Sales Manager Malaysia

Job Title

This position will be responsible to create and to develop business relationships with existing and new customers to maintain and grow a sustainable and profitable business. This position will also be responsible for managing our distributors in developing growth plans and ensuring objectives are met.

Key Responsibilities

Maintain and grow a sustainable and profitable business with customers

• Create and develop business relationships with our current and potential customers and key accounts. Grow our customer contact network at all required levels and disciplines and strengthen relationships
• Develop and implement specific sales strategies, account growth plans and regional sales plan to meet and exceed budget. Set and deliver on the growth targets (targets for volume, revenue and margin, milestones), monitor progress and communicate proactively forecast and deviations
• Ensure our products and technologies are understood by the customer and business and technical issues are solved. Work closely with Production, Technology, Marketing, Customer service and Supply Chain and ensure that goals are aligned while providing best possible solution to customers
• To represent the Company on its products and technologies to customers and distributor(s). This includes the ability to negotiate pricing on behalf of the Company, within established guidelines
• Ensure that contribution margin and operating profit results are achieved
• Proactively provide analyses and recommendations on performance to the management to enable maximization of the sales, contribution margin and operating profit
• Analyze, report and present market, competition, technology and customer insights and business intelligence
• Ensure that customer information, meetings and agreements are recorded properly, in time, in full, in the agreed formats and systems

Manage Distributors

• Select and manage distributors according to the global framework and guidelines
• Establish growth targets and sales plans with and for the distributor and ensure objectives are met
• Ensure our products and technologies are understood by the distributor and the distributor promotes and sells according to our interests
• Maintain good relationships with multiple contacts within each distributor’s organization
• Ensure that other employees and functions are aligned and delivering
• Measure performance according to distributors scorecard
• Report on progress, communicate deviations and potential set backs, propose plans to overcome

Identify and deliver on NBOs

• Develop a robust list of new business opportunities (NBO’s) for individual direct accounts
• Follow-up on new leads on a timely basis
• Assess, clarify and validate customer needs on an ongoing basis
• Identify and develop new business opportunities at existing and new customers
• Obtain and evaluate feedback on samples and technologies on a regular basis
• Identify NBO’s: uncover and quantify growth opportunities (and risks) for Elementis products to drive profitable growth for Elementis, together with Marketing, Technical Sales and Technical Service
• Plan: create a plan to realize new business opportunities that were identified
• Investment opportunities: creates and presents business cases for opportunities identified

Additional Job Description

• Bachelor or Master’s degree in Chemistry, Chemical Engineering, Sales, Business Development or similar or equivalent
• Minimum of 8 years experience in B2B sales to the Coatings industry
• Good knowledge of and experience in the Coatings industry
• Proven track record in developing and growing business, ability to drive sales process from plan to close.
• Strong interpersonal skills, communication, negotiation and presentation skills
• Excellent in English, local language is a pre
• Technically savvy with office software and CRM systems