Sales Manager Malaysia

Elementis Specialty Chemicals Sales Representative

Elementis is a global specialty chemical company, with 1,300 employees operating 17 manufacturing sites across the globe. At Elementis, we bring a distinctive combination of expertise, innovation, and teamwork to every formulation challenge. We create high-value specialty additives that enhance the performance of our customers' products and make a positive change in the world. Combining our leading positions in the science of materials flow, surface modification, and formulation with access to unique natural materials, Elementis delivers unique chemistry, sustainable solutions to customers in a wide range of markets.

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. The purpose of this position is to:

• Maintain and grow a sustainable and profitable business with customers in the area
• Manage distributors in the area
• Identify and deliver on NBO's (New Business Opportunities)

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
• 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
• 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 savy with office software and CRM systems