| Engage with customer to gain primary information for the sales of current and the development of new products as well as value propositions.
Lead key sales initiatives for the business segment focused on launching new products and associated commercialization Participate in business unit Portfolio Management for products and markets as appropriate. Implement talent management & developments programs to grow and develop sales team Develop and enhance the sales team to work with cross functional teams to drive for business growth and customer complaint resolution Sponsor for new product launch. Develop sales plans in alignment with marketing and commercial plans for the business unit growth initiatives Develop and drive sales strategies within the region Work with business segment and marketing organization to define and implement specific value propositions for customer based on value equation of the new product offerings. Ensure sales organization is equipped to sell technology or other benefits to value terms to customer Enhance New Products commercialization processes for effectiveness; work with commercial and marketing to develop and implement strategy to fully leverage the sales function. Develop and drive selling strategies, based on VOC and product offerings / HEM capabilities. Contribute as a thought leader on the business leadership team to help identify organic growth opportunities in adjacent markets. Aligned commercial/marketing, implement processes to manage product strategies and positioning to gain maximum leverage at growth customers. Work with business team to prioritize new product development initiatives and product management implementation, based on customer value and pull. Ensure management and maintenance of existing accounts throughout the region. Support Technology Team / Technology Director to define regional market, application and product opportunities which will achieve the growth targets for the business. Support investigation of new market and application opportunities aligned with the business strategy that provides significant scale and synergy to drive growth and leverage current portfolio of services and customers. Drive understanding and management of value proposition to customer groups. Drive, support, and breakdown barrier for new product qualifications and revenues. Qualifications Educational Requirements An undergraduate degree in a technical discipline is preferred and an M.B.A. is desired. Graduate technical studies are highly desirable. Candidate Professional Qualifications The successful candidate will have a minimum of 10 years of sales experience in a B2B organization. He/she must have success leading sales, marketing and/or growth initiatives. The successful candidate must possess proven sales, analytical and implementation skills. Strategic Selling Skills: Deep understanding, experience and ability to practically apply, as well as coach other to do so. Solid commercial development and marketing expertise in a B2B environment undergoing profitable organic growth. Experience with the implementation of growth, new business development and marketing initiatives that lead to stronger market penetration. (In the chemicals, or related industries.) Strong business acumen, "street smarts" and an in-depth understanding of the marketing and financial implications of new opportunities. Value selling and the ability to convert support and benefits to pricing premiums. Candidate Personal Attributes The successful candidate will be a high-energy, creative, and resourceful self-starter who demonstrates leadership skills and instincts. He/she is highly intelligent and enthusiastic with a commitment to excellence. In terms of personal competencies, the successful candidate must be a hands-on person who possesses the best combination of strategic thinking that also leads to actual results. He/she is a practical versus a theoretical thinker. In addition, he/she should possess the following competencies: Leadership: A confident, mature person with the ability to connect and inspire others. A proven track record of leading projects and teams that successfully achieve milestones and complete deliverables Exceptional Management Skills: Energy and teaming capability; the ability to lead and motivate, share vision, inspire and rally colleagues Results Oriented: A driver who possess the ability to take actions and implement effective solutions in a timely manner. Problem Solver: A creative yet pragmatic problem solver. Methodical and hands-on, as well as detail-oriented Analytical Thinking and Decision-Making: A "conceptualizer" of enterprise and market trends/issues who can then integrate that thinking into marketing and business strategies. Decisive and logical at thoroughly evaluating issues. Excellent planning, execution, and project-management skills. Teamwork and Interpersonal Skills: A team player and builder, receptive to ideas from others. Shares information and keeps team members and partners informed. Works effectively with others to identify and resolve issues. Excellent interpersonal skills and an ability to interact successfully with all levels of management as well as a diverse work force. Communication: Can clearly communicate with and motivate team to accomplish business objectives. Additionally, strong communication (in English) with leadership team to highlight strategies, status, and challenges where additional assistance is required. Ethics: Highest level of professional integrity and honesty as well as personal credibility. |
