Regional Sales Representative

Shotwell Hydrogenics, LLC•Midland, TX

13d•$100,000 - $125,000•Onsite

About The Position

Shotwell Hydrogenics is seeking a Regional Sales Manager to drive sales revenue and maintain customer relationships within an assigned territory. This role involves professionally representing Shotwell to the market and customers, managing and improving sales and profits, and supporting the company's mission and quality statement. The company offers customized chemical solutions, including performance monitoring, water-soluble toll blending, chemical selection, and verification, from its ISO9001:2015 certified, NSF certified, and FDA registered facility in Midland, Texas. Shotwell prides itself on providing turnkey solutions with advanced technologies, stringent quality control, and reliable support.

Requirements

BS/BA degree.
Minimum 5 years of chemical sales experience including commodities and specialties; direct and distributor.
Personal computer skills with contact management, word processing and spreadsheet capabilities.
Proficient use of eChempax, NetSuite or equivalent CRM for maintaining contact and pricing information.
Professional training in: Professional Selling Skills, and Account Development Strategy.
Must learn Shotwell; policies and procedures, products, chemistry, process and applications, health, safety, and environmental requirements, within one year from date of hire.
Excellent and succinct verbal, written, listening, and communication skills.
Team player with good superior, and peer relationship skills.

Nice To Haves

BS in Chemistry or Chemical Engineering degrees preferred.
Undergraduate or executive education business courses; particularly marketing or selling skills.
Training in interpersonal skills, personality, and time management.
Quality training and use of quality techniques in continuous improvements efforts.
Formal training in negotiating skills, pricing and value-added selling, questioning and overcoming objection skills, and Sales cycle.
Knowledge of surfactants and their applications - particularly in household, industrial & institutional and personal care.

Responsibilities

Manage and continuously improve sales and profits by an annually determined factor that is significantly greater than inflation.
Professionally represent Shotwell to the market and customers.
Sales responsibility is $10 - $15 million per region.
Understand Shotwell’s products, including chemistry, physical properties, storage and handling, manufacturing, and logistic requirements.
Understand the applications of Shotwell’s products and possess in-depth industry knowledge of direct and distributor markets and customers in the region.
Utilize basic selling skills, including understanding the sales cycle (Introduction, Discovery, Sample Propose Close and Follow Up), and possess good interpersonal and negotiation skills.
Identify internal and external support to achieve sales goals.
Provide sales and technical assistance to customers.
Call on all levels within an account (Purchasing, technical, manufacturing, management, etc.).
Develop and achieve sales plans, including annual budgeting, for direct and distributor business.
Support and implement marketing and sales strategies.
Develop account strategies for target direct and distributor accounts.
Influence decision-making for direct and distributor accounts.
Maintain current business, increase share at existing accounts, open new accounts, and minimize lost business.
Track performance in sales areas.
Develop and implement a rolling 90-day plan.
Develop basic network development skills to identify and penetrate Champions, Users, Influences, and Decision-Makers.
Build networks at target direct and distributor accounts.
Use entertainment wisely and effectively to support network development.
Sell in depth at target accounts.
Implement price changes, including getting timely notification out, providing customer and competitive feedback, obtaining competitive price intelligence, and developing proposals that influence pricing decisions.
Meet administrative requirements, including timely and comprehensive ROCs (Report of Calls) with commercial, technical, and operations inputs, ensuring all major business is under contract or letters of agreement, accurate and timely pricing letters, resolution of credit and disputed invoice issues, timely filing of first order instructions and customer complaints, and timely submission and follow-up of sample requests and leads.
Develop proposals that lead to new products, business, and applications.
Manage travel budget.
Participate in cross-functional teams.