Sales Manager - 1313853

Sales Manager

• Sales Manager is responsible for building relationships with existing and growing customer base in the Industrial and Ag use segments for our Ammonium Sulfate package products. Knowledge of Fertilizer and Crop Production uses for Ammonium Sulfate would be a major asset. Applicants with Crop Protection experience, specifically the dry and liquid adjuvant markets would have an advantage in securing this employment opportunity. This position analyzes the distributor value chain, grows, and maintain in depth knowledge of key customer organizations, and develops relationships with customers at the appropriate buying levels in the organization (Owner/President through purchasing and operations).
•  NOTE: This position is based out of Richmond Virginia, but the right candidate can work from home anywhere in the US.

Duties and Responsibilities:

• Build effective relationships with senior executives and other key individuals within customer organizations
• Execute a sales strategy and annual operating plan for assigned products related to each existing account
• Manage distribution of “Sold To" entities, understanding where they reside in the value chain
• Manage pricing changes at the customer level ensuring forecasted sales revenues and operating income objectives are achieved
• Develop and maintain an energetic customer relationship with strategic targeted accounts
• Identify new customer and new market opportunities within existing markets
• Develop and keep updated a Strategic Key Account customer plan for top accounts
• Actively maintain a list of customer needs within the region, in excess of forecast, to allow us to optimize product placement in distribution and the export markets
• Maintain updated analysis of market demand/supply changes, fundamental shifts in pricing, competitive directional strategy changes, and its potential impact to us and the distributor and export markets
• Understand and monitor changes in the distributor value chain to optimize the company’s position in distribution and the export markets
• Participate in cross-functional collaboration with marketing, product management, supply chain, customer service and research & development
• Work with marketing to review NPI/Growth opportunities for the region

Basic Qualifications:

• Bachelor’s degree or relevant equivalent experience, working directly with distributors and key end-user customers
• 5+ years of experience in Industrial Chemicals sales and distribution
• Sales/Marketing background.
• Understanding of distribution value chain management requirements
• Some travel is required (30%)

Additional Qualifications:

• Effectively proven experience to manage large complex accounts with multiple ship-to locations u
• Practical yet effectual ability to work well with numerous personality traits and styles
• Proven ability to successfully navigate the higher levels of customer organizations
• Ability to work independently using proven sales processes, successful negotiating, and persuasion skills