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
Friday, 25 September 2020 14:55

Regional Sales Manager (m / f / d) – TURKEY

Our client is a multinational Masterbatch leader with multiple sites located in various countries across the globe. The company offers the broadest range of custom color, special effect, black, white and specialty additive Masterbatch for molding and a multitude of other processes and applications.


Primary Function:

Under the supervision of the Head of Sales, the Regional Sales Manager is responsible for effectively managing direct sales related to the activity of Sales personnel, agents and distributors, and for achieving the planned sales targets in term of quantities, revenue and profit within defined territories.

Our client is looking for a Regional Sales Manager, who will lead the business and team in Turkey, including existing customers and definite growth of the business. This leader will join the team with extensive experience and knowledge of the masterbatch market and sales growth achievements. This position is home based.


Duties and Responsibilities:

• Develops the business and continuously promotes the sales as well as company image within the territories assigned;
• Develops strategies for approaching new potential segments and proposes business opportunities;
• Build relationships with the customers and their key stakeholders;
• Manage the team’s customers and relationship with the customers;
• Cooperates and coordinates with Sales collaborators on other territories;
• Visits and maintains contact with major customers and with other smaller customers;
• Collects market information related to competitors, products needed, price level, service required;
• Manage, maintain and explore new opportunities to grow the business of existing customers;
• Prospect to gain new customers, thereby growing the existing customer base in the assigned territory;
• Advises corporate management of industry trends, current resin pricing, competitive activity and all other pertinent intelligence;
• Establishes yearly sales budgets and goals and develop relevant action plans for achieving them;
• Manages pricing policies established by the MEA Business and maintains special pricing within these guidelines according to product, quantity and customer considerations;
• Provides, with the help of the Technical department, customer with the requested technical support;
• Reviews all product returns/rejections by customers, determines reasons for them and recommends credit authorization (when appropriate);
• Formulates annual sales budget with Sales personnel;
• Organizes and leads meetings with sales forces for letting them timely achieve the relevant business targets;
• Performs other duties assigned by the Head of Sales to ensure the smooth and profitable operations of the company;
• Coordinates the needs and recommendations from the field sales people to the Head of Sales, to ensure that the overall handling of the customers’ needs is competitive and timely;
• Recommends territory revisions to ensure that customers are being served properly and that individual territories have not grown beyond the capability of a single sales person to cover adequately;
• Trains, motivates, coaches and manages the Sales Executives as well as distributors/agents in order to properly promote the products in the market place;
• Continuously improves personal knowledge of the latest sales techniques, enhances personal expertise in managing people and improves technical knowledge/product knowledge;
• Performs all other additional projects and duties as assigned by management.


Scope of Position and Evaluation Criteria:


Education/Experience:

• Bachelor’s Degree in Chemical Engineering or Master’s Degree in Business Administration.
• 8+ years' experience in Sales Management.


Hard & Soft Skills:

• Excellent management and leadership skills;
• Dynamic;
• Strong organizational skills;
• Creative and flexible;
• Challenge seeker;
• Self-motivated;
• Computer literate (Excel, Word, Outlook);
• Fluent in English and Turkish.

Friday, 25 September 2020 14:52

Sales Executive (m / f / d) – TURKEY

Our client is a multinational Masterbatch leader with multiple manufacturing sites located across the globe. The company offers a broad range of color, black, white and specialty additive Masterbatch for all relevant plastic processing methods.


Responsibilities:

• Develop strategies, formulate sales forecasts and action plans for the development of new business opportunities, aimed at achieving the assigned budget objectives and the continuous growth of the group.
• Frequently visit the assigned clients, follow the developments resulting from the visits by interfacing constructively with different company functions.
• Fill in the visit reports and the monthly reports.
• Review the sales plan on a monthly basis, analyze budget deviations, identify problem areas and plan corrective actions when necessary.
• Continuous updates regarding new sales techniques and new products.


Profile:

• Diploma or degree in chemistry preferably with specialization in the field of plastic materials.
• Basic knowledge of the Plastic industry (extrusion, film, molding).
• Minimum 5-year sales experience in the plastics industry.
• Attitude to teamwork in pursuing common goals.
• Good communication and business skills.
• Strong motivation and ability to share knowledge.
• Sensitivity to the protection of safety, quality and the environment.
• Computer skills (Windows office package, JDE / ORACLE or SAP).
• Native / fluent Turkish, good knowledge of English.
• Availability to travel throughout the assigned territory.

Friday, 25 September 2020 14:50

Sales Executive (m / f / d) – EGYPT

Our client is a multinational Masterbatch leader with multiple manufacturing sites located across the globe. The company offers a broad range of color, black, white and specialty additive Masterbatch for all relevant plastic processing methods.


Responsibilities:

• Develop strategies, formulate sales forecasts and action plans for the development of new business opportunities, aimed at achieving the assigned budget objectives and the continuous growth of the group.
• Frequently visit the assigned clients, follow the developments resulting from the visits by interfacing constructively with different company functions.
• Fill in the visit reports and the monthly reports.
• Review the sales plan on a monthly basis, analyze budget deviations, identify problem areas and plan corrective actions when necessary.
• Continuous updates regarding new sales techniques and new products.


Profile:

• Diploma or degree in chemistry preferably with specialization in the field of plastic materials.
• Basic knowledge of the Plastic industry (extrusion, film, molding).
• Minimum 5-year sales experience in the plastics industry.
• Attitude to teamwork in pursuing common goals.
• Good communication and business skills.
• Strong motivation and ability to share knowledge.
• Sensitivity to the protection of safety, quality and the environment.
• Computer skills (Windows office package, JDE / ORACLE or SAP).
• Native / fluent Arabic, good knowledge of English; French would be a distinctive advantage.
• Availability to travel throughout the assigned territory.

Our client is a multinational Masterbatch leader with multiple sites located in various countries across the globe. The company offers the broadest range of custom color, special effect, black, white and specialty additive Masterbatch for molding and a multitude of other processes and applications.

 

Primary Function:

• Under the supervision of the Business Strategic Manager, the Market Development Manager (MDM) is responsible for being the main interface with assigned Major Development Account's central contact partners. The employee plays the same role internally with Regional Sales managers and Sales Executives involved in this local customer management.
• The MDM is responsible for evaluating the best growth strategy with assigned accounts as well as establishing and maintaining a successful and business effective relationship with them.
• The MDM ensures the effective management of account activity by driving the coordinated execution of this account strategy and by directing the selling efforts to achieve planned sales, revenue, profit and other goals for the assigned accounts.
• The MDM is also in charge for the prospection and development of new Major Development Accounts. He / she develops new business relationship within the prospect organization and, develops and proposes the strategy to gain business.
• Besides the customer specific management role, the Market Development Manager supports the Business Strategic Manager in the multi angles business segment strategy deployment in close cooperation with Sales and Technical teams (segment dynamics, product & service's innovation, product management, indirect marketing).

 

Duties and Responsibilities:

• Works with the Business Strategic Manager, the Business and Development Director and the Sales Director to develop a comprehensive strategy regarding pricing, forecasts, and corporate resources needed to maximize share and increase penetration at designated development of major accounts.
• Develops and proposes customer's specific master plans and related set of actions.
• Implements and frequently reviews after approval the actual progress against medium term plan & short term (budget & profitability) goals.
• Recommends corrective actions when needed.
• Drives the proper coordinated execution of this agreed strategy, coordinates with the sales forces dealing with related sites the development of annual sales goals (budget) and objectives along with specific sales strategies to meet or exceed master plan goals.
• Establishes relationships and business conditions with the headquarters, the key plant locations, R&D centers as deemed necessary to understand, to develop also by gaining insight into potential future business, to secure the service and business at these accounts.
• Ensures proper communication flow with regards to the developments of major account's activities.
• Prospects new major accounts within the defined strategy, develops business relationship within the organization as deemed necessary to understand, to develop also by gaining insight into potential future business and develops business at these new accounts.
• Handles, with respective sales and technical teams, all relevant complaints if (or potentially) escalated to lead buyer or possibly impacting the business conditions.
• Maintains awareness of market and competitive activities within designated environment and disseminates the information appropriately throughout the organization.
• Performs all other additional projects and duties as assigned by management.

 

Profile:

• Master’s degree in Economics, Marketing or Chemistry.
• Significant experience in similar area.
• Excellent communication skills.
• Analytical mind.
• Prospections capabilities.
• Strong management skills.
• Fluent in English and Arabic, another language is an asset.
• Autonomous.
• Flexible.
• Computer literate (Outlook, Excel, Word, PowerPoint).
• Willing to travel.

Company:

Our client is an international distributor of high-quality chemical products with a strong presence within Central and Southeastern Europe, representing a range well-recognised producers. An integral part of their market approach is consulting and providing technical services. They have a well-developed logistics network of warehouses in several European countries.

The company is currently looking to recruit an experienced Technical Sales Representative who will drive sales of the entire range of engineering plastics and thermoplastic elastomers, with a focus on the automotive market.

Responsibilities:

• Responsible for project management.
• Acquisition of new customers.
• Active care for and retention of existing clients.
• Maintain regular contact with suppliers.
• Active participation in planning of purchasing strategies.
• Provide technical support.

Profile:

• Diploma or degree – BSc or MSc (preferred) in the chemical field.
• Minimum 5 years’ sales experience in the plastics industry.
• Hands-on experience with plastics processing (injection moulding) would be a strong advantage.
• Very good communication and interpersonal skills.
• Skilled in effective persuasion techniques.
• Strongly engaged in business activities.
• Flexible.
• Willingness to travel frequently in Poland and abroad.
• Good knowledge of English.
• Computer skills (Office package) with an ability to deliver presentations.
• Clean and full driving licence.

Our client is looking for a (Key) Account Manager for the region Northern Germany for their sales team – focus on engineering plastics. With passion and sales drive, you will lead the way and work with the team to expand your customer base. You are flexible, think innovatively and act proactively with a pronounced customer orientation.


Your tasks:

• You are responsible for initiating sales transactions for the entire product range, with a focus on engineering plastics.
• You support existing customers and increase sales by consistently acquiring new customers (automotive / non-automotive).
• You methodically improve the quality of the strategic processing of key accounts by securing and expanding sales and contribution margins.
• You are the first point of contact for customers regarding availability, technical features and prices.
• You work closely with the office staff.
• You create and track the annual budget.


Your profile:

• You have a technical education in the field of plastics.
• You have several years of sales experience in the plastics industry and as Key Account Manager Automotive.
• You have a confident, customer- and result-oriented personality with entrepreneurial spirit, as well as a high level of decision-making power and a high degree of sense of responsibility.
• You have above-average commitment and flexibility.
• You like to travel and have a high service orientation towards customers.
• You have very good written and spoken knowledge of German and English.
• You are familiar with the MS-Office applications.
• You live in the region Northern Germany.

 

Our client is a multinational Masterbatch leader with multiple manufacturing sites located across the globe. The company offers a broad range of color, black, white and specialty additive Masterbatch for all relevant plastic processing methods.

Primary Function:

Responsible for direct customer contact and developing and implementing sales plans and strategies to meet sales goals. Activities include developing and maintaining effective relationships with corporate partners, attending to the unique needs and interests of these clients, preparing sales plans for them and making recommendations for improvements, and generating new clients to grow company revenue.

Responsibilities:

• Assist the Regional Sales Manager Northern Europe 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 company’s 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 to allow value-added selling.
• Work closely with technical and manufacturing departments 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, update four-week sales call itinerary, and weekly status report.
• Advise Regional Sales 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 Sales Manager Northern Europe.
• Apply pricing policies established by the Sales Management and maintain special pricing within these guidelines according to product, quantity and customer considerations.
• Other duties and projects as assigned.

Scope of position:

Education / Experience:
• Bachelor / Master’s degree or equivalent experience.

Experience:
• At least 5 years’ experience in the Plastic’s Market (Masterbatch / Plastics Distribution).

Hard & Soft Skills:
• Strong interpersonal, communication, follow-up and organizational skills.
• Good technical and product knowledge.
• Master of various selling techniques.

Confidentiality
• The Sales Executive maintains a strict confidentiality regarding the files and any other information related to the business.

Impact
• The Sales Executive has the ability to significantly increase / decrease the territory base.
• Positive impact can be felt by the application of management skills to expand territory revenues beyond current goals. Negative impact can lose market share by miss-applications or poor judgments in managing the accounts in the territory.

The company:
Our client is an established producer of masterbatches, offering innovative products and services in the field of colouring of plastics. The company also offers various additive masterbatches such as UV stabilisers, anti-static agents and laser marking additives as well as combination batches. In addition to the masterbatches based on PE and PP, the company also uses engineering plastics, high-performance polymers and thermoplastic elastomers as carrier resins for various applications.

The objectives:
The Laboratory Leader will ensure that the development processes are designed, controlled and monitored in accordance with the technical, legal and other requirements. In addition, he / she will deal with customers’ requests for the products in a timely and cost-effective manner.

Main responsibilities:
• Design and control of product development with an emphasis on utilizing available human resources and production facilities.
• Ensure timely production.
• Management of the direct subordinates as well as external service providers.
• Continuous improvement and further development of the production technology and manufacturing processes.
• Ensure compliance with regulations, especially occupational safety.
• Cooperation with key customers on selected projects with a higher technical complexity.
• Communication with customers, suppliers, government agencies and other institutions.

Requirements:
• Several years of professional experience in a leading technical position in the plastics industry with a focus on development colour masterbatches.
• Degree in a relevant discipline (ideally Plastics Technology / Chemical Engineering) or technical training.
• Experienced in project management.
• Works in an independent, responsible and co-operative way.
• Good problem-solving abilities.
• Resilient and goal oriented.
• Leadership skills combined with a high sense of responsibility.
• Good command of an ERP system.
• Computer literacy (MS Excel and MS Word).

Our client is a multinational Masterbatch leader with multiple sites located in various countries across the globe. The company offers the broadest range of custom color, special effect, black, white and specialty additive Masterbatch for molding and a multitude of other processes and applications.

Primary Function:

• Under the supervision of the Business Strategic Manager, the Market Development Manager (MDM) is responsible for being the main interface with assigned Major Development Account's central contact partners. The employee plays the same role internally with Regional Sales managers and Sales Executives involved in this local customer management.
• The MDM is responsible for evaluating the best growth strategy with assigned accounts as well as establishing and maintaining a successful and business effective relationship with them.
• The MDM ensures the effective management of account activity by driving the coordinated execution of this account strategy and by directing the selling efforts to achieve planned sales, revenue, profit and other goals for the assigned accounts.
• The MDM is also in charge for the prospection and development of new Major Development Accounts. He / She develops new business relationship within the prospect organization and, develops and proposes the strategy to gain business.
• Besides the customer specific management role, the Market Development Manager supports the Business Strategic Manager in the multi angles business segment strategy deployment in close cooperation with Sales and Technical teams (segment dynamics, product & service's innovation, product management, indirect marketing).

Duties and Responsibilities:
• Works with the Business Strategic Manager, the Business and Development Director and the Sales Director to develop a comprehensive strategy regarding pricing, forecasts, and corporate resources needed to maximize share and increase penetration at designated development of major accounts.
• Develops and proposes customer's specific master plans and related set of actions.
• Implements and frequently reviews after approval the actual progress against medium term plan & short term (budget & profitability) goals.
• Recommends corrective actions when needed.
• Drives the proper coordinated execution of this agreed strategy, coordinates with the sales forces dealing with related sites the development of annual sales goals (budget) and objectives along with specific sales strategies to meet or exceed master plan goals.
• Establishes relationships and business conditions with the headquarters, the key plant locations, R&D centers as deemed necessary to understand, to develop also by gaining insight into potential future business, to secure the service and business at these accounts.
• Ensures proper communication flow with regards to the developments of major account's activities.
• Prospects new major accounts within the defined strategy, develops business relationship within the organization as deemed necessary to understand, to develop also by gaining insight into potential future business and develops business at these new accounts.
• Handles, with respective sales and technical teams, all relevant complaints if (or potentially) escalated to lead buyer or possibly impacting the business conditions.
• Maintains awareness of market and competitive activities within designated environment and disseminates the information appropriately throughout the organization.
• Performs all other additional projects and duties as assigned by management.

Profile:

• Master’s degree in Economics, Marketing or Chemistry.
• Significant experience in similar area.
• Excellent communication skills.
• Analytical mind.
• Prospections capabilities.
• Strong management skills.
• Fluent in English, another language is an asset.
• Autonomous.
• Flexible.
• Computer literate (Outlook, Excel, Word, PowerPoint).
• Willing to travel.

Confidentiality:
The Market Development Manager maintains a strict confidentiality regarding the files and any other information related to the business.

Impact:
The MDM works to achieve operational targets with significant impact on departmental results. Works independently under limited supervision. May be responsible for entire projects or processes within job area.

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.

Our client is seeking to recruit an ambitious, structured and persistent Sales Manager, to form the basis for further expansion in Poland. This is a unique opportunity for the right person to become an instrumental part of expansion strategy within Central Eastern Europe and to join a dynamic team with ambitious goals and an exceptional growth rate achieved in the last few years.


Role:

• Responsible for existing customer accounts in defined regional territory and markets.
• Responsible for growth of customer base through winning of new customers.
• Solution orientated sales of products to meet individual customer requirements.


Responsibilities:

Customer Management:
• Sales of company’s product portfolio to customers.
• Profitable growth of customers.
• Regular Customer visits in line with agreed KPI’s.
• Customer Portfolio Management (Costs/Benefit, Potential Analysis).
• Reporting to Head of Sales on agreed performance objectives.
• Close collaboration with Product Manager to increase sales of products in line with strategic objectives.
• Gaining new customers in the agreed territory.
• Sales of defined product combinations to defined markets.

Key Tasks:

• Active Sales of product portfolio to customers.
• Set up and management of customer information within CRM system.
• Creation and follow-up of quotations.
• Communication with customers regarding price and product changes, inquiries.
• Monthly customer visit planning in collaboration with Head of Sales.
• Maintenance and extension of existing customer relationships (visits, calls, mails etc.).
• Update Customer Demand planning in collaboration with Supply Chain Manager.
• Independent travel arrangements to customers.
• Consistent maintenance of CRM system: Contacts, Visit reports, Classification (A,B,C), etc.
• Regular evaluation and assessment of customers using CRM and Cognos business information tool.
• Price decision for customer accounts in line with business’ strategic objectives.
• Close collaboration with Customer Service Executives with regards to operational issues (payment, orders, deliveries, logistics etc).
• Close collaboration with Product Manager and Supply chain manager with regards to commercial, supply and technical issues.
• 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.


Candidate Requirements:

• Excellent communication skills at all levels with colleagues, customers and principals.
• Understanding of Building, Paints, Coatings markets.
• Chemical raw material technical knowledge is advantageous.
• Home based typically visiting customers predominately in Poland and surrounding neighbourhood countries 3 days per week.
• Minimum of 3 years field sales experience.
• Proven track record in developing and maintaining customer relationships.
• Sales negotiation experience.
• Self-motivation, Entrepreneurial spirit and behaviour.
• Computer literacy (Microsoft Excel, Word, Outlook).

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