Regional Sales Manager

Mitsubishi Chemical Group•Memphis, TN

10d•Remote

About The Position

Plan, organize and direct Mitsubishi Chemical Group (MCG) Methacrylates Division’s comprehensive national and international account relationships and strategic business development with Monomers customers, to achieve the business’ planned operating margin contribution targets. This role involves managing a territory with approximately 90 Million lbs (annual average) and $90 Million (annual average) in revenue. The Regional Sales Manager is responsible for creating, building, and maintaining strong relationships with Monomers customers at all organizational levels and across multiple functions. They will manage a portfolio of key accounts, contributing market intelligence, managing contract negotiations, and resolving customer issues. The role requires expertise in CRM systems, analytics tools, and Microsoft Office applications, along with strong formal writing and presentation skills. A key focus is identifying and developing new business opportunities, particularly within the coatings segment and other specialty segments. The position involves developing and presenting sales strategies, creating Key Account Plans, and developing mitigation strategies for volume, price, and operating margins. The Regional Sales Manager will also lead cross-functional teams and projects to deliver exceptional customer service and value, collect market intelligence, and provide accurate sales forecasts. The role emphasizes priority management, strong communication skills, team and project leadership, and sound judgment in managing travel and entertainment expenses.

Requirements

Bachelor’s degree in business or technical field
Minimum of 8-10 years of sales experience
Extensive experience selling into the Commodity Chemical or Polymer industries
Strong business acumen to include economics, chemical processes, and global chemical industry cost drivers
Strong interpersonal and negotiating skills required
In depth, knowledge of supply chain and major raw material markets and costs is essential
Experience in CRM and ERP systems required
Sound understanding of the legal aspects of the buy/sell relationship
Must develop a high degree of expertise with Salesforce.com functionality
Must develop a high degree of expertise with Qlik Analytics Services, Power BI, and other present/future digital sales and territory management tools
Must have a high degree of expertise with Microsoft Office applications (Outlook, Excel, PowerPoint, Word)

Nice To Haves

Experience selling at the highest levels of customer organizations (Owners, Presidents, Vice Presidents, and Purchasing Directors) preferred
Procurement experience is preferred

Responsibilities

Create, build, and maintain strong relationships with Monomers customers at all organizational levels and across multiple functions to achieve sales and financial objectives.
Manage 15-20 key accounts and 40-60 accounts in total to deliver the business financial plan in each assigned territory.
Contribute market intelligence and market information to support business decisions.
Manage customer contract negotiations, consistent with MCG Methacrylate’s contract protocol, to deliver Monomers Annual Plan financial objectives.
Negotiate and draft contracts following MCG Methacrylates’ Contract Protocol standards and template.
Create Board Brief, Financial Review and Board Papers consistent with delegation of authority limits per the agreed Business protocols.
Negotiate pricing on a monthly basis across approximately 30% of the volume, representing approximately 70% of the accounts.
Promptly resolve customer issues and complaints, post investigation of root causes and development of corrective actions.
Provide Monomer business updates on selling activities through call reports in Salesforce CRM system, monthly reports, sales meetings, and TEAMS videoconferences.
Develop a high degree of expertise with Salesforce.com functionality, Qlik Analytics Services, Power BI, and other digital sales and territory management tools.
Identify, pursue and develop new customers and new business opportunities to achieve Monomers Annual Plan and growth objectives.
Develop and present business/sales strategies to MCG Methacrylates’ Business Team in support of building AP budget plan.
Work with target accounts to cooperatively find and/or develop areas of mutual benefit and growth that enhance the strategic relationship between companies.
Develop and maintain Key Account Plans for top customers.
Develop volume, price, and operate margin mitigation strategies to secure or surpass financial objectives of the territory.
Create and direct cross-functional teams and projects as needed to deliver exceptional service and added value to customers.
Collect and distribute key market intelligence including customer insights/data, application information, competitive activities, industry trends, etc.
Develop and maintain knowledge of customers, product applications and market segments that support sales & marketing of MCG monomers.
Provide accurate information to the business about the market, competitors, and customers.
Provide sales forecasts (targeting at least 90% accuracy) for optimum S&OP planning and raw material cost control.