Sales Manager - Performance Chemicals

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 Pine Chemicals Performance Chemicals Sales team at our Almere location. 

Key Responsibilities

Strategy:

• Execute sales plans in alignment with global sales strategy and regional plans.
• Meet or exceed sales goals.
• Develop account strategies to maximize business growth and meet customer's needs.
• Liaise with regional leader and regional account holder on best approach to implement account strategies.
• Coordinate all commercial activities (pricing, product changes, transitions, contracts, special deals, etc.).
• Plays an active role in driving innovation priorities for assigned market segment, and defining longer-term growth needs for market segment.

Customer Engagement:

• Manage the relationship with the customer, build and maintain strong relationships with strategic buyers and key influencers/advisors across the customer's organization.
• Develop relationship map for each customer.
• 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.
• Create a conduit between technical groups and coordinate technical forums where appropriate.
• Leverage expertise with the customer to become a customer consultant.

Pricing:

• Formulate pricing strategies in conjunction with sales leadership.
• Understand customer’s next best alternatives when formulating pricing strategy for the business. 
• Demonstrate more sophisticated market POV and can identify and articulate value proposition to all stakeholders.  
• Negotiate with customers.
• Ensure that the strategies are properly implemented.  Can negotiate well but at times may need support.
• Provide feedback to sales leader and marketing.

Pipeline:

• Develop portfolio of projects/opportunities and manage pipeline.
• Articulate the value of new opportunities and strategic fit.  
• Prioritized and convince stakeholders to pursue good opportunities.  
• Close deals independently.  
• Discuss opportunities with R&D, Product Management and Marketing.
• Maintain data in systems to enable effective pipeline management (i.e. CRM, Innovation tracking, etc.).

Account Plans:

• Build and manage account plan for key customers
• Track progress and communicate results"
• Manage contracts, rebates and specification requirements.
• Independently negotiates contracts and knows when to get help.  
• Good 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.
• Escalate need for additional customer support (packaging/quality/R&D, etc.)

Forecast and Product Allocation:

• Collaborate with Sales Leader to analyze forecasts and set challenging targets for each customer.
• Update forecast based on customer feedback on a timely basis.
• Discuss availability openly with customer and manage risks.
• Inform major stakeholders of big changes.
   

Required Skills

• 8+ years of relevant experience.
• Typically has specialization or relevant experience in specific geographies or market segments.
• Sell and deliver results that meet or exceed individual goals.
• Collaborate with sales team in accomplishing team goals.
• Assume a leadership role on a special project or specific activity.
• Understand, commit to and achieve sales goals.
• Mentor junior team members.
• Build relationships and influence inside stakeholders.
• Collaborate with cross-functional teams to accomplish goals and objectives.
• Actively participate in industry committees.

Education, Certifications & Licenses

• Bachelors’ degree (or equivalent) required, Technical degree preferred

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The statements above are intended to describe the general nature and level of work performed by employees assigned to this classification.  Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.

Kraton’s internal talent acquisition team manages our recruiting efforts and from time to time works with pre-selected/pre-approved external staffing agencies. We do NOT accept unsolicited resumes or candidate referrals from recruiters and/or agencies who are not pre-selected/pre-approved.

Kraton is proud to be an Equal Opportunity Employer.