Sales Manager, Performance Materials

Company Description

Potters Industries, LLC is the world’s leading manufacturer of glass microspheres offered in a wide range of different chemistries, sizes, and surface coatings, allowing for use across a variety of applications and end-uses. Our glass microspheres provide the necessary retroreflectivity in traffic safety markings; clean, peen and strengthen metals; provide light weighting, dimensional strengthening, and reduction of thermal conductivity in plastics and polymers; reduce thermal expansion and improve flow in paints and coatings; reduce friction and weight in oil drilling; and improve special conductivity applications in electronics.

With more than one hundred years history, our manufacturing, sales and distribution network serves every part of the world, and we continue to expand and grow through safe and responsible innovation. In Europe, we operate in 9 production plants across 7 countries and serve customers in the entire EMEA region.

Location: Remote (UK, Spain, France, Belgium)

Reporting to the Head of Sales, Performance Materials EMEA and working closely with other strategic functions, the role will play a pivotal role in delivering our Commercial plan in terms of revenue and sales, contributing to the region profitability and growth. To achieve it, the position develops solid business relationship with Potters’ customers and partners, plans, organizes and executes sales, promotions and marketing activities to maximize the turnover of the company in line with the company’s profit targets.

The geographical scope of this role is Nordic countries, UK, Middle East and Africa. The current core customers are within explosives, car repair putties and tooling boards industries. Other relevant industries to develop are composites, paints, coatings, adhesives, construction and chemicals.

Responsibilities:

• Deploys the Company Sales strategy within his/her scope of responsibilities, being accountable for the development and execution of the business plan.
• Delivers Revenue/Sales plan according to the established profitability and growth objectives.
• Contributes to the annual sales budget preparation and ensures accurate forecasts and reporting throughout the year (monthly, quarterly).
• Provides strategic support to customers including gathering and clarification of market information.
• Analyzes market potential to determine areas of growth with existing and potential customers.
• With the support and advice of the Legal department, lays out and negotiates commercial contracts consistent with the company’s business principles and goals.
• Supports pricing objectives and policies, with focus on contribution margin.
• Performs the necessary prospection activity to generate and maintain the required sales pipeline opportunities in support of growth.
• Develops strong relationships at all levels of the customer’s organization and takes action to resolve difficult situations and problems.
• Provides customers with technical support and training as needed.
• Closely collaborates with the R&D department to develop innovative value propositions for current and new customers.
• Provides the senior management with regular reports, statistics, analysis alerts and all required qualitative and quantitative information on the activity and the market.
• Represents the Company in marketing and promotion events such as international exhibitions, trade fairs and industry conferences.

Qualifications and experience:

• University degree in Chemistry or Engineering.
• Minimum 10 years’ experience in technical sales within an international scope. Prior background in the Performance materials field or similar industry is a great plus.
• Extensive experience with verifiable accomplishments in similar B2B markets in the management of large key accounts, including blue-chip companies.
• Directly applicable knowledge on technical sales for chemical or mechanical engineering products.
• Knowledge of the EMEA market for similar industries.
• Knowledge and experience in value based selling, global/multinational sales management, CRM, selling in competitive market environments, etc.
• Prior experience in negotiating with high-demanding customers and strong technical components.
• Fluent in English and French, with effective communication skills.
• Willingness to extensively travel within EMEA.
• Ability to work across all functions and levels of the organization.