Displaying items by tag: Sales & Marketing

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.

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).

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.
Industry Distribution

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.