Key duties and responsibilities:

• Design and development of company’s plastic products for new markets and applications.
• Technical project management with current customers and demonstrates commitment to prospecting and new business development.
• Employs a consultative sales approach that focuses on building a long term, value-based relationship with accounts, penetrating them for further business and increasing the margin they create while reducing the time and costs in handling them.
• Improve company’s position within each corporate and non-corporate account using consultative and in-depth selling at all levels within the account.
• Provide customer technical support and consultant services to increase our overall value to the customer.
• Market research and benchmarking: procuring information, details and trends needed to optimize existing products and plan new products with regard to new trendsetting materials and applications.
• Maintenance and preparation of monthly and quarterly price formulas including forecast of sales volumes.
• Solve problems for clients and customers by developing innovative and tailored sales solutions.
• Focus on customer retention and improving overall customer satisfaction.

Profile:

• Experience as an engineer in application development or in technical marketing/sales.
• Strong interpersonal and communication skills and the ability to develop strong, successful business relationships with customers as well as internal teammates.
• Proven ability to nurture an extensive network of contacts.
• Well-honed listening skills and a problem-solving demeanor to uncover needs and motivations to overcome objections in order to close a sale.
• Strong eye for business and time management, including an understanding of the business relationship between manufacturers, distributors and end-users of chemical products and services.
• Excellent English and digital literacy including MS Office Suite and Enterprise Resource Planning Systems (i.e. SAP).

The company:

The company specialises in the distribution of plastics and chemical products.

Responsibilities:

•Prospecting for new clients and development of our existing clientele.
•Develop and increase sales volumes of engineering plastics and commodities.
•Development of the local Distribution in your area.
•Management of trading operations.
•Develop and implement sales strategies for selected targets and pro-actively contribute to business development activities.
•Determine the conditions of purchase and sale of Engineering Plastic products and Commodities sold by our company.
•Monitoring and supervision of the logistical processing of sales and supply orders from suppliers with the help from assistants’ team.
•Follow-up of litigations files in case of any claim to recover by all legal means the full amount of our claim.
•Recovery of invoices related to the commercial transactions you deal with.
•And any other tasks assigned to you by your manager.

Your Profile:

•Knowledge and Skills of Products and Processes associated with the plastics industry.
•Excellent communication.
•Problem solving and decision making.
•Self-motivated and able to work on own initiative.
•Planning, organisation, and flexibility skills.
•Computer skills: advanced level: Experience in using ERP Systems.
•Fluent English, knowledge of an additional language would be advantageous.
•A Bachelor’s degree minimum or a master’s degree in International Trade.
•Professional experience: minimum 5 years in related positions.

Location: Region Parisienne ou Oyonnax, France

Notre client est une entreprise spécialisée dans la distribution de produits plastiques et chimiques.

MISSIONS GENERALES DE LA FONCTION:

Rattaché à un ou plusieurs Global Product Manager (Plastiques Techniques), il / elle est un véritable relais au quotidien, son rôle est d’acheter les produits (des Plastiques Techniques) que l’entreprise commercialise auprès de ses fournisseurs et de développer une stratégie commerciale pour la vente des produits sur un périmètre national et international.

TACHES A ASSURER:

•Manager la relation avec les producteurs:
-Conduire la politique de négociation des achats de matières Plastiques Techniques avec les producteurs existants.
-Prospecter et développer de nouveaux partenariats avec des producteurs.
-Négocier les prix et les quantités pour le Groupe.
•Définir la stratégie commerciale auprès des forces de vente du Groupe et vous assurez de sa bonne mise en application.
•Être l’interlocuteur privilégié en interne et en externe concernant les familles de produits des Plastiques Techniques dont vous avez la charge.
•Des déplacements réguliers en Europe sont à prévoir.

PRINCIPAUX CRITERES D’APPRECIATION / QUALITES REQUISES:

•Maitrise des outils bureautiques et informatiques.
•Connaissance du commerce international.
•Excellente communication.
•Connaissance des produits (des plastiques techniques) / des polymères.

FORMATION / EXPERIENCE PROFESSIONNELLE REQUISE:

•Anglais courant, connaissance d’espagnol ou de portugais serai un plus.
•Formation initiale: Bac +2/+3 en commerce ou achat internationale.
•Expérience professionnelle: minimum 3 ans.

LIAISONS HIERARCHIQUES:

•Liaisons hiérarchiques: dépend du ou des GPM auxquelles il / elle est rattaché (e).
•Remplacement en cas d’absénce: Global Product Manager (des Plastiques Techniques).

PRIMARY FUNCTION:

Under the supervision of the Regional Sales Manager, the Sales Executive is responsible for allowing the organisation to meet business targets that has been set by the headquarters. Incumbent will develop and implement sales plans designed to accomplish the goals established for the region by corporate management.

Duties and Responsibilities: 

• Assist the Regional Sales Manager with formulating the annual sales budget for designated territory and action plans that will result in the achievement of the territory objectives.
• Work closely with Customer Service, Technical Service and all pertinent personnel to ensure that the business plans of the territory are implemented and executed.
• Coordinate activities of Customer Service, Technical Service and all pertinent personnel to ensure that the overall handling of the customer’s needs is competitive and timely.
• Know customer products and process capabilities, key contact, previous sales results and products purchased for all accounts in the territory.
• Work closely with technical and manufacturing to identify requirements and recommend changes needed to better service accounts.
• Explore niche opportunities to grow the business.
• Update computer database (CRM) and effectively communicate progress.
• Accurately and timely completion of administrative duties, which include weekly call reports, expense reports, update personal records.
• Advise Regional Manager of industry trends, current resin pricing, competitive activity and all other pertinent intelligence.
• Review all product returns and/or rejections by customers and determine reasons for the return and give accordingly recommendations to the Regional Manager.
• Apply pricing policies established by the Regional Manager and maintain special pricing within these guidelines according to product, quantity and customer considerations.
• Other duties and projects as assigned.

SCOPE OF POSITION AND EVALUATION CRITERIA:

• At least a Scientist Bachelor + 3 to 5 years in Business, Chemistry, Physics or Engineering.
• At least 2 years’ experience in the Plastic’s Market (Masterbatch / Plastics Distribution).
• Strong interpersonal, communication, follow-up and organizational skills.
• Leadership qualities.
• Good technical and product knowledge.
• Master of various selling technique.
• The Sales Executive maintains a strict confidentiality regarding the files and any other information related to the business.
• Sales Executive will work under the responsibility of the Regional Sales Manager regarding the expected cost.
• Authority to Act: is under the direction of the Regional Sales Manager.

Contacts: 

• Internal: Regional Manager and Customer Service Representatives.
• External: Customers but has no authority to commit the organisation in any way, by signing contracts or otherwise. Sales Executive must present to the organisation potential clients who correspond to the profile set by the company.
• Supervision: Under the supervision of direction of the Regional Sales Manager.

Quality, Environment and Health & Safety:

The Quality, Environment and Health & Safety Policy is applicable to all those working for the organisation. Our activities can potentially have significant impacts on the safety, health and wellbeing of our workers, the community, and the environment, and must therefore be carefully managed. Every employee is committed to the effective implementation of this policy and agree to take reasonable care of their own & other people’s safety, ensure customer satisfaction and environmental welfare in equal measure, and report any issues, which contravene this policy.

The company:
Our client is an established and innovative manufacturer of customer-specific soft thermoplastic compounds and color masterbatches for the plastics industry. The company offers individual material solutions and the best service for customers. Their corporate culture is characterized by the high esteem and independence of all employees as well as a collegial management style.

Your tasks:
• Collaboration on innovative developments of TPE compounds from laboratory scale to production.
• Planning, management and technical support of customer development projects.
• Close collaboration with the areas of analytics, purchasing, production, product safety, quality and distribution.
• Independent planning, implementation, assessment and documentation of laboratory work.
• Accompaniment of initial material trials and problem solving in the area of injection molding and extrusion with customers.
• Collaboration with existing and new raw material suppliers.
• Selection and analysis of new raw materials for TPE compounds.

Job requirements:
• Completed studies in the fields of plastics or process engineering or similar. Alternatively, completed technical training with further job experience to become a technician or engineer with several years of professional experience in the field of plastics processing.
• Plastics extrusion and/or injection molding experience.
• Experience in plastic compounding, ideally thermoplastic elastomers, would be an advantage.
• Ability to work independently, strong communication skills and a strong sense of responsibility.
• Fluency in written and spoken German and English.
• Willingness to visit customers in Germany and other European countries.

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).

Location: Home Office, Germany

The company:

Our client is an established and innovative manufacturer of customer-specific soft thermoplastic compounds for the plastics industry. With more than 50 locations worldwide, they have local roots, but operate globally and occupy an important position within the soft thermoplastic compounding sector. The company offers individual material solutions and the best service for their customers. The corporate culture is characterized by the high esteem and independence of all employees as well as a collegial management style.

Your tasks:

• Responsibility for the development of new business activities at OEM’s and system suppliers in the DACH region.
• Active customer acquisition as well as identification and development of new business relationships.
• Technical and commercial management of new projects up to handover to sales.
• Responsibility for sales and earnings figures to expand market shares and achievement of corporate goals.
• Observation and reporting of economic conditions in the market environment as well as industry trends, competition and legislation.
• Implementation of company’s segment strategies by opening up new business opportunities.
• Support with marketing campaigns, e.g. for the introduction of new products in cooperation with product management.
• Participation in workshops, trade fairs, conferences to keep up to date with changes in the industry.

Requirements:

• Technical studies or comparable training with several years of professional experience.
• 3 to 5 years of professional experience in sales / business development in the plastics segment, preferably in the thermoplastic elastomers segment.
• Market knowledge in the electrical & electronics (E&E), construction & window industry, consumer industry, film and profile extrusion an advantage.
• Comprehensive branch network in the plastics processing industry.
• Good knowledge of all common MS Office programs.
• Fluent German and English language skills, spoken and written.
• Initiative, structured work and a high level of commitment.
• Goal orientation, negotiation skills and the ability to work in a team.
• Confident and obliging demeanor.
• Willingness to travel.

Offer:

• A pleasant working environment and working atmosphere in a friendly team.
• Comprehensive training.
• A performance-based remuneration.
• Vacation and Christmas bonuses.
• Attractive social benefits.
• Work from home or office possible.
• Company vehicle (also for private use).

Company:

Our client is a privately-owned group of companies engaged in both distribution and manufacture of chemical materials with an international sales network covering Europe, North America and Asia Pacific. The company has achieved a substantial revenue increase as a result of organic growth and acquisitions, reaching global sales of circa €721 Million in 2020 with around 975 employees.

The Role:
• Part of the external Sales Team.
• Responsible for defined group of customers, including further business development.
• 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 within the Food & Feed industry.
• 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).
• Reporting.

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 and existing customers 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 marketplace 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 marketplace 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.
• Food & Feed Markets 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 Application Development & Technical Service Engineer is a field based technical resource and project manager with high level of plastic material process experience. They are responsible for the selection of the proper engineered thermoplastic compound to meet the requirements of our customer’s application. They are also responsible for supporting customers with mould and part design, troubleshooting of any processing issues at the customer and conducting moulding trials for new applications. The Application Development & Technical Service Engineer is the point person to manage the investigation and document any material issues back to the appropriate departments / manufacturing sites. This is a position that requires a significant amount of interaction with customers, Sales Engineers and Product Development Engineers. This position requires frequent travel to visit customers. Prior experience in thermoplastic compound product development and/or sales is desirable. This position will report directly to the European R&D Manager.

Description:

Responsible for ensuring the effective management of development projects within the assigned sales territory.
Engages with Product and Market teams on the introduction of new technologies and deployment of new technologies to customers and potential customers.
Understands the critical material and design requirements needed for plastic to perform successfully in the intended application.
Ability to interpret material specifications and part drawings and make recommendations for gating, venting, wall thickness and other design criteria to develop a final production plastic part.
Interpret product data sheets and translate information to part performance.
Support the Sales Engineers by traveling with them to support activities at customer locations and to conduct moulding trials for new applications and sampling. This also includes trouble shooting existing customer parts when issues arise.
Field and respond to telephone calls and e-mails from customers, Sales Engineers and Product Development Engineers.
Participate in technical reviews, presentations and process trials at customer facilities.
Consult with co-workers and other experts within the industry to facilitate RTPs’ ability to provide our customers with the best total solution for their application.
Must possess good communication and presentation skills.
Individual must be self-motivated and able to work independently.
Individual must stay informed of developing technologies and intellectual property relating to engineered thermoplastic compounds.

Qualifications:

Bachelor’s degree in related Science or Engineering field or an equivalent combination of training and work-related experience required.
Minimum of 5 years related working experience is required.
Strong organizational skills, familiarity with plastic part design and manufacturing.
Practical and common-sense approach to processing/manufacturing required.
Experience with a wide range of thermoplastic polymer properties and processing. This role focuses on the injection moulding process but experience with blow moulding and extrusion process is a plus.
Must be able to conduct and summarize impartial and non-biased investigations.
Must have a comfort level working in a fast-paced Sales and Technical environment.
Must possess excellent written and oral communication and presentation skills.
Must be proficient with Excel, Word, PowerPoint & Outlook.
Excellent problem-solving skills.
Strong work ethic.
Works well with others.
Safety awareness.
Ability to read, write and speak English and Polish; German language would be a strong asset.

Physical / Environmental Demands:

While performing the duties of the job, the employee is regularly required to sit and stand for long periods of time. Specific vision abilities may require close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus. The individual must be willing and able to frequently travel.

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).