Regional Sales Manager

Portfolio Business: Huber Engineered Materials 

J.M. Huber Corporation is one of the largest privately held, family-owned companies in the United States. Established in 1883, we are a diversified, global supplier of specialty and commodity chemicals, hydrocolloid solutions, engineered wood products and natural resources to customers spanning a wide variety of industries. With approximately $3 billion in sales and 4,000 employees worldwide, we have a material presence in more than 20 countries.

Position Summary

Maintains current sales and identifies/develops profitable new business in the Market Segment Wire & Cable in the Americas region.  Establishes Huber's brand in front of customers. Translates Huber Advanced Materials (HAM) capabilities and policies to the customer, and the customer’s needs to HAM work teams. Can technically navigate customers amongst HAM product solutions.

• Accountable to build sales and customer relationships in the assigned Market Segment in Americas

• Accountable for customer satisfaction through consistent communications between customers and HAM about needs, capabilities, customer market data and policies.

• Will manage distributors in assigned region.

Principal Duties

• Develops and executes account plans to meet annual critical success factors, CSF’s (sales objectives both strategic and tactical) in alignment with the defined market strategies. 
• Maintains current sales and develops profitable new business by identifying sales prospects, determining prospects’ requirements, and by facilitating successful trials of HAM solutions.
• Builds multi-level customer relationships characterized by a high degree of trust and mutual respect.
• Responsible for coordinating HAM team-selling approach at customers/prospects so that HAM understands the customer’s need and that HAM is in position to deliver value in the customer’s eyes. 
• Manage distributors/agents assigned to region including setting objectives, monitoring performance, and supporting technically and commercially.
• Identifies potential new HAM solutions by staying abreast of industry developments and by promoting multi-level relationships with customers, co-suppliers and industry contacts.
• Promotes Huber’s presence in the marketplace by participating in professional organizations, conferences and trade shows, and through relationships with co-suppliers and third parties to stay abreast of technical and market trends and to develop competencies.
• Fulfills administrative duties required in region or for customer group including completion of accurate and timely reports and forms (ex. call reports, forecasting, summaries on competitive activity, price change forms, complaint forms, etc.).
• Operates within established regional travel and expense budget.

Additional Responsibilities

Major Challenges:

• Maintaining and growing sales in a highly competitive environment.
• Staying abreast of constantly changing technical developments in markets and applications for HAM products in order to sell value-based solutions.
• Establishing priorities based upon divisional sales objectives, competitive activities, and new market opportunities.
• Solidifying the distributor network and keeping them supplied with continuous, uniform product information (when applicable), and ongoing active co-calling with distribution
• Coordinating with other functional areas in HAM to provide a timely response to customers and prospects. Shifting customer and prospect orientation from a commodity (price based) mindset to a solution mindset (value-based).

Decision-Making Authority:

• Decides scheduling priorities for contacting customers and prospects
• Decides on target customers in region; recommends target customers outside of region
• Decides what type of technical service and customer service is necessary
• Decides on logistics issues within specified guidelines
• Recommends contract terms of sale and pricing
• Recommends complaint resolution/product returns/ sample requests

Requirements

• Minimum of 8 years of technical sales experience in the Chemical industry or a related industry (W&C, Additives, Thermoplastic or Thermoset resins).
• Minimum bachelor’s degree in chemistry, Chemical Engineering, or a Science technology field or equivalent combination of education and experience. An MBA would be a plus.
• Proficient in computer skills including an understanding of word processing, spreadsheet, and presentation programs, and ability to adapt to new software additions.
• Travel required – car and/or air, up to 60% of the time.
• Must be physically able to wear required PPE w