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Southeast Sales Representative

INEOS Composites US LLC

Southeast Sales Representative


INEOS has an exciting opportunity for a Southeast Sales Representative to join our Pigments business.

INEOS Pigments is one of the largest producers of titanium dioxide in North America and the leading producer of titanium chemicals. We operate a state-of-the-art manufacturing complex with leading technology and more than 45 years of manufacturing excellence. We supply a complete range of TiO2 products for the most demanding end use applications. Our global supply chain network coupled with our local sales network will deliver products around the world. We are committed to providing you with the best products, the best service and the best value.

Job Objective

The Sales Rep for the Southeast region is responsible for delivering sales forecast on both price and volume for the territory.  The primary markets are Coating, Plastics, and Paper customers.  In addition, responsibilities include forecasting usage by sku by customer via a full understanding of each customers business and drivers as it relates to forecasting our sales.  The sales rep is also the primary contact/advocate for the customer and is responsible for leading complaint resolutions, technical projects, commercial negotiations, market intelligence, and financial risk.  The rep is also charged with leading internal teams where customer interaction will occur.

Key Responsibilities of the position include, but not limited to:

  • Delivers sales volumes and profit margins consistent with the NA regional business strategies.
  • Territory ownership and leadership.   Develops and manages internal and external relationships with all levels and functions of the organizations.  Serves as the single point of authority in contract negotiations and relationship management.
  • Analyzes and develops an understanding of regional accounts and strategic business drivers, and regularly communicates that information to the business.  Maintains an understanding of the regional market conditions impacting the accounts.  Provides regular business updates around territory market dynamics.
  • Creates and executes regional account plans based on the business strategy with input and approval from the regional business leaders.  Tracks and reports progress against the plans.      
  • Territory management developing new business and customer growth opportunities. Regularly reports detailed price, volume, and forecasts to the business.
  • Utilizes measurement tools and drives sales results that deliver the best possible margins to the company. 
  • Manages all regional pricing, rebates, payment terms, INCO terms.
  • Manages technical resources to meet customer needs, including complaint resolution and focusing on product development and new business opportunities.
  • Manages applicable consignment and inventory management processes.
  • Develops and maintains the most effective internal and external communications that include all stakeholders.  Develops timely weekly report updates.
  • Understand customer buying drivers and how business is developed within the customers’ business
  • Implement price and volume decisions as directed by the business
  • Develop sales forecast (per customer and SKU) for accounts
  • Communicate market intelligence, market trends, customer information and competitive activities within the market

Qualifications:

  • Bachelor’s degree - Preferred Business or Science
  • Minimum 10 years’ experience in commercial sales.
  • Knowledge of and experience in managing complex accounts in the chemical industry.  
  • Extensive knowledge of the chemicals industry, particularly coatings, paper or plastics as necessitated by the accounts served.  The role requires the individual to demonstrate value and build trust with the customer through knowledge and understanding of the industry.
  • Demonstrates strong foundation of business fundamentals, measurement, and business finance. Understands, describes and critiques the business and economic drivers of the accounts.  Demonstrates value to the account through this knowledge and drives the most profitable outcome for INEOS. 
  • Extensive experience in utilizing analytical tools and problem-solving approaches and techniques to reach resolution of complex issues, including organizing potential problem solvers and leading problem resolution efforts through teams.  The individual must be comfortable leading the organizations to positive outcomes in all circumstances including commercial and technical issues. 
  • Communicates effectively with diverse audiences, using appropriate media and language, and effectively reports business progress internally and to the customer.  Must have very strong verbal, written, and presentation skills. Must have extensive experience presenting and persuading across functions and at high levels of the customer organization.
  • Sets the tone for all relationships and interactions between INEOS Pigments and regional accounts.  Develops and maintains personal relationships at all levels and functions at the account. 
  • Successfully leads negotiations meeting customer needs and delivering max profitability.  Overcomes resistance to the negotiations and advocates a win-win approach. Must have extensive successful experience in negotiating customer contracts and agreements.
  • High level of confidence and skills in Executive (C Suite) negotiations and influence
  • Contract Negotiation
  • Financial acumen
  • Understanding of value extraction based on product performance
  • Sales Calls on all functions: Executive, Manufacturing, Procurement, Marketing, and Technical teams
  • Territory Ownership – Good Organizational and Time Management skills
  • Strong Negotiation skills, internal and external
  • Ability to lead and influence teams, internal and external
  • Strong Presentation and communication skills both written and oral.
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