Arkema
Overview
Sales Manager - Crop Nutrition and Mining Role focused on strategic growth and relationship management for two Key Accounts and the eastern region within Crop Nutrition & Mining. Responsibilities
Develop and implement a comprehensive long term strategic growth plan for two Key Accounts and the eastern region for the Crop Nutrition & Mining businesses. Achieve targeted sales volume and margin for the targeted territory. Develop a comprehensive strategic account plan for the two Key Accounts, focusing on profitable long-term growth. Implement and communicate the key account plan with the business support teams (R&D, Field Service, Operations, Supply Chain). Develop and manage the new business development project portfolio for the eastern region and Key Accounts. Define and meet with key decision makers to demonstrate Arkema’s commitment. Ensure quality standards are met. Serve as the designated global expert for Arkema on the two Key Accounts businesses. Maintain a clear understanding of the Key Accounts organization infrastructure and market dynamics. Act as a business unit ambassador; educate, inform, and share relevant information on Key Account products/solutions with other Arkema units and senior leadership to maximize the Key Account relationship. Activities
Account Management: align with the North American Specialty Surfactant business unit, partner with functional leaders to drive and implement the account strategy; conduct internal Key Account reviews; set annual budgets and a 5-year plan; establish strategic reviews with the Key Accounts and Arkema; negotiate and manage contracts; maintain strong relationships with decision makers and influencers inside the Key Account organization; coordinate with the Market Manager on pricing strategies; collaborate with other Arkema business units to maximize Key Account relationships. Sales leadership in Eastern North America: work with Field Service Engineers to grow new business opportunities while strengthening relationships with Key Accounts and industry stakeholders; focus on understanding customers and acting as a trusted advisor to support growth in the fertilizer and mining industries. Strategic Project Management: lead or participate in key strategic initiatives for the North American Specialty Surfactants business; support growth initiatives, partnerships and knowledge gathering; ensure compliance with HES and regulatory requirements; participate in health, safety, and environmental activities; travel domestically approximately 30-40%. Skills and Abilities
Analysis of sales volume, revenue, and margin for Key Accounts and eastern regional business; evaluate commercial and business development opportunities for mid/long term growth. Develop strategy and market plans for Key Accounts and the eastern region, including new product/business development projects. Develop and maintain targeted margins for the Key Accounts. Qualifications/Experience Required
BA or BS degree (Sales, Marketing, Chemistry, Engineering, or related discipline). 7+ years of experience in chemical/technical sales or business selling; 5 years’ experience managing strategic/global customers; 3+ years of people management experience. Experience in key account management, diverse market segments (agriculture, mining, chemical manufacturing) a plus. Experience in both commodity and specialty markets; experience with direct sales and sales through distribution; experience in the Mining/Fertilizer industry is a plus.
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Sales Manager - Crop Nutrition and Mining Role focused on strategic growth and relationship management for two Key Accounts and the eastern region within Crop Nutrition & Mining. Responsibilities
Develop and implement a comprehensive long term strategic growth plan for two Key Accounts and the eastern region for the Crop Nutrition & Mining businesses. Achieve targeted sales volume and margin for the targeted territory. Develop a comprehensive strategic account plan for the two Key Accounts, focusing on profitable long-term growth. Implement and communicate the key account plan with the business support teams (R&D, Field Service, Operations, Supply Chain). Develop and manage the new business development project portfolio for the eastern region and Key Accounts. Define and meet with key decision makers to demonstrate Arkema’s commitment. Ensure quality standards are met. Serve as the designated global expert for Arkema on the two Key Accounts businesses. Maintain a clear understanding of the Key Accounts organization infrastructure and market dynamics. Act as a business unit ambassador; educate, inform, and share relevant information on Key Account products/solutions with other Arkema units and senior leadership to maximize the Key Account relationship. Activities
Account Management: align with the North American Specialty Surfactant business unit, partner with functional leaders to drive and implement the account strategy; conduct internal Key Account reviews; set annual budgets and a 5-year plan; establish strategic reviews with the Key Accounts and Arkema; negotiate and manage contracts; maintain strong relationships with decision makers and influencers inside the Key Account organization; coordinate with the Market Manager on pricing strategies; collaborate with other Arkema business units to maximize Key Account relationships. Sales leadership in Eastern North America: work with Field Service Engineers to grow new business opportunities while strengthening relationships with Key Accounts and industry stakeholders; focus on understanding customers and acting as a trusted advisor to support growth in the fertilizer and mining industries. Strategic Project Management: lead or participate in key strategic initiatives for the North American Specialty Surfactants business; support growth initiatives, partnerships and knowledge gathering; ensure compliance with HES and regulatory requirements; participate in health, safety, and environmental activities; travel domestically approximately 30-40%. Skills and Abilities
Analysis of sales volume, revenue, and margin for Key Accounts and eastern regional business; evaluate commercial and business development opportunities for mid/long term growth. Develop strategy and market plans for Key Accounts and the eastern region, including new product/business development projects. Develop and maintain targeted margins for the Key Accounts. Qualifications/Experience Required
BA or BS degree (Sales, Marketing, Chemistry, Engineering, or related discipline). 7+ years of experience in chemical/technical sales or business selling; 5 years’ experience managing strategic/global customers; 3+ years of people management experience. Experience in key account management, diverse market segments (agriculture, mining, chemical manufacturing) a plus. Experience in both commodity and specialty markets; experience with direct sales and sales through distribution; experience in the Mining/Fertilizer industry is a plus.
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