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Sr. Field Sales Manager

2 weeks ago

Westlake Corporate, United States Westlake Full time

Westlake offers you the potential to enrich your work life and career experience in an entrepreneurial environment. We work together to enhance peoples' lives through our products and presence in the communities in which we operate.​

SUMMARY

Leads the Polyethylene Field Sales Representatives on a daily basis.

DUTIES AND RESPONSIBILITIES

May include, but are not limited to, the following:

  • Reports to the Director-Sales & Marketing, Polyethylene.
  • Develop and execute the Polyethylene Sales Plan.
  • Directs the PE field sales representatives on a daily basis:
    • Sets and communicates sales strategies for the group
    • Establishes individual sales goals and account strategies
    • Discusses individual's sales and account activity on a weekly basis
    • Travels with all field sales & specialist frequently to monitor performance, maintain account familiarity, and help set account strategy.
    • Coaches field Sales Team members to encourage professional development and formally evaluate each team member bi-annually.
  • Train sales reps in territory management, selling techniques, and other selling skills while assessing individual needs and directing personal development activities.
  • Monitor overall regional sales activity and P&L to maximize profitability:
    • Steward regional sales volume to plan and exhibit a leadership role closing gaps and driving to plan.
    • Measure and evaluate territory T&E expenses vs. sales effectiveness.
    • Oversees territory forecasting activities to ensure high % accuracy and linkage to the sales plan.
    • Work with Sales & Product management to maximize product margins and direction of sales strategy for the territory.
    • Manage DSO (Days Sales Outstanding) reduction through over & short management, etc.
  • Serves as the key communication link between Houston management, the marketplace, and the field sales team in the following areas:
    • Sales plan development
    • Represent field sales in monthly sales and product reviews
    • Owner, for the field sales reps, of the contract process from content of the proposal, internal reviews / signatures, through entire process to closure.
    • Utilization of call and monthly reports to link activities in the territories with key functional area's / support.
    • Keep current on market activities and conditions through publications, industry involvement, journals, etc. and facilitate the information flow to the region.
  • Comply with all Company policies and procedures.
  • Fully supports Company goals of continuous improvement and operational
  • excellence at  strategic and tactical levels including reviewing area of responsibility for improvement opportunities to initiate projects or communicate ideas to management as well as active participation on project teams.
  • Any additional responsibilities or tasks as assigned.

EDUCATION, EXPERIENCE AND QUALIFICATIONS

  • Required Bachelor's Degree in business or technical discipline.  Graduate degree a plus, but not required.
  • Minimum 10 years' sales and/or sales management experience, preferably polyethylene.
  • Proactively manage credit to enhance successful sales development/growth.
  • Polymer knowledge and end use process technology key.
  • Proven effective communicator that is proficient both in written and verbal skills.
  • Proven leader with a strong work ethic.
  • Effective manager.
  • Proficient in Excel, PowerPoint, Word and other software tools.

PHYSICAL DEMANDS

While performing the duties of this job, the employee is frequently required to sit; stand; walk; use hands to touch, handle, or feel; reach with hands and arms; and talk or hear.  The employee is occasionally required to stoop, kneel, or crouch.  The employee must regularly lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

The noise level in the work environment is usually moderate as normally based in an office.  Some of the work may be required in the operating units which can require usage of required PPE including safety glasses, hearing protection, etc.  May also result in exposure to outside elements and may require usage of stairs and elevators.  75% travel including air travel or auto travel may occasionally be required.

Westlake is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to any characteristics protected by applicable legislation.

If you are an active Westlake employee (or an employee of any Westlake affiliates), please do not apply here. You will apply via the Jobs Hub application in Workday.