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Sales Manager

5 months ago

Los Angeles, United States Solvay Full time

. Key Name Description

Key Name Description

Key Name Description

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Sales Manager - Agro Business - Americas Job ID

13800

**Sales Manager - Agro Business - Americas** Regular

USA, California, Santa Fe Springs, California

Job Overview and Responsibilities

BASIC PURPOSE OF THE POSITION

We are seeking a Regional Sales Manager for our Phosphine Gases Fumigation Business to identify and capture sales opportunities at new and existing accounts across Americas maximizing income and sales revenue. The role includes ownership of the entire sales process:opportunity analysis, competitive/market pricing, cost/margin analysis, definition and implementation of sales plans, proposal preparation, negotiation strategy, negotiation and obtaining proper approvals. Major market - post harvest fumigation of agricultural commodities including grain, nuts, non food and international trade of goods. This individual will be responsible for managing all aspects of our distribution channel model. This position reports to the Global Business Director of Phosphine Gases.

KEY RESPONSIBILITIES ? This role's biggest responsibility and challenge will be to drive significant growth in line with budgets in a unique niche market with significant commercial and regulatory hurdles. The ideal candidate will possess a no quit attitude and strong desire to overcome complex challenges

? The roles expectations beyond driving growth include: ? Provide updated monthly, quarterly and year end forecasts for the product range in the assigned territory. ? Be an active member of the global fumigation team, communicating, sharing knowledge, writing call reports, and attending meetings outside of the region as required. ? Uncover, create, progress, track, and close opportunities beyond existing business. ? Develop budgeting for assigned regions for short, mid and long term planning ? Build and submit monthly sales reports to GBD. ? Provide sales call reports, account plans, opportunity plans and market/account/competitor information using the Customer Relationship tool provided by the company. ? Responsible for DSO and complaint resolution for the assigned region. ? Visit local customers in the territory and promote development in cooperation with Solvays technical staff. ? Establish and develop strong relationships with partners and key end use customers at different levels and in different functions. ? Investigate potential markets and co-develop a strategic growth plan for the region together with the Business Development manager for the region. ? Support innovation projects in the assigned region. ? Coordinate customer visits with TS&D and Business Development

? Take care of all commercial activities: - Forecasting - review the monthly, quarterly and annual demand at the beginning of every month and update demand plan

- Contracts

work with companies' legal departments to prepare customer contracts where required. - Price increases, incentives, adjustments etc to customer - Orders

work with the Phosphine Specialties Order Fulfillment staff to manage orders and answer questions where required. - Complaints

where required work with the necessary Solvay staff to manage customer complaints in a timely manner. - Report timely on projects and activities via CRM and in monthly reports - Cylinder asset management responsibility for the assigned region to ensure cylinders are turned at max rate and available to operations in Canada in time to meet all customer requirements. This includes using and ensure partners are using Solvay's cylinder tracking systems

Key Accountabilities ? Achieve or Exceed Budget figures (revenue, contribution margin, ebitda, T&E etc)

? Develop a thorough understanding of growth opportunities and competitive position in the market and develop a medium and long term strategic development plan. ? Operate in adherence at all times within all Solvay policies and procedures

Americas Territory ? Key geography will be USA but supporting business and growth in Canada and Latin America vs existing regional partners will also be within scope ? Maintain and develop the business with key partners/end users in USA and LATAM - Maintain/develop high level relationships with decision makers - Visit key customers to support operations and develop opportunities - Engage the team to quickly solve customer complaints - Implement commercial strategies to win more share - Support logistic team and CSR to improve cylinder management. ? Manage the business with distributors and fumigation service providers ? Detect and develop new business and new applications in Americas

SAFETY RESPONSIBILITIES ? Demonstrate proficiency in Solvay Fumigant Product Stewardship Program- technical and legal aspects of the safe and effective use of Phosphine gas formulations for post harvest fumigation ? Understand and follow key Solvay safety policies and procedures, including but not limited to the following:

o Emergency Response / Evacuation Guidelines o Visitor Safety Policy o Housekeeping ? Demonstrate a commitment to safety for self, fellow employees and customers ? Attend monthly safety training as required ? Obtain equipment or process specific safety training as necessary according to the specific hazards PHYSICAL REQUIREMENTS

? Home based in the USA or Canada.

? Min of 50% travel

? Normal business hours with some flexibility to join conference calls with our regional and global teams at no standard office hours.

Education and Experience

? University Degree, preferably in Agricultural or Chemical business ? Experience working with in agricultural chemical industry preferred Skills

? Sales experience in pesticides or post harvest agricultural field desirable ? Industrial or commercial or marketing or development experience an asset ? Proven experience in managing and growing a sales territory critical ? Experience in developing and executing a sales strategy based on a strategic business plan consistent with overall corporate goals and objectives is a must. ? Strong communication and interpersonal skills required. ? Demonstrated experience in solving commercial and technical problems a must

Additional Information

Being a mainly remote role, candidates from another locations outside the main sites listed on the posts will be considered.

Job ID

13800

Sales Manager - Agro Business - Americas

Regular

USA, California, Santa Fe Springs, California

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