National Sales Head - Speciality Chemicals

Company : A market-leading 6-decades old Speciality Trading company

Description:

The National Sales Head role will be highly involved in helping define and implement the strategic direction of the firm and achieving revenue objectives.

He/she will lead our customer segmentation and sales initiatives to identify market insights and trends, and turn them into new product commercialization opportunities that support our strategic objectives. This role will also be responsible for actively managing our product portfolio, implementing our pricing initiatives, identifying and developing marketing and sales tools to maximize the effectiveness of our sales team, and working with other key functional areas to achieve our growth targets.

Primary Responsibilities:

1. Manage existing accounts.

2. Development of new business in existing accounts.

3. Identification of new opportunities and markets.

4. Calling on prospective clients and develop new business opportunities.

5. Develop the territory and gain new customer base.

6. Achievement of sales target.

Additional Responsibilities:

- Employ marketing best practices such as VOC(Voice of Customer), customer segmentation, product portfolio management, competitive positioning, market assessment, pricing, and new product development.

- Define, structure and execute VOC initiatives to identify market needs and opportunities that result in a strong product road map for our business.

- Obtain deep understanding of markets to define target customer segments. Position both current and new products to address needs of target market segments.

- Create business cases for new product opportunities, work with cross-function teams via the stage-gate process to take these opportunities from concept to commercialization. Successfully launch new products to deliver on revenue targets.

- Analyze market trends and opportunities, and manage product life cycle to recommend product portfolio changes and improvements.

- Devise our value proposition across the different segments, and train our commercial team and channel partners to effectively deliver our value proposition.

- Maintain competitor/market information up-to-date to support strategic planning and business development.

- Develop, expand and maintain Market Maps to understand relevant industries and competitors, and recommend initiatives to drive competitive differentiation.

- Develop and execute product training and support to sales, customer service, technical support, distributors and customers to drive growth.

- Define and manage creation of marketing content and collaterals for both print and digital platforms.

- Devise and create marketing campaigns to drive lead generation and conversion, lead nurturing, and brand awareness.

- Manage trade shows to maximize booth traffic and manage lead capture on site; support channel partners on trade shows with marketing collateral and product positioning.

Qualifications and Requirements:

- Bachelor's degree in Chemical Engineering, Chemistry or related field from four-year college or university. MBA preferred.

- 7+ years- experience working in B2B business. Specialty Chemical industry experience preferred.

- Proven track record of delivering business growth in a Sales Manager or Product Manager role.

- Strong quantitative and analytical skills, and able to make strategic and operational decisions.

- Ability to read, interpret and write technical documents, safety rules, operating and maintenance instructions, and procedure manuals.

- Excellent written, oral and presentation skills required; able to speak effectively before groups of customers or employees of organization.

- Familiarity with the popular Microsoft products, proficient in MS Office.

- Domestic travel required - typically ~30%.

- International travel required - typically ~20%.