Sibelco mines and manufactures a wide range of mineral products for both local and international markets. Founded in 1872, Sibelco began in Europe and has grown into one of the largest industrial minerals companies in the world - privately owned and multinational, our vision is to be the best Global Material Solutions Company. We are market driven, operationally excellent and offer a compelling culture.
SIBELCO NORTH AMERICA is currently seeking an experienced bilingual SALES MANAGER COATINGS/CHEMICALS to take full commercial responsibility for Coatings & Chemicals sales of Sibelco Group products to support a customer focused approach for profitable growth. The Sales Manager will manage sales for all industries included in the Coatings & Chemicals division in the assigned region and identify new sales opportunities as well as develop new products / applications in cooperation with the Technical Sales Manager. The incumbent must understand the markets and the key players active in the region and build the necessary market intelligence to retain and extend the customer portfolio. Additionally, the position requires key account management and local support to other key accounts along with local commercial support of the S&OP processes.
THE SUCCESSFUL INCUMBENT WILL HAVE THE FOLLOWING KEY ACCOUNTABILITIES:
Position Coatings & Chemicals product portfolio to the SAM market
- Represent Coatings & Chemicals portfolio in the market, build reputation and commercial network to achieve this
- Take initiative for promotional activities: exhibiting at fairs, brochures, dedicated commercial efforts (together with Marcom/Technical Sales) and follow up sales versus budgets
- Reporting of customer activities, progress, concerns which might impact Sibelco’s sales/relationships with those customers
- Support sales in all the industries included in the Coatings & Chemicals application
- Use sales tools available to enhance customer satisfaction (Customer Relationship Management (CRM) system, customer visits, participation in industry related networks etc.)
- Support Technical Sales in mapping application products
- Develop and implement the value proposition concept
- Safety first
Management of Customers and Key Accounts assigned to the Region
- Regularly visit customers in the area of responsibility
- Visit potential customers to develop new sales
- Write accurate visit report for all visits and telephone calls
- Keep customer data updated in CRM and other databases
- KAM for KA assigned and major accounts
- Quarterly reporting for KA and main major accounts
Formulate and then implement sales strategies including price, product and distribution channels to develop new and existing markets in cooperation with the Technical Sales Manager
- Develop thorough understanding of the assigned market (follow up fairs / exhibitions as a visitor)
- Market understanding includes customer needs, competitors, trends, impact of local legislation etc.
- Develop and achieve budgeted sales targets
- Commercial work for customers and prospects: contacts, visits, samples, offers, sales
- Achieve financial targets from commercial perspective (receivables, payment terms)
- Handle complaints: manage customer relationship, reduce claims
- Distribution channels: Liaise with supply chain to identify best channels for respective markets, develop and maintain best distribution channel
- Together with Technical Sales, initiate and assure commercial follow up of development projects with customers and prospects
- Follow guidelines on pricing implementation and strategy
- Identify new opportunities and involve the technical sales manager for new developments
- Visit customers and potential customers, analyze new opportunities to get the highest value
- Follow up distribution channels in order not to lose track/knowledge of the markets
- Share successes throughout Sibelco
Set prices and payment terms in line with Sibelco’s pricing and payment structures for the region
- Apply pricing policy as implemented for the department, suggest modifications where needed
- Negotiate price increases as targeted in budget
- Follow management guidelines on pricing and negotiate with management if required price settings are out of line prior to committing to customer
- Contract negotiations
- Coordinate with Credit Managers to investigate customer’s financial situation in order to offer/set the right payment terms in line with credit risk policies
Mapping competition and identifying their strengths and weaknesses
- Provide info about competitors
- Collect samples to analyze new products from competition
- Report new applications/products/information which would make competition stronger in the market
Build network at all relevant customer levels as well as in business related local and national organizations
- Participate in relevant business organizations. Be part of local activities and make the Sibelco products known
- Build multiple contacts at customers and collect info at different levels
- Organize visits/presentations in order to establish customer dedication
Provide operations and supply chain with on time information to schedule the activities for the short/medium/long term period
- Be active and initiate internal development meetings with operations to make sure mass balance and other critical local issues are considered in business growth projects (Sales and Production meetings)
Required Skills
REQUIRED EXPERIENCE AND TECHNICAL SKILLS:
- Sales experience in an international, multifunctional environment
- Practical understanding of industrial mineral industry with specific and detailed knowledge in coatings
- Knowledge of financial principles & business acumen
- Broad breadth of knowledge of coatings processes and end markets
- Customer orientated, innovative and problem solving
- Project, time and change management and negotiation and organizational skills
- Multi-lingual (English required, Spanish, Portuguese)
- Computer literate
- Recognizing and reacting to issues that impact on customers and/or the Company
REQUIRED PERSONAL SKILLS AND BEHAVIORS:
- Ability to communicate and develop relationships at all levels
- Open minded
- Diplomatic
- Team player (group thinking)
- Good presentation skills
- Pro-active
- Prepared to travel
- Flexible
- Able to work independently
- Good reporting skills
- Self-motivated
- Able to work with peers to successfully manage the business and deliver the Company objectives
Required Experience