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Commercial Growth Strategist for Polymers

2 months ago

Roswell, Georgia, United States Imerys Full time
About the Role

We are seeking a highly experienced and results-driven Sales Director to lead our North America Polymers team. As a key member of our commercial leadership team, you will be responsible for developing and executing the commercial growth strategy for the Polymers & Rubber market segment across the North America Region.

Key Responsibilities
  • Develop, shape, implement, and measure the strategic sales plan for the segments/geographies to reach business objectives.
  • Lead, coach, and develop the sales team to meet and exceed monthly, quarterly, and annual budgeted sales goals with a focus on organic growth.
  • Partner closely with Science & Technology on new product and application development.
  • Strong coordination with Distribution team on implementing business strategy.
  • Work collaboratively with counterparts in Europe, Asia, and S. America to coordinate efforts for global customers.
Key Tasks and Responsibilities
  • Designs, leads, and drives the market strategy and growth plan for the Polymers & Rubber business Segment.
  • Responsible for planning, directing, and driving the sales activities in the market segments/geographies, with the support of the Marketing and Technical support teams.
  • Set performance goals by market segment/geography and allocate sales teams accordingly with a specific focus on innovations and new opportunities.
  • Provide accurate input to the Sales Planning function to manage the forecast; measure it for the team; improve the forecast accuracy; work in close contact with the Operations and Supply chain teams.
  • Support the Finance team in reaching accounts receivables target.
  • Support the common Commercial Excellence Group approach and initiatives, specifically collaboration with other BAs for customers & product transfers.
  • Prepare the necessary reporting & KPIs on recurrent sales & opportunities together with the Business Performance Manager / Business Analyst; leverage the BI and CRM data available to monitor the sales pipeline and the progress of the target achievement.
  • Implement a routine of performance management, through monthly sales huddles and one to one with each team member, to review target achievement and discuss action plans.
  • Support Marketing in building a good understanding of the Market segments/geographies trends and dynamics including competitor landscape, customer needs evolution, etc.
  • Identify and implement process improvements to drive efficiency and productivity.
  • Embrace and deliver our Company values, with particular emphasis on providing a high level of services to our customers.
Leadership and Team Management
  • Lead Sales team, including but not limited to:
  • Providing direction & conducting coaching sessions, regular feedback and call reviews.
  • Performance management.
  • Conflict management.
  • Drive a performance culture within the team and develop a culture of customer-centricity, hand in hand with the Commercial Excellence and the HR functions.
  • Constantly assess and address potential skills gap and oversee up-skilling of the commercial team to develop their sales skills, in order to encourage growth and customer centricity.
Requirements
  • BS, Engineering / Science preferred.
  • Proven industry experience of performing as a Regional Head of Sales.
  • Experience of managing a multi-site and international sales team.
  • Travel up to 50%.
  • Proven leadership and motivational skills to drive a sales team and achieve expected results.
  • Proven top performer (consistently achieving sales goals) that delivers an exceptional customer experience.
  • Strong customer sense and strategic understanding.
  • Strong analytical and problem-solving skills.
  • Ability to positively influence others w/o direct reporting lines.
  • Strong selling skills including negotiation, and communication.
  • Business acumen.