Sales Manager HI&I

Stage Picture:brenntag_other_2.jpgJobTitle:Sales Manager HI&ILocation:Kennesaw/USAEmployment Type:EmployeeSales Manager HI&IOur team in Kennesaw currently has an opening for a Sales Manager HI&IYOUR ROLE & RESPONSIBILITIESJob Summary:The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.Job Description: TeamManagement:Effectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand Future Direction:Maintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Pricing:Act as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand Admin:Ensureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions, measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.Internalmeetings for training and coachingHold weekly andmonthly one-on-one review meetings with each Account Manager (physical orvirtual) to discuss activities and upcoming visit/call plans.Hold regularcoaching sessions (minimum quarterly, but ideally monthly) with eachEAM/IAM and provide immediate feedback (Note: These coaching sessions cantake place after joint customer meetings).Hold regular(min. quarterly) meetings with the sales team, to review team performance,discuss market-changes, refine commercial tactics, agree on new actions,share best-practices and facilitate team building.Arrange andcarry out further sales training, in order to continually develop theAccount Managers.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Southern US in order to maximize sales and profit.They manage the Account Managers' activities and resulting sales/pricingperformance, plus their ability to continually develop and achieve highperformance and Commercial Excellence. This position guides the individualAccount Managers on identifying, prioritizing and converting new opportunities- both with regards to opportunities of existing customers through cross- andrange-selling as well as with new leads. They uphold Brenntag core values andfocus on customer excellence in all regards and every day.TeamManagementEffectivelycommunicate the sales strategy, related tactics and expectations for the HI&Ibusiness in the Southern USPre-define andcommunicate service levels, payment terms etc. - in alignment with definedguardrails (customer segmentation, ComEx).EstablishGross-Profit targets and set both team and individual targets / KPIs.Motivate thesales team to achieve regional targets and KPIs (both quantitative andqualitative).Ensure allAccount Managers create, maintain, and present a robust sales plan, incl.mid and long-term objectives/ action-plans for priority customers.Guide team tofocus sales activities on the right customers (e.g., utilizing CRMclassifications).Help team toprioritize new customer leads or customer projects and manage campaigninitiation and execution.Facilitate effectivecollaboration with cross-functional internal teams and Industry/ Productexperts, who can support the delivery of increased product baskets andsolutions for customers; Ensure Industry Market Manger (IMM) and TechnicalMarket Managers (TMM) are utilized effectively to create growthopportunities.Takeresponsibility for dealing with under-performers; interview & recruitnew sales team members.Push peopledevelopment incl. training and coaching (for details, see training andcoaching below).Conductdeployment/staff planning, taking into account vacation/sick leave andresulting temporary replacements.Ensure allcommercial activities within her/his area of responsibility are conductedin line with Brenntag's codes, guidelines and local and internationallegislation.Strategyand future directionMaintain anup-to-date level of market, product, technical, and application knowledge,e.g., via training.Identify/Derive growth opportunities/ trends and exchange with Marketing, IMM andTMM resources and in supplier relationship management, e.g., throughparticipating in business reviews.Derive theoptimal sales strategy for the team of Account Managers, taking intoaccount customers/products/ market developments and overall strategy.Developcustomer retention strategies.Be part of theSales Management leadership team and jointly shape the future salesdirection.PricingAct as a firstescalation instance.Provide pricingguidance with regards to price differentiation.Push AccountManagers on pricing excellence (e.g., margin management).Review pricesset below min. threshold.Systemsand AdminEnsureappropriate data administration and documentation of all customerinteractions and business cases in the local CRM system (e.g., postprocessing of visits, customer potential, customer projects, outstandingactions).Review teamperformance by reading CRM reports, monitoring the status of outstandingactions,measuring performance against sales campaigns and commercialexcellence (e.g., price & margin management initiatives etc.).Complete salesand revenue-related reporting and develop respective actions.The Sales Manager isresponsible for managing the overall sales efforts of all Account Managers forthe HI&I business in the Sou