Director, Sales - Printing and Packaging

Michelman Careers•Cincinnati, OH

18d

About The Position

General Summary Currently, we have a great opportunity available for a Regional Sales Director in our Printing and Packaging (P&P) business unit. 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.

Requirements

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
Candidates must be legally authorized to work in the United States on a permanent basis without the need for current or future employer sponsorship.

Nice To Haves

Master’s preferred

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