Company:

INEOS Oxide

Interested in joining a winning team? A team whose employees share in the ownership of the business and are empowered to make a difference?

Organizational context and job purpose

Business Context:

INEOS is a global manufacturer of petrochemicals, specialty chemicals, producing the raw materials that are essential in the manufacturing of a wide range of goods.  The chemicals manufactured by INEOS enhance almost every aspect of modern life.  INEOS is the 3rd largest petrochemical company in the world with 194 manufacturing sites across 29 countries and employing more than 26,000 people globally.

INEOS Oxide is one of the most diverse, dynamic and successful businesses within INEOS, operating 4 manufacturing sites in Europe and North America.  These are located in Antwerp, Belgium; Koln, Germany; Lavera, France; Plaquemine, US.  INEOS Oxide is one of the world’s leading producers of Ethylene Oxide (EO) and Ethylene Oxide Derivatives (EODs), producing a broad range of 200+ products spread across 4 key value chains – Ethylene Oxide; Propylene Oxide; Oxo-alcohols & Esters; ENB.  The total EO production capacity is currently > 1 million mt and the total production capacity for the overall business is ~3.4 million mt.

Ethylene oxide (EO) is an important building block for the preparation of a wide variety of EO derivatives (EODs), including various surfactants, as well as many other chemical intermediates including Ethylene Glycols, Glycol Ethers, Polyethylene Glycols and Ethanolamines.

INEOS Oxide has acquired a new site in Bayport (TX), US which has increased the total production capacity of the business to ~4.4 million mt.  This acquisition will give the INEOS Oxide business a true global footprint, in particular for the Ethylene Oxide value chain.

Role Description:

The Regional Sales Managers are a key member of the INEOS Oxide US Business Team.  For the defined geographical and/or application area, the post holder is responsible for delivering the budgeted sales volumes of EO, Ethanolamines, Ethylene Glycols and Glycol Ethers, based on the Business Managers guidance and overall strategy.  The post holder must also develop account plans and implement the defined action plans to deliver the business strategies.  In addition to US produced volumes, the US sales team will be responsible for marketing of INEOS Oxide products from the European asset base.

The Regional Sales Managers will represent customers within the region, including distributors and direct accounts in that region.  Support to/from colleagues as appropriate for national and international accounts. 

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.  As the main face to the markets, Regional Sales Managers are also the key source of market information to the wider INEOS Oxide business.

INEOS Oxide – Internal Interfaces & Factors:

• Development of regional sales strategy by product – volumes and contract strategy.  Aligned with Business Managers.
• Forward demand planning; monthly and annual forecasting.
• Coordination of supply chain activities.
• Leading the set up for annual Petrochemical conferences.

Environmental Context:

Most Important Internal Factors

• Board – reporting performance and market information.
• Business Managers – alignment on sales strategy, contract strategy, pricing & volume targets.
• Product Managers – ensuring product availability and supporting understanding of margins.

Most Important External Factors:

• Changing market environments for the products; supply and demand driven.
• Volatile feedstocks pricing and changing macroeconomic environment.
• Customer relationships are critical to the success in the role.
• Understanding the competitive landscape; gaining strong market connections to understand market changes.
• Logistics scheduling / disruptions
• Consultants/Market info – to monitor market trends, prices and dynamics.
• Other INEOS businesses & sales teams – to network and share industry knowledge.

Role Dimensions:

• Annual turnover: 100 – 200 m$
• Number of customers: 20 - 50
• Number of products: 20 - 40
• Annual sales volumes: 100 – 200 ktes

Responsibilities and Accountabilities

• Primary measures for a Regional Sales Manager include customer profitability, customer relationship and retention, market development, volume, pricing, debtor performance, forecasting, prospecting for new customers and applications.
• Propose and implement account strategies to