North America Sales Manager

4 weeks ago

Malvern, United States PQ Full time
Job DescriptionJob DescriptionCompany Description

PQ is a leading global provider of silicates, silicas and derivative products. PQ's products are used in a wide variety of industrial processes and many customer products, from decorative paints to green cement, from clean drinking water to green tires and from toothpaste to biofuels and beer.

Ideal candidates resonate with PQ's Core Values of Integrity, Sustainability, People, Customer Focus and Safety.  Successful employees embrace and model these values in their behaviors and actions.

Job Description

The NA Sales Manager will be responsible for developing the sales of a range of specialty additives for the surface coatings industry and in particular the industrial coatings area. The NA Sales Manager will report directly to the Global Business Director – Surface Coatings.

  • The role involves managing an extensive distribution network over the territory as well as direct contacts with key accounts at all levels.
  • Maintains a balance of building strong, collaborative relationships with customers while keeping PQ’s interests and goals as a top priority.
  • Demonstrates ownership, commitment and accountability to the territory and its organizational goals. Takes a proactive leadership role if called upon.
  • Identifies all Strategic Accounts and maintains accurate account and contact data. Maintains an organized communication approach with a regular call schedule and clearly documents any issues concerning the key accounts.
  • Manages the distribution network by giving commercial and technical support in liaison with the technical service department.
  • Seeks to better understand current and future business environment and industry trends in order to prioritize, target, and effectively retain current customers and sell to new customers.
  • Contributes to the territory team’s expected results for revenue, profitability, new gains, customer retention, and distributor management with a high sense of urgency; specifically playing a key role in new sale acquisitions.
  • Conducts joint visits and is present at seminars and local coatings’ shows in order to successfully support the distributors and motivate them to grow sales.
  • Stays in direct contact with key accounts in the territory (mainly multi-national companies) that are also a part of the NA Sales manager’s responsibilities.
  • Understands and accurately communicates the value proposition and benefits of our product, color, and services offered, resulting in the achievement of territory retention, gain, and profitability goals.
  • Has a sound working knowledge of distributor business fundamentals. Effectively discusses and evaluates the sales process, inventory management, marketing, and basic distributor financials.
  • Negotiates supply contracts within the framework defined by the management team, and promotes new products and applications to technical departments and purchasing.
  • Works closely with the local technical service department, to solve customer problems and make pertinent recommendations.
Qualifications

  • Bachelor’s degree in a technical field (ex: Chemical engineering. Mechanical engineering or Chemistry).
  • At least 3 years of technical sales experience.
  • Strong communication skills both written and oral. Excellent presentation skills.
  • Self-driven with a proven commercial track record and a high level of commercial acumen.
  • Positive and self-motivated.
  • Capable of working both independently and as a team player.
  • Embraces change in all business aspects including emerging industry trends, new technology, and innovative ideas to improve territory results.
  • Demonstrates strong sales and negotiation skills with key contacts and distributor partners in order to effectively present business proposals in a multi-level sales environment.
  • Competent computer skills, proficient with SharePoint, Word, Excel, PowerPoint and Outlook
  • Strong understanding of our safety culture and the importance of proper PPE.
  • Able to self-manage while effectively performing in an unstructured and autonomous conditions.
  • Maintains good inter-personal skills, capable of building strong relationships.
  • Maintains a clear focus on increasing sales value and profitability.
  • Previous experience in the surface coatings industry would be a plus, although candidates with other technical backgrounds would be considered.
  • Extensive travel required (50% of the time).


Additional Information

EHS Responsibilities

  • Communicates, promotes and personally demonstrates Safety/Health (including PQP Principles) as #1 priority
  • Participation in risk assessment audits as applicable
  • Understand PQ Principles (PQP) and how they are implemented in the site organization, rules and procedures
  • Completes HSE training requirements identified for the job in a timely manner

PQ is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected characteristics. Click on the link to read Know Your Rights: Workplace discrimination is illegal (eeoc.gov). For more information, please review the link Know Your Rights: Workplace Discrimination is Illegal | U.S. Equal Employment Opportunity Commission (eeoc.gov).

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