General Summary

Currently, we have a great opportunity available for a Regional Sales Director in our Printing and Packaging (P&P) business unit which can be performed remotely, working from a home office. This position will report to the Senior Sales Director for the Americas and will be responsible for leading the financial success and profitable sales growth to meet aggressive organizational objectives.

This dynamic role will help drive sales growth in our P&P group & customer base. The successful person will have an innate curiosity to understand their customers’ business challenges, structure and customer value chain and will find opportunities to leverage Michelman’s expertise to develop and sell technical solutions. The person will also enjoy achieving these goals in a collaborative and fast-paced environment, with goals and objectives that are aligned with the business plan.

Primary Responsibilities

• Live our Values and Behaviors
• Lead and engage a team of remote Account Managers and Inside Sales Representatives
• Establish individual sales and performance targets for sales associates to ensure achievement of Annual Sales Plan
• Monitor associate performance as it relates to productivity metrics and proactive sales activity to grow revenue for the business; provide feedback (positive and improvement-oriented), training and coaching to the sales team members to ensure revenue goals are achieved; provide support for associate’s career and personal development plans and goals
• Conduct key account and customer reviews on a regular basis to develop strategies to grow the business, including account penetration and bringing Michelman resources to bear to grow market share in existing accounts
• Monitor and support prospecting and new business development activity
• Participate in sales calls with Account Managers and Business Development Managers to assist with challenging accounts or projects, stay up-to-date with market issues and provide coaching to Account Managers
• Maintain appropriate staffing levels by recruiting, selecting, orienting, training and engaging associates; develop succession plans for team stability
• Review and approve pricing policies and strategies, as appropriate, to support the overall sales strategy
• Work closely with marketing to launch new products, voice of customer initiatives, and innovation dialogues; develop and understand our value proposition and associated supporting sales tools; plan account and new customer acquisition strategies
• Collaborate with R&D to direct product development initiatives for modified or new products; understand differentiating properties of our products; create new business development strategies in existing and new customers
• Monitor use of sales tools by direct reports and ensure timely maintenance of customer, sales and project information, sales forecasting and appropriate use of tools, in accordance with established processes
• Prepare various reports, including forecasting, for area of responsibility, including monthly commentary and Annual Operating Plan strategy development
• Ensure sales and product development pipeline is sufficiently robust to achieve targeted growth rates
• Ensure Account Managers follow up on leads generated and tracked through inside sales, in accordance with established program, and provide appropriate feedback regarding disposition
• Maintain professional, technical and leadership knowledge by attending educational workshops, reviewing professional publications, establishing personal network and participating in professional societies
• Assist colleagues with questions/issues within your area of expertise/responsibility.
• Perform other duties, as assigned or required.
• Collaborate effectively within a global environment

Education and Experience

• Bachelor’s degree in a technical field or equivalent experience; Master’s preferred
• 7+ years’ experience successful selling in the P&P market or in a specialty chemical company
• 3+ years’ management or leadership experience
• Chemistry knowledge
• Experience leading and/or managing others effectively including direction setting, monitoring activity as required via sales metrics, motivational skills, coaching & relationship building
• Understanding of relevant industry(s) – market, competitors, large customer opportunities, value chain, suppliers and materials
• Ability to solve problems
• Effective sales and negotiation skills
• Ability to collaborate with external and internal teams
• Strong interpersonal skills including verbal communication and written communication

Other

• Significant travel by car and plane to support Sales Managers & visit a diverse base of customers
• Regular presence at corporate facility in Cincinnati, Ohio
• Able to perform job duties at remote locations including industrial sites, chemical facilities, customer centers, and other locations.
• Candidates must be legally authorized to work in the United States on a permanent basis without the need for current or future employer sponsorship.

Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

About Michelman

Michelman is a global developer and manufacturer of environmentally friendly advanced materials for industry, offering solutions for the coatings, printing & packaging and industrial manufacturing markets. The company’s surface modifiers, additives and polymers are used by leading manufacturers around the world to enhance performance attributes and add value in applications including wood and floor care products, metal and industrial coatings, paints, varnishes, inks, fibers and composites. Michelman is also well-known as an innovator in the development of barrier and functional coatings, as well as digital printing press primers that are used in the production of consumer and industrial packaging and paper products, labels, and commercially printed materials. Michelman serves its customers with production facilities in North America, Europe and Asia, product development and technical service centers

We are proud of our unique work environment. We pride ourselves in our commitment to our values of integrity, respect, success, curiosity, collaboration and giving. We try to live these values each and every day and encourage our team members to do the same. Our environment encourages and embraces the respectful sharing of ideas and different opinions, challenging the “status quo” and taking ownership of solving business challenges. Selected candidate will have a rigorous onboarding experience with a continued commitment to technical and professional development. We offer an excellent salary, incentive and benefits package in a progressive, empowered team environment.

No phone calls please. Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.

For more information about Michelman, please visit www.michelman.com

It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner which will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Michelman is an Equal Opportunity Employer of Minorities/Females/Disabled/Veterans