenses company car.

Your responsibilities:

 

  • Sales of Standard Polymers to existing customers as well as proactive acquisition of new customers through regular telephone customer contacts.
  • Personal visits of the customers to be looked after according to the specifications of the management.
  • Close cooperation with the European Standard Polymers Team.
  • Procurement and collection of market information as well as the identification and observation of the competitive situation.
  • Bidding and negotiation of quotations within the framework of defined pricing system.
  • Recognition of development trends according to customers and markets and passing on the information to the relevant interfaces.
  • Implementation of regional and supra-regional sales and marketing strategies in the district.
  • Support for Regional Sales Director, Managing Director and Director Product Management in the development of sales and marketing concepts by introducing the customer perspective.

 

 

Your profile:

 

  • Completed commercial and/or technical apprenticeship / training.
  • Professional experience in sales.
  • Basic technical knowledge and understanding of polymer types and their application.
  • Efficient time management and organizational skills.
  • Ability to work proactively on own initiative.
  • Ability to undertake and put into practice known sales skills and training.
  • Network & Knowledge of Turkish Polyolefins and Styrenics market.
  • Excellent communication skills.
  • Fluent in Turkish and English, further foreign language skills desirable.
  • Willingness to travel.
  • Sound knowledge of SAP and Microsoft Office Package.

OBJECTIVES:

  • As a sales representative the incumbent takes care of the assigned customers according to his/her regional responsibilities. Thereby, he/she co-operates with the relevant colleagues in the Customer Service Centre.
  • The overall objective is to improve income and sales for all Masterbatch products of the company in accordance with individually agreed targets.
  • It’s required that the achievement of the objectives and the operative work follow to the full extend the company’s strategic direction and that the sales activities of the incumbent reveal this direction.
  • The incumbent comprehends the principals of the Quality Policies and fulfils them in his/her area of scope in compliance with the relevant documents such as the Quality Management Manual.

 

AREAS OF ASSIGNMENT:

 

Main tasks:

  • Budget responsibility for the sales region.
  • Strategic planning of sales, volume and gross margin.
  • Realisation of corporate strategy in terms of sales and operative work including the resulting tasks.
  • Strategic pursuance and evident realisation of agreed objectives.
  • Proactive development of sales solutions and purposeful realisation.
  • Extension of the customer value through sales of standard and/or high margin products.
  • Operative planning (e.g. customer visits and appointments).
  • Operative Reporting (e.g. Reports on visits, orders etc.).
  • Support of existing customers at their sites.
  • Acquisition of new customers.
  • Live and support of the QM System / ISO 9001 etc.
  • Proactive and strategic use of technical resources (TS-MB).
  • Travelling activity 60%-80%.

 

Individual tasks:

  • Management of customer orders for the sales region.
  • Overview and successful completion of product samples.
  • Overview and successful completion of customer orders.
  • Support of the Finance Business Unit.
  • Monitoring of open invoices and outstanding accounts.
  • Identification of individual customers’ requirements (e.g. customer visits).

Scope and objectives:

 

  • The main objective is to prospect and develop new business by enlarging the customer base within Czech Republic and Slovakia, but also in surrounding countries of Central Eastern Europe.
  • Work closely with the European sites, mainly with the sales and technical team in Germany, especially on projects which may require new formulations development.
  • Collate relevant data in terms of companies’ materials usage and using it to prepare, propose and implement the best strategy to acquire new business.
  • Identify and pursue opportunities for increasing volume of sales at existing clients within the region.
  • Seek prospects for project-based business involving re-formulation or new formula development to create long-lasting business relationships.
  • Establish and continuously expand a relevant business network with local scientific institutions, publishers, universities, associations with a view of becoming a preferred supplier of thermoplastic elastomer solutions within the region.
  • Attend trade fairs, conferences, and other relevant industry events to increase visibility of the company and improve brand awareness.
  • Collate and share internally market data, which may help with increase of revenues through distribution channels.
  • Targeted applications for the company’s products are very diversified and include industry sectors such as Automotive, Household, Appliances, E&E, Consumer Goods, Construction, General Industries.
  • Frequent interaction with the Sales Manager and reporting on progress achieved.
  • Frequent interaction with the sales organization, including the regional Business-Developer and the Automotive team.

 

 

Profile of the candidate:

 

  • The candidate must be self-driven and able to handle complex situations. Most of all, he/she must be able to create an appropriate relationship level with customers and prospects as well as internally with the focus of closing new business.
  • He/she must have experience in the plastic industry, preferably selling TPE or technical compounds from a compounder.
  • He/she must speak fluently English and native Czech/Slovak. German language is an advantage.
  • Extensive travel within the territory as well as to Germany
  • A degree qualified person, preferably in materials science or polymer technology / processing.
  • High level of emotional intelligence and empathy, able to relate well to people operating at various level of seniority.
  • Decision-making maturity with a high level of perseverance and patience.

Purpose and Summary of position:

 

  • Ensure marketability of products under regulatory aspects, with a focus on chemical regulations like REACH and UK REACH.
  • Develop strategies and processes to successfully implement existing and emerging regulatory requirements.
  • Close coordination with internal and external stakeholders.
  • Represent company's interests and position in communication with customers, suppliers, and authorities.

 

 

Required Knowledge / Skills / Abilities:

 

  • In depth experience with REACH Implementation in industrial settings, e.g.:
  • REACh requirements and implementation strategies;
  • options for cost and effort reduction for a chemical company;
  • dossier generation and maintenance (IUCLID, CheSar).
  • Experience with participation in CEFIC or national industry associations or with advocacy activities.

 

 

Desirable Knowledge / Skills / Abilities:

 

Interpersonal Skills:

  • Excellent Project management skills (complex, multi stakeholder projects);
  • Ability to understand complex issues and present them simply and conclusively;
  • Strong analytical and creative skills;
  • Experience in Team management/leadership.

 

Languages: English, German.

 

Regulatory:

  • Knowledge of or experience with other registration schemes (e.g. UK REACH, KKDIK, polymer registration schemes);
  • Experience in (scientific) advocacy activities.

 

Software:

  • SAP EHS module;
  • Experience with SAP EHS Substance Volume tracking module (SVT).

 

 

Required Education:

  • Master of chemistry or related natural sciences (Chemist/Polymer chemist; Biologist) or comparable qualification.

 

 

Competencies:

  • Communication (all directions and levels).
  • Leadership.
  • Development of others.
  • Creativity. 
  • Resilience. 

Our client is a globally operating trading and distribution company, active on all continents, with headquarters in Hamburg, Germany. In close collaboration with leading international manufactures, the company offers a broad and comprehensive portfolio of chemicals and natural raw materials. The success of the company is based on excellent, long-term partnerships with customers and suppliers. 

The company is seeking to recruit an ambitious, structured and persistent Technical Sales Manager (CASE), to form the basis for future expansion within Central-Eastern Europe. This is a unique opportunity for the right person to become an instrumental part of the CEE roll-out strategy and to join a dynamic team with ambitious goals and an exceptional growth rate achieved in the last two years.  

The company has been operating for over 100 years, yet their CEE representative office is a very young company in the region. While already achieving a steady and healthy growth record, this endeavour continues to create virtually unlimited opportunities for an accelerated career progression with a tangible prospect of becoming a member of the local management structures.

 

The Role:

  • Sales force.
  • Responsible for defined group of customers, including gaining new customers.
  • Solution orientated Sales (value added sales / Consultant) with regards to product application and technical solutions of customer requirements.

 

Key Responsibilities:      

 

Customer Management:

  • Sales of company’s product portfolio with applications predominantly within the CASE industries (Coatings, Adhesives, Sealants, Elastomers).
  • Profitable growth of customers responsible for.
  • Decision on price based on Cost-price from Product Manager.
  • Customer visits.
  • Direct Sales.
  • Customer Portfolio Management (Costs/Benefit, Potential Analysis).

 

Business Development:

  • Gaining new customers by region.
  • Gaining new customers by application.

 

Key Tasks:

  • Active Sales of product portfolio to customers responsible for.
  • Set up contacts, prospective customers and customer in CRM system.
  • Creation and follow-up of quotations (including calculation, relevant datasheets).
  • Communication with customers regarding price and product changes, inquiries.
  • Annual planning and strategy for own area responsible for in collaboration with Managing Director.
  • Maintenance and extension of existing customer relationships (visits, calls, mails etc.).
  • Consistent approach to new contacts in the market place and acquisition of those.
  • Update Customer Demand planning in collaboration with SCS.
  • Independent travel arrangements to customers.
  • Consistent maintenance of CRM system: Contacts, Visit reports, Classification (A,B,C), etc.
  • Regular evaluation and assessment of customers in CRM and BI.
  • Price decision and if applicable post calculation.
  • Close collaboration with Customer Service.
  • Close collaboration with Product Manager with regards to Pricing, Quantity and Quality.
  • Follow-up on Samples and Quotations.
  • Customer contact in case of late payments and payment reminders.
  • Regular observation and valuation of the market place and competitors.
  • Continuous extension of specific Industry knowledge (Literature, Exhibitions, Associations, Networks).
  • Continuous adoption of product and application knowledge with support of Product Management.
  • Support Product Manager actively for supplier reporting and frame contract negotiations.
  • Price Management (calculation and change of pricing, sales conditions etc.).
  • Permanent reflection and enhancement of procedures, tools and personal abilities.

 

KPI’s / Objectives:

  • Operational Result within the country.
  • Profit / Margin Contribution from assigned Customers.
  • Customer satisfaction.
  • Quality of customers (Profitability, Growth etc.).

 

Requirements:

  • Commercial or technical / chemical education.
  • Coatings, Adhesives, Sealants, Elastomers Market and Product Knowledge.
  • Sales experience in the field.
  • Development of relationships (soft skills).
  • Sales skills.
  • Entrepreneurial Spirit and Behaviour.
  • Negotiations and Communication skills.
  • Self-confident manner.
  • Persistence / Stamina.
  • Knowledge of competitors (national, international).
  • Team-player.

General Summary: 

The Purchasing and Supply Chain Manager has Europe-wide responsibility for the development and implementation of the Europe strategy for the uninterrupted supply of direct material. The individual will be responsible for identifying cost savings initiatives, project management and implementation, contract negotiations, and building relationships with all internal departments to manage business expectations and requirements. Key initiatives include rationalising the supplier base, securing approved contracts with key suppliers, increasing working capital through payment terms improvements, and improving supplier performance.

 

Duties and Responsibilities: 

  • Directly and/or indirectly lead and develop team to achieve World Class Sourcing Performance.
  • Ensure the uninterrupted provision of raw materials.
  • Work closely with the Field Sales Team and Sales Leadership to provide direct material cost input for new projects and programs.
  • Manage costs to provide year over year net savings.
  • Identify purchase price variances and communicate these variances to peers and senior leadership. Maintain accurate material costs. Monitor inventory levels and supplier consignment programs to ensure cash flow goals are achieved.
  • Meet Monthly and Annual reporting and metric requirements and provide further enhancement for improved analysis.
  • Manage and nurture supplier relationships. Proactively address supplier deficiencies.
  • Focus on continual improvement and streamlining of processes, and, ensure the qualification of alternate sources.
  • Guide the selection of indirect material and contracted services providers.
  • Proactively communicate with top level leadership.
  • Liaison with other Company Leaders and support teams.
  • Assist with negotiations for the provision of indirect materials and contracted services and will guide maintenance, logistics and EH&S leaders on achieving best possible cost and service level.
  • Collaborate with material buyers and planners in Europe to support tactical strategies including improved raw material and finished goods cost and reducing inventory and lead times.
  • Manage all direct material spending and supply.
  • Collaborate with the company’s Purchasing Leadership located in North America on overall supplier strategy and will work closely with North American based commodity managers on specific purchasing tactics. Additionally, collaborate with peers in North America and Asia on implementing best practices.

 

Principal Accountability: 

  • Direct Material: Achieve net deflation on a year over year basis. Develop in conjunction with the Site Material Buyers and Planners, and local Plant Management, every year a project list capable to deliver annual net deflation and inventory turns improvement plan for the commodities of his / her responsibility. The Global Commodity Manager is responsible for the achievement of these metrics.
  • Supplier Selection: responsibility to work closely with Engineering, R&D, Marketing and Product Management leadership to identify the need for suppliers with new technologies, unique materials, cost competitive structure, portfolio improvement or any other characteristic that could be required by these areas to improve the company’s competitiveness.
  • Supplier Management: responsibility for all aspects of supplier performance in Europe. This includes Supplier Payment Terms, Delivery Performance (OTD), Quality adherence (PPM), Cost Savings (Year over Year Productivity) and Inventory Management.
  • Inventory Management: work closely with Finance and Plant Management to assess raw material and finished goods inventory levels and implement corrective action, where necessary.
  • Reports, Presentations & Data Management: prepare monthly performance reports, for the Key Performance Indicators and supplier indices. Up to date supplier pricing, lead times and terms must also be maintained in the CIMPRO purchasing system along with other supplier data and communications. Work closely with Finance leaders in Poland and France to identify issues with supplier payment terms and supplier price acceleration and develop mitigation plans.
  • Planning: work closely with Customer Service, Material Buyers and Planners, Product Management and Plant Management on the development and effectiveness of raw material and finished goods stocking plans.
  • Relationships: responsible to establish Win/Win relationships with suppliers to ensure that the company can fully leverage supplier technologies, capacity, knowledge to improve, complement or expand product offering, using supplier base as an extension of the company.

 

Essential Qualifications & Skills: 

  • Bachelor’s degree in business, engineering, supply chain or related and 3+ years of experience managing global sourcing across one or more key commodities (plastics preferred), OR an equivalent combination of education and experience. MBA a plus.
  • Experience leading a supply chain team and developing cost savings initiatives preferred.
  • Knowledge of engineered resins and the associated global supply chain.
  • Thorough knowledge (Intermediate/Advanced) for Microsoft Office Application and Project Management programs, specifically Access and Excel.
  • Knowledge of MRPII systems.
  • Ability to lead, influence and drive change in a cross-functional team environment.
  • Strong analytical and technical skills.
  • Experience as a liaison with Engineering, Sales, Supply Chain, Marketing, Finance and Operations.
  • Capability to generate an energising vision for change, provide leadership and focus of strategic goals.
  • Knowledge of the fundamentals of contract law.
  • Ability and willingness to travel within Europe and globally.
  • Ability to represent the company in an ethical and truthful manner, leading by example in Supplier Relationships earning the respect of their peers, manufacturing plants and suppliers.
  • Proven leadership courage, demonstrating a willingness to take decisive and definitive actions as necessary to meet commitments and achieve strategic objectives; as well as the ability to deal fairly and respectfully with difficult circumstances across cultural and organisational divides.
  • Ability to think globally about the business and supply base that supports it.
  • Strong communicator and ability to provide timely and concise information to others, as well as using clear and thoughtful oral and written communication to influence, negotiate, and collaborate effectively.
  • Ability to decide and take action by applying intuition, experience, and judgment to the data available.
  • Ability to assimilate various and conflicting information or opinions into a well-considered decision and understand the implications of individual actions or recommendations on other systems, markets, processes, and functions.
  • Ability to read, write, and speak English. Fluent in French or German, or both.

Key responsibilities:

In this role, you are responsible for generating of additional profitable sales in Engineering Plastics supplied by leading world-class producers. You will contribute to the market knowledge of Extrusion and Injection Moulding industry and its penetration in sectors such as Construction, E+E, Automotive, Industrial and others. By growing their activities, you will be responsible for the ongoing expansion of the business within the assigned region.

 

Profile:

• The company seeks an enthusiastic, entrepreneurial, self-motivated, result oriented and persuasive person with dynamic nature.
• It is imperative that you have good overall communication and social skills.
• You will have a technical understanding and preferably a few years of commercial experience in a similar position.
• You are familiar with the polymer processing industry in Czech Republic / Slovakia, including your network within the relevant supply chain.
• This position requires extensive travelling as the business dictates.
• Proficiency in Slovak and/or Czech language is necessary. Professional knowledge of English is also required, whilst German would be a strong advantage.

 

Offer:

They offer a challenging and rewarding role in a dynamic, multinational company with numerous opportunities for your personal development. Terms and conditions of employment as well as fringe benefits and performance based variables are up to market standards. This role is to be based from a home office within the region.

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