Sales Manager - Engineering Plastics

Objectives of the Position         

• The primary function of this role is to implement Engineering Plastics, Performance Materials India sales & marketing strategy in new business development and customers’ management by initiating contacts with existing and potential customers.
• Develop Pan-India EP Sales & coordinate the Distributor Management for India to develop the business according to the country & regional strategy and objectives.
• Establish & foster strong relationship with customers
• 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

Sales Development.

• 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.

Product/Industry/Business Development

• Scouts for new business opportunities in the respective sales areas / key accounts and develops a business plan.
• Suggests product developments and requirements to Sales Leader or LBM and supports its implementation.

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.

Innovations, Sustainability, Embrace Digitalization

• Accelerates Innovation to achieve innovation sales target
• Live Sustainability: supports the Implementation of A-PMA/E Sustainability Roadmap in country with projects acquired which includes Chemcycling, Mechanical Recycling, BMB solutions, Bio based Materials
• Embrace Digitalization: Enhances aligned use of salesforce Implementation and enhances the use of social media available to PM (Wechat, LinkedIn and etc.) for promoting more new applications, technical webinar, and customer interaction

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 industry.

Technical & Professional Knowledge: In-depth knowledge of Engineering Plastics, 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.