Senior Sales Manager

Make a +Difference at Kraton!

At Kraton, we make a Positive Difference, and we are looking for individuals who are also looking to make a difference in their jobs, for our customers and to the world.  We are looking to hire a key member of our North American Paving & Roofing team. 

 

The Senior Sales Manager will be responsible for day-to-day leadership of the commercial team covering US and Canadian markets within the Paving and Roofing segments.

Key Responsibilities

Strategy:

• Communicate global sales strategy and regional plan to Sales Managers.
• Own and drive implementation of the contribution margin, volume, and commercialized innovation goals for assigned market segment(s).
• Develop and track KPI’s for assigned region/products.
• Oversee and support Sales Managers in developing and executing account/territory plans.
• Coordinate new business developments priorities with Marketing and R&D leadership.

Customer Engagement:

• Manage the multi-tiered relationships with customers, build and maintain strong relationships with strategic buyers and key influencers/advisors across the customer's organization.
• This role will have a small number of customers that you will have responsibility for to maintain market engagement.
• Coordinate with internal teams (Customer Service/Fulfilment, Quality, Supply Chain, Manufacturing, and others) to meet customer needs or solve customer issues; escalate when necessary.
• Analyze customers’ business to better understand what is required to meet expected goals. Define customer needs and product value end use.
• Understand the “voice of the customer” and share insights with key internal stakeholders.
• Report results, trends, gaps, competitor landscape, etc.

Pricing:

• Provide pricing guidance and oversight to sales managers 
• Optimize price/volume plan within market segment.
• Demonstrates market POVs and can identify and articulate value proposition to all stakeholders.  Identifies and develops options and recommends decision based on economic and strategic criteria.
• Evaluate appropriateness and structures for contracting
• Mentors others in negotiation. 
• Approve pricing within MOBA guidelines

Growth:

• Drive the development and growth of the sales 
• Prioritize and review growth opportunities, coordinate with R&D, Product Management and Marketing as needed.
• Articulate the value of new opportunities and strategic fit.  Prioritized and convince stakeholders to pursue good opportunities. 
• Secure resources for priority opportunities

Account Plans:

• Monitor account plans and KPI’s.
• Ensure account plans are aligned regionally and globally independently negotiates contracts and knows when to get help or approval for recommendations. 
• Can articulate value in economic terms.
• Sophisticated understanding of what the customer values (subjective) in our business relationship.  Incorporates this POV in account plans. 
• Drive to win/win and barriers to competition.
• Secure needed resources to execute account plans.

Forecast and Product Allocation:

• Collaborate with Sales Managers to analyze forecasts and set challenging targets for assigned market segment(s) 
• Work with Sales Managers to address customer issues and manage risks.
• Manage product allocations & force majeure.
• Develop regional allocation plan and customer communication.
• Coordinate with Supply Planning to ensure the right products are available at the right time.

Talent Management

• Understand team member’s strengths and develop plans for personal growth
• Mentor new talent 
• Anticipate resource needs strategically and manage candidate pipeline needs
   

Required Skills

• 10+ year’s relevant experience.
• Has relevant experience in assigned market segment.
• Provide day-to-day leadership to sales team in accomplishing goals.
• Work with leadership to ensure a high performing healthy culture, and interview people to ensure a fit with our ""hungry, humble, smart"" culture, and develop the sales team.
• Provide on the job opportunities for team members to develop the skills, competencies, abilities, that align with current and future results.
• Remove roadblocks and assist sales team in resolving issues.
• Set goals for Sales Managers in coordination with the Regional Sales Leader.
• Develop Individual Development Plans (IDPs) for each Sales Manager.
• Review progress against goals and IDP’s, and provide feedback.
• Train, coach and develop Sales Managers.
• Collaborate with cross-functional