Senior Digital Sales Specialist

At Dow, we believe in putting people first and we’re passionate about delivering integrity, respect and safety to our customers, our employees and the planet.  

Our people are at the heart of our solutions. They reflect the communities we live in and the world where we do business. Their diversity is our strength. We’re a community of relentless problem solvers that offers the daily opportunity to contribute with your perspective, transform industries and shape the future. Our purpose is simple - to deliver a sustainable future for the world through science and collaboration. If you’re looking for a challenge and meaningful role, you’re in the right place. 

About you and this role

Dow has an exciting opportunity for a Senior Digital Sales Specialist! This position can be located in Marietta, GA, Midland, MI, or virtually within the United States.

In this role, you will be responsible for growing and nurturing existing customer relationships by selling new and existing products, as well as generating new customers, through a fully digitalized customer experience. You will be accountable for processes and tasks inherent in the sales process, including actioning leads and onboarding new customers, educating and positioning customers to partner with Dow through digital channels, and leveraging industry & product knowledge to drive sales. You will typically handle a medium sized customer portfolio mostly consisting of foundational customers. The scope is typically regional and can be market segment specific or cross-market-segments.

Responsibilities

Develop customer pipeline, adding new foundational customers and developing existing customers to ‘Target Growth’ or ‘Priority’:

• Account Management for existing and new Foundational Customers to deliver the annual sale plan (volume and variable margin targets).
• Work cross-functionally to drive internal improvements in how Dow Polyurethane Systems serves Foundational customers in North America.
• Assess, triage, cultivate and close new leads as necessary, including establishing price/volume agreements and updating those in internal systems.
• Nurture Foundational customers to support growth into Priority Customer Distinction.
• Gather high-level market intelligence and customer insights and share those with internal Dow decision makers and stakeholders.
• Use CRM, DSR, CMT, OMP and Smart Pricing at “expert” level. Utilizes CRM to document reports of call and document all selling opportunities.
• Educate and position customers to use digital channels and act as a Digital Ambassador for Dow.com and other digital enhancements.
• Drive adherence to Service Offering Framework (SOF).

Lead & Opportunity Management

• Grow the portfolio by generating, triaging, routing, developing leads and closing opportunities in line with L&OM guidelines.
• Maintain and update CRM and internal tools.

Digital Tools and Platforms

• Obtain and maintain customer forecasts in OMP.
• Monitor sales vs. Forecast/plan through digital tools and take action accordingly. 
• Communicate changes in sales forecasts to Product Management and Supply Chain.
• Be an early adopter of new technology, support testing for optimizing commercial tools.
• Participate in Sales, Product/Marketing strategy calls to obtain business and pricing guidelines.
• Support annual review of Channel purchasing strategy (direct/distribution) and segmentation.

Qualifications

• A minimum of a bachelor’s degree or relevant military experience at or above a U.S. E6 or Canadian Petty Officer 2nd Class or Sergeant ranking.
• A minimum of 3 years of relevant working experience.
• A minimum requirement for this U.S. based position is the ability to work legally in the United States.  No visa sponsorship/support is available for this position, including for any type of U.S. permanent residency (green card) process.

Your Skills

• Effective conflict resolution skills.
• Negotiation: Negotiation and sales tactics.
• Product Knowledge: Solid understanding of products and product application rules.
• Business/Financial Acumen: Solid business and financial acumen (cost, freight, margin, etc.).
• Cold Calling: Proactive hunter with ‘owner’s mindset’ & excellent cold calling skills; self-driven and efficient.
• Data Driven Approach: Technologically savvy & data driven, early adopter of new technology.<