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Sales Manager, Automotive Job at Arkema in Bristol, Pennsylvania

Posted in Other 30+ days ago.

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Type: Full Time





Job Description:

The Sales Manager, Automotive is responsible for leading a team of sales professionals focused on the automotive marketplace primarily in North America and Mexico; driving growth with coordination in Brazil. They will provide input specific to the industry, working in partnership with their direct report team and partnering as appropriate with Altuglas team members in Europe and Asia. The position reports directly to the Commercial Director and leads a team of two sales professionals.

Sales & Industry Leadership

* Provides leadership to team members specific to sales calls to customers to include the following:

* Major locations to review of Altuglas products and use

* Maintain/Build relationship

* Address business needs and concerns

* Understand customer forecast and forward projections

* Key growth opportunities

* Negotiate business agreements with key customers.

* Helps define and communicate customer requirements to the platform teams.

* Manage Key Automotive Accounts

* Direct management of Automotive accounts

* Maintain/Build relationship

* Address business needs and concerns

* Understand customer forecast and forward projections

* Key growth opportunities

* Negotiate business agreements with key customers.

* Helps define and communicate customer requirements to the platform teams.

* Strategic communication of Altuglas automotive account activities

* Maintain an accurate understanding of Automotive market trends and customer activity

* Utilize effective communication tools necessary for account management

* Driving Commercial Excellence

* Supervise progress on account plans on key customers, report to team and stakeholders specific to sales, share position, competitive intelligence, share trends, key activities and growth opportunities.

* Utilizing Commercial tools to help development Team and individuals; including Salesforce.com, Miller Heiman(R) Conceptual Selling Techniques and Arkema CME classes

* Works with automotive sales teams to identify and pursue leads to create new business opportunities.

* Leverage customer relationships to accelerate growth.

* Monitor customer activities and seek opportunities to leverage across regions including new programs, applications, insights and competitive threats.

* Partner with the NBD/NPD/Marketing team for growth where applicable specific to new market and product needs.

* Maintain awareness of activities at account from other Arkema businesses

Sales Forecasting & Reporting

* Understand deployment by other Arkema business units at the account

* Share information across business units as needed and coordinate activities where appropriate

* Acquire knowledge of the Altuglas products and the offerings of other business units

* Leads team and for own accounts, provide accurate and timely sales forecasts and volume/sales results on a monthly basis

* Accountable for improving variable margin per agreed goals and objectives in conjunction with sales managers and identifying any sources of lost margin for review and action.

* Provides high level, strategic updates to include industry trends, monthly and quarterly highlights,

* Supports the automotive group to execute the sales growth and earnings strategy at customer accounts, leveraging Altuglas strengths to accelerate growth.

Context and Environment

* Provides sales leadership and development to a team specifically focused on the automotive industry

* This position will be ideally located in the Midwest (Michigan, Illinois, Indiana, Ohio, Kentucky, Tennessee or Pennsylvania) is with access to a major airport.

* Maintain regular two-way communication with Americas leadership group, R&D, manufacturing plants, and corporate management to assure consistent flow of quality information and alignment with business objectives.

* Must work effectively as part of a cross-functional team comprising R&D, Supply Chain, Marketing, Tech Service and Legal within the overall Altuglas International Americas organization

* Supports the site HES policy and complies with all regulatory and internal requirements

* Participates in HES activities provided by site management and Arkema Inc. (e.g., Behavioral Base Safety, SafeStart, etc.)

* Supports and promotes the reporting of all health, safety, environmental, near-miss, accident or injury incidents

Education and Experience

* Bachelor's degree required in Business, or technical field such as Engineering or Chemistry. Master's Degree a plus.

* Minimum of 15 years outside sales or customer facing experience in the automotive and related field.

* Experience as a sales or account manager with prior experience in the automotive industry required.

* Prior experience in managing the sales forecast process.

* Knowledge of and ability to use technical sales tools and processes.

* Formal training in sales techniques or skills a plus.

* Prior experience working as a direct sales leader preferred, particularly within the automotive industry

Key Competencies

* Ability to work effectively as part of a cross-functional team comprising of R&D, Supply Chain, Marketing, Tech Service, Finance, and Legal.

* Experienced in assisting professionals in developing and improving their sales skills.

* Demonstrated ability to provide mentorship and career guidance to professionals.

* Ability to manage complex accounts and work effectively with regional teams.

* Strong communication skills, with an ability to work up and across and organization, with particular skill at working at the high levels within customer organizations.

* Financially strong with an ability to analyze reports and data sets.

* Skilled negotiator with an ability to work toward win/win scenarios.

* Influencing ability, particularly in working through challenging customer situations.

A designer of materials and innovative solutions, Arkema shapes materials and creates new uses that accelerate customer performance. Our balanced business portfolio spans high-performance materials, industrial specialties and coating solutions. Our globally recognized brands are ranked among the leaders in the markets we serve. Reporting annual sales of EUR8.8 billion ($10.4 billion USD) in 2018, we employ approximately 20,000 people worldwide and operate in close to 55 countries. We are committed to active engagement with all our stakeholders. Our research centers in North America, France and Asia concentrate on advances in bio-based products, new energies, water management, electronic solutions, lightweight materials and design, home efficiency and insulation.

Arkema Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arkema Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence.