Primary Responsibilities

• Determine and justify the appropriate ways to segment, reach the market, and quantify the market potential in partnership with the Sales manager
• Use CRM software to manage the sales pipeline, drive new product development by active engagement with our Concept to Commercialization process, and forecast future sales accurately to support our Supply Chain teams
• Develop and maintain relationships with internal, external customers and prospects
• Travel regularly to attend trade shows and visit key customers, suppliers, and co-suppliers to ensure customer needs are met and to generate new business
• Assess and recognize the opportunity within each account and evaluate frequency of account visits; Understand each project’s objectives and the accounts ability to commercialize new products
• Develop strategies, measure effectiveness, and articulate course corrections with the customer base to ensure it is robust to sustain targeted growth rates
• Accountable for account growth, development of new business opportunities, and maintaining high customer satisfaction
• Primary liaison between Michelman associates locally and globally , assigned Agents & Distributors; responsible for coordinating, prioritizing, and managing all Agent & Distributor activities
• Motivate Agents & Distributors to sell Michelman products while adhering to Michelman’s reporting requirements
• Partner with the reporting manager to plan and develop strategic direction of sales efforts, inventory management, invoicing, forecasting, special pricing, and volume discounts
• Inform Michelman of market trends, competitive products, and pricing trends
• Maintain professional, technical and leadership knowledge by attending educational workshops, reviewing professional publications, establishing personal network and participating in professional societies
• Increase sales velocity and manage our customer segmentation
• Assist colleagues with questions/issues within your area of expertise/responsibility
• Collaborate within a matrixed global environment
• Perform related duties as assigned or as the situation dictates

Critical Competencies, Knowledge, Skills, and Abilities

• Motivated self-starter with an entrepreneurial spirit
• Positive thinking, willing to explore new applications with high curiosity
• Skilled at building sales pipelines and moving a prospect through sales funnel to create new business
• Excellent problem solving, organizational, and prioritization skills
• Excellent presentation, written and oral communication skills in local and English language
• Able to perform financial calculations, create, and manage budgets
• Able to quickly learn Michelman products and specialized business software

Education and Experience

• Bachelor’s degree in a science field such as Polymer Chemistry, Material Science/Engineering preferred
• Deep understanding of coatings with different binder and additives, various fibers treatments which includes textile or other applications would be preferred
• Technical background is preferred
• Experience in sales with proven record of success of commercializing new products
• Strong knowledge of the market and industry contacts
• 8+ years specialty chemical sales experience prefer with international companies
• Familiarity with a formalized sales process, like SALESFORCE, which Michelman uses
• Experience with a Value Pricing approach to secure the best prices for our products
• Knowledge or experience related to chemistry in a business or manufacturing setting

Other

• Able to travel up to 60% of the time by car or plane to visit regional base of customers
• Able to perform job duties at remote locations such as industrial sites, chemical facilities, customer centers, and other locations