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 Polymer Sales team at our Brazil location. 

Key Responsibilities

Strategy:

• Execute sales plans in alignment with global sales strategy and regional plans.
• 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.).
• Discusses and informs customers on innovation activities.

Customer Intimacy:

• 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 where appropriate.

 Pricing:

• Formulate pricing strategies in conjunction with sales leadership.
• Understand customer’s next best alternatives when formulating pricing strategy for the business. 
• Negotiate with customer. Ensure that the strategies are properly implemented.  
• Develop negotiation skills.
• Provide feedback to sales leader and marketing.

Pipeline:

• Develop portfolio of projects/opportunities and manage pipeline.
• Identify incremental opportunities but may need support to close deals.
• 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.  
• Developing some understanding of what the customer values in our business relationship.  
• Drive to be less transactional and more value driven.   
• 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

• 5+ year’s relevant experience
• Demonstrated ability in public speaking (presentations at seminars).
• Has relevant experience in assigned market segment.
• Learning about customer needs, products and potential use.
• 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.

Education, Certifications & Licenses

• Bachelors’ degree required.  Civil or Chemical Engineering is preferred. 
• Ability to speak Portuguese & English required.
• Ability to speak Spanish (desirable).
• Knowledge of the paving industry (desirable).

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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.