Sales Area Manager
About The Position
Grace is seeking a Sales Area Manager for its Material Technologies Business Division. The position reports to the North America (NA) General Sales Manager and is remote within the United States, preferably in the Houston, Texas area near Grace’s downtown office. Travel is normally around 25% and may occasionally reach 40%. The manager will oversee approximately $20 million in ongoing sales to U.S. and Canadian customers, along with approximately $40 million in potential sales, focusing on strategic segments including Process Adsorbents (natural gas and ethanol), Plastics, and Food and Beverage. The role drives sales across the Material Technologies product portfolio, develops customer and prospect relationships, and represents Grace as a preferred supplier at the customer and market interface. Compensation is an annual wage range of $123,188.00 to $169,383.50, with eligibility for the Short-Term Incentive program, other applicable bonuses, and a company car allowance. Benefits include medical, dental, and vision insurance; life insurance and disability coverage; a wellness program; a flexible workplace with maximum overlap with core hours; retirement plans and a 401(k) company match; paid vacation and holidays; parental leave; tuition reimbursement; and a company donation match program.
Requirements
- Bachelor’s degree in Chemistry, Business, Engineering, or a related field.
- At least 3 years of selling experience in the commercial and technical specialty chemicals industry or a related industry.
- Ability to work independently and as part of a team in a remote work environment to accomplish goals.
- Ability to travel normally around 25% and occasionally up to 40%.
- Essential IT business skills, particularly Salesforce.com and Excel for analysis, reporting, and compliance.
- Fluency in English.
Nice To Haves
- Clear understanding of Grace’s strategic segments, customer organizational structures, and how customers make value-related decisions; experience navigating customer decision-making structures to sell products successfully.
- Excellent organizational, communication, and presentation skills, including the ability to adapt communications for internal and external audiences.
- Ability to collaborate to accomplish work goals and lead diverse support groups in meeting customer and business needs.
- Knowledge of customer operations and economics, with working knowledge of developing value propositions and communicating them effectively to customers.
Responsibilities
- Meet assigned targets for profitable sales volume, gross margin, and strategic objectives in assigned accounts.
- Develop markets, identify and acquire new customers, and build a strong opportunity pipeline; delivering wins is a primary objective.
- Proactively evaluate, clarify, and validate customer needs on an ongoing basis.
- Build relationships at all levels of customer organizations and develop trusted-advisor status.
- Develop, prepare, and present proposals that clearly demonstrate customer value and capture value for Grace.
- Manage multiple North American customer accounts with locations across regions.
- Lead strategic account planning, developing performance objectives, financial targets, and critical selling-process milestones for target accounts.
- Serve as the key customer contact for accounts and corporate sites in the portfolio, and connect customer needs with Customer Driven Innovation.
- Serve as the key point of contact with third-party distributors.
- Coordinate Grace internal resources to ensure logistical, financial, marketing, and legal requirements for territory sales are completed to meet customer requirements.
- Update weekly forecasts, jeopardy items, opportunities, and key account data in Salesforce.com; lead pre-call planning and issue call reports after critical customer meetings.
- Implement price increases.
- Understand industry trends and the competitive landscape in relation to customers’ current and future needs and potential value; participate in internal processes to provide feedback on customer needs.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Disability coverage
- Grace Wellness Program
- Flexible workplace with maximum overlap with core hours
- Retirement plans
- 401(k) company match
- Paid vacation and holidays
- Parental leave
- Tuition reimbursement
- Company Donation Match Program
- Eligibility for the Short-Term Incentive program, other applicable bonuses, and company car allowance
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
