Technical Sales Manager- TPU

Objectives of the Position         

• Technical Implementation (current applications with current solutions) and Innovation Optimization (influence product/application development). Support Sales/TS by coordinating sample availability for customer trials.
• Individual should have hands on experience with injection molding, extrusion and blow molding machine and extensive experience in processing of engineering plastics/elastomers
• Troubleshooting: Investigating and resolving technical issues related to product performance, quality, or customer complaints and provide technical expertise.
• Develop technical proposals/ideas and apply at customer’s site
• Key Account Management: Drive Sales for key customers and achieve key financial targets. Design and implement strategic sales plan that expands company’s customer base
• Develop Pan-India Sales & coordinate the Distributor Management for India to develop the business according to the country & regional strategy and objectives.
• Provide input for account plan, pricing strategy and market intelligence.
• Focus on meeting defined and agreed Sales and Marketing objectives with Product line and drive efficient resource allocation. He/she therefore manages both internal and external different international contacts/networks related to existing customers and technologies.
• To create new growth via agreed development projects for his/her region as described in his/her segment plan. Owner of the Regional Marketing and Sales plan.

Main Areas of Responsibilities and Key Activities

Technical Service & Implementation (new/current applications with existing solutions):

• On-site and off-site technical support (e.g., Provide technical support to customers as trouble shooters and technical consultant, including handling/ follow-up complaints on technical related issues.
• Evaluates and optimizes processing/formulation aspects for (current/new) products (e.g., Visit customers to collect and analyze field information of customer expectations/ problems on product performance/ technical service needs to verify product suitability to application)
• Supports customers in processing/formulation aspects
• Provides expert opinion (with customer trials) answering customer inquiries and/or complaints, such as provide technical guidance / assistance to customer for product applications, including optimization, troubleshooting, and training of personnel to enhance sales services.
• Defines market attractiveness for current/new products (e.g., Provide competitive product performance information to verify

Sales Development and Key Account Management:

• Conducts existing business and develops new projects in existing & new customers to ensure both volume and margin growth.
• Develops sales plans; secures and expedites orders.
• Supervises and consolidates the sales forecast.
• Coordinate with the distributors for the business streamlining / strategize business plan and to smoothen the business pipeline for small customer management by implementing BRM rules thru STAR approach
• Responsible to reach agreement with the Sales Leader price-volume-margin targets for a given period (month/quarter) in line with Industry Segment Strategy.
• Responsible to reach pipeline targets for a given period in line with the Industry Segment strategy

Strategic Tasks and Implementation:

• Identifies key accounts and develops key account profiles.
• Implements the sales and marketing directions per agreed directions
• Responsible to provide segment intelligence (customers, value chain, trends, pricing, applications, etc) and Value Chain Intelligence to the product lines and BU’s and actively contribute to the BU plans, product line strategies and innovation processes.

Customer Management:

• Conducts field visits, seminars, presentations and attends to customers’ inquiries.
• Provides prompt response related to quality, technical applications, inquiries, and other related issues; conducts customers’ assessments and analysis.
• Aligns with Regional Business Unit and functions to solve customers’ issues.
• Accountable for closing and follow up of agency contracts, periodic monitoring of rebate agreements and for bad debt provisions and write-offs.

Credit Management:

• Monitors the growth of the customers’ business, review, and coordinates with Credit Control to assure appropriate credit recommendations.
• Follows up on payment collections and ensures customer’s on-time payment

Marketing:

• Implements pricing policy and supports product launch processes.
• Monitors and reviews marketing/promotion campaign’s execution.
• Supports public relation and marketing communication campaign for related business.

Market Intelligence:

Conducts studies/analysis on market trend, competitors, products’ applications and technology, service needs

Job Requirements

Education: Bachelor’s Science degree in Polymer, Chemistry or equivalent, such as Material Science, Chemical Engineering, Material Engineering, Mechanical Engineering.

Working Experience: 8-12 years technical sales working experience preferably with Engineering Plastics/Elastomers industry.

Technical & Professional Knowledge:

• In-depth knowledge of Engineering Plastics, Elastomers technical know-how and applications. Tooling, Plastics Compounding and Application Development experiences would be highly desirable.
• Have hands-on experience with plastic / polymer processing, plastic processing equipment experience in aspects of injection molding, extrusion, blow molding, etc., would be highly advantageous.
• Team player (work as an integral part of an inter-disciplined team) and strong communicator (oral presentations, written press releases)
• Fluent English communication skill in writing, reading & speaking