Company:
INEOS PhenolInterested in joining a winning team? A team whose employees share in the ownership of the business and are empowered to make a difference?
Location
Remote
Organisational context and job purpose
INEOS Phenol is the world’s largest producer of phenol and acetone with an annual manufacturing capacity of over 3 million tonnes per annum. We employ around 700 people across six sites, located at: Antwerp (Belgium), Gladbeck (Germany), Marl (Germany), Mobile, AL, Pasadena, TX and Singapore. Our markets are growing worldwide. Our efficient, integrated assets provide a competitive global manufacturing base to grow with our customers, to continue to meet their needs around the world.
How the Role Fits:
As single face to the customer, the Regional Sales Manager represents all internal functions to the customer, solving internal issues to ensure a perfect and smooth operation to the external world. This position sells products using technical, organizational, and customer knowledge to influence customers and assist them in applying the products to their needs resulting in revenue generation.In addition, the position provides input and participates in the marketing, market planning, and technical development of products and services.
Responsibilities AND Accountabilities
SHE Stewardship
Maintain safety as the highest priority and abide by all INEOS safety policies and procedures.
Understand and promote the INEOS “20 Principles of Safety”, assuring that others are aware of safe working practices and promote the safety concepts of “Coaching for Safety” and “Stop Work”.
Ensure compliance with all safety and environmental regulatory requirements and strive to meet internal SHE objectives.
Complete training requirements as outlined in the annual training schedule.
Work Duties
Establishing monthly and annual volume forecasts
Negotiation of contracts and price within business manager guidelines
Maintain price list up to date for Customer Service order processing
Evaluate the service to customers to ensure customer satisfaction
Lead the customer complaint resolution process, ensuring customer complaints are closed appropriately in a timely fashion
Work with credit team, customer rebates/accruals and monthly sales forecasts to minimize bad debts, ensure on time payments
Reduce demurrage and unnecessary logistics expense and charge out to customers as appropriate
Compile customer visit reports, record actions and events and make recommendations to keep the organization informed of progress and requirements
Compile and maintain customer profiles to enable analysis and overview of account activity
Full understanding of the customer, their consuming application, and customer’s competitor’s and market needs
Maintain and create relationships with traders, end users and distributors.
Quotes prices and credit terms and prepares sales contracts for orders obtained.
Skills & Knowledge Required
Education/Experience
The position requires a Bachelor’s degree (BA) from a four-year college or university; and
10 or more years in the Chemical/Refining Industry, encompassing a broad set of experiences including several of the following functional areas:Manufacturing, Procurement, Production Planning, Logistics, Business Management, Sales.
Contract negotiation experience
Skills/Competencies
Ability to respond to common inquiries or complaints from customers.
Ability to effectively present information to top management and public groups.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions percentages and volume.
Ability to communicate at all levels.
Ability to solve problems.
Ability to organize activities and manage time in order to execute principle accountabilities.
Ability to perform principle accountabilities and work independently without day-to-day direct supervision.
The use of the following software could be required: Microsoft Office (Excel, Word, Power Point, Outlook), Share Point
Highly numerate with an analytical mind-set, and attentive to detail
Calm under pressure, able to make quick, clear and reasoned decisions in a dynamic
Strong personal and communication skills
Proven influencing and negotiation skills
Commercial acumen; deep understanding of sales contracts
Strong analytical and economic analysis skills
Understanding of market interactions and dynamics
Basic understanding of chemical manufacturing processes, logistics and technical standards and regulations
Knowledge of contract law and ABC regulations
Knowledge of business accounting principles and practices
Performance Indicators
SHE performance – zero incidents and 100% compliance with INEOS safety standards
Sales volumes and prices as per business targets
Meet further sales KPIs such as payment term reduction targets, late payment targets, sales volume forecasting accuracy, customer claim resolutions
Success in delivering market share growth rates and market development targets
Meet yearly travel budget
Meet annual training and progression goals
Disclaimer
This is not necessarily an exhaustive list of all responsibilities, skills, duties, requirements, efforts or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or require that different tasks be performed when circumstance change (e.g., emergencies, changes in personnel, workload, rush jobs, or technological developments).
Our culture is one of honesty and integrity with an emphasis on safety, health and environmental performance.On our team, people are acknowledged for embracing new practices that help create real value for customers.