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Sales Director
2 months ago
Job Summary
The Sales Director is responsible for executing the commercial strategy for the Dixie Chemical Sales Team with a focus on the end use markets of Fuel Lubricants, Paper Pulp, and Thermosets. In this role, you will be accountable for creation and management of key decision maker relationships, driving new business growth, building long-term partnerships, and delivering exceptional value to all customers. In addition, you will be responsible for managing and developing sales team members, managing our North American distribution partner, negotiating pricing and finalizing contracts, and ensuring high level of cross functional engagement with internal stakeholders. This important role within the Dixie Chemical Commercial Organization has an overarching goal to ensure double digit
sustained profitable year on year growth.
Summary of Essential Job Functions
- Strategic Account Management: Build and maintain strategic account relationships with existing and potential customers and develop account specific strategies to deliver business objectives specifically in the Paper and Pulp market.
- Account Development Sales Growth: Identify opportunities to expand business by upselling, cross-selling, and introducing new solutions with our core products within the Paper Pulp markets to achieve or exceed assigned sales targets.
- Coaching and Leading: Lead and expand sales team to support business growth.
- Customer Market Needs Assessment: Capture customer and market requirements, challenges, and goals via CRM system.
- Collaboration: work closely with the Sales, Business Development, RD, Operations, Planning, Procurement, Customer Service to serve our customers’ requirements.
- Market Intelligence: Stay up to date with industry trends, competitor activities, and regulatory changes to anticipate customer / market needs and to work in conjunction with the Market Development Team to provide market driven solutions to our customers.
- Product Knowledge: Develop an understanding of Dixie Chemical product portfolio, our customer formulations, and products as well as the end use applications.
- Contract Negotiation: Negotiate pricing, terms, and contracts with customers, ensuring profitability while maintaining superior customer service.
- Sales Reporting: Prepare periodic call reports to be delivered to the SVP of Sales and other members of the senior leadership team to communicate progress on new business development activities.
Requirements
- Bachelor’s degree in business, chemistry, engineering, or related field required.
- Minimum of 5 – 10 years chemical sales experience with experience in the Fuel and Lubricants market a must also beneficial is experience in Paper and Thermoset markets.
- People management is a plus.
- Experience working with national distributor.
- An aggressive mindset towards developing new business opportunities from their initial discovery to obtaining the first purchase order.
- Able to think strategically about how potential business fits into the Dixie Chemical portfolio and production capabilities and communicate strategies internally.
- Must have the ability to challenge the status quo, think differently, and have the ability to build relationships with customers at all levels of the organization.
- Very fast-paced work environment. Able to quickly prioritize and reprioritize initiatives so that dynamic organizational and customer needs are met.
- Travel throughout US domestic market 25%-50% of the time with potential international travel.
- Hybrid position needs to be based in the Houston, TX area.
