Americas Business Manager

Ingevity•Cartersville, GA

5d•Remote

About The Position

The Americas Business Manager oversees allocated customer accounts across the Americas and is accountable for establishing, managing, coordinating, and executing sales plans, delivering forecasts, and achieving targets agreed with Sales Leadership. The role drives account performance and requires understanding of product applications, market dynamics, segment trends, and the competitive landscape. In collaboration with Marketing, Commercial, and New Business Development teams, the manager identifies, develops, and advances new business opportunities through a structured opportunity review process. The position leads and coaches the sales team, manages revenue, margin, and profitability performance, and provides direction on pricing, quotations, budgeting, reporting, and account planning. It also guides customer and market insight activities, leads cross-functional coordination, and oversees opportunity pipeline management. The role is home based, with regular travel to customers across the Americas and to the head office in Warrington, UK. It reports to the Global Sales Director.

Requirements

Science-based degree or equivalent.
Sales experience, preferably in high-performance B2B chemical sales.
Effective sales experience.
Excellent communication, negotiation, and presentation skills.

Nice To Haves

Experience in coatings or adhesives markets.

Responsibilities

Provide leadership, direction, coaching, performance reviews, and development support to the sales team.
Foster accountability, collaboration, continuous improvement, and alignment with business priorities across the sales team.
Support sales-team resource planning and recruitment.
Oversee annual and quarterly volume, margin, and account profitability targets across the managed portfolio.
Guide customer-specific pricing development and ensure use of pricing tools and adherence to commercial strategy.
Approve and support the negotiation and issuance of customer quotations.
Resolve ongoing pricing queries with Customer Service and Commercial Operations.
Direct and contribute to annual sales budgeting.
Review and validate monthly performance reports for timeliness, accuracy, insight, and data integrity.
Oversee customer relationships and ensure structured territory and account plans provide strategic coverage and value creation.
Review and challenge quarterly rolling forecasts.
Approve key and target account plans with Global Key Account teams, including sales targets, acquisition strategies, profitability goals, activity schedules, and required resources.
Monitor execution of account plans to deliver sustained, profitable growth.
Provide leadership and escalation support during complex customer negotiations.
Guide customer engagement to understand product applications, customer challenges, and the value of CAPA solutions.
Translate customer and market insights into actionable commercial strategies and communicate them across the organisation.
Build trust-based relationships with senior customer stakeholders.
Oversee the team's participation in regional trade shows and support effective customer meetings and market visibility.
Provide leadership input into market analysis, segmentation, account share planning, and trend forecasting.
Coordinate cross-functional meetings with technical, supply chain, leadership, and marketing teams to advance strategic customer opportunities.
Support joint customer calls and cross-functional opportunity development and problem solving.
Promote communication across business areas to ensure customer service, support, and responsiveness.
Oversee a growth-opportunity portfolio, ensuring opportunities are logged and progressed accurately in the CRM system.
Coach the team on rigorous and consistent opportunity qualification, prioritisation, and progression.
Identify, develop, and drive new business opportunities in collaboration with Marketing, Commercial, and New Business Development teams.

Benefits

Career development and progression opportunities.
Market-competitive salary.
Car allowance.
27 days of holiday including bank holidays, increasing by one day every five years up to a maximum of 32 days.
Annual bonus through the Short Term Incentive Plan, dependent on role grade and discretionary on business performance.
Contributory Company Pension Plan.
Death in service benefit.
Private Medical Insurance with access to a free confidential 24/7 GP service.
Employee Assistance Programme for employees and their families, including free access to legal services, medical services, and counselling.
Long service rewards.
Company sick pay scheme.
Cycle to Work Scheme, Tech Scheme, and Home Scheme.
Discounted Gift Card Scheme.
On-site subsidised canteen.
Eye care vouchers.
Volunteering opportunities in the local community.