Sales & Business Director, Americas - Molecular Sieves Job

Arkema•Radnor, WV

16d•Hybrid

About The Position

The Sales & Business Director, Americas – Molecular Sieves will report functionally to the Business Unit President (Molecular Sieves) – based in France and report locally in the Americas to the General Manager - Functional Additives Americas. Subordinates reporting into this position: 3 direct reports in the US (Sales and Supply Chain). The position leads ARKEMA’s Molecular Sieves business in the United States, Canada and Latin America directly and through distribution. Position includes P&L responsibility and inventory in five main warehousing locations in North America. Travel 30%-50% of the time, including worldwide travel

Requirements

12 + years’ experience in a technical or technical sales role in an industrial environment
Management of a team for at least 3 years.
Experience in the Chemical industry.
Minimum of a Bachelor’s Degree in Science/Engineering or Business needed to understand the technical, financial and economic aspects of the job.
Must have demonstrated success in contract negotiations, closing deals/sales, must be able to identify new leads and bring innovative ideas that will add value to the business.
Strong organizational and leadership skills along with ability to facilitate and drive teamwork and to interface with various functions in a large corporate organization.
Able to work with and communicate across multiple time zones.
Strong customer focus.
Results driven.
Detail orientation, with excellent prioritization and follow-up.
Interpersonal, listening, communication and negotiating skills. Ability to oscillate between high level and details when communicating with various levels and audiences, including cross-culturally.
Strong relationship management with strategic/global customers across all functions.
Ability to manage, motivate and develop a diverse organization.
Professional value-based selling approach with all levels of organization.

Nice To Haves

5 years’ experience managing strategic/global customers preferred.
Fluent in Spanish or Portuguese is a plus

Responsibilities

Ownership of a number of strategic accounts.
Develops the business units’ strategic sales plan; communicates and sells the vision to the sales team.
Provides direction and guidance on pricing strategies.
Develops the distributor strategy by market and by geography.
Brings a global perspective to the group, seeking to leverage sales to other geographies.
Provides a technical, value-based selling approach.
Develop the technical expertise required to support sales activities.
Develop and communicate understanding of our customers’ applications
Responsible for the results of the Molecular Sieves Business in North, Central and South America including:
Recurring businesses (Medical Oxygen and Static) and non-recurring business Energy)
Development and growth of new businesses.
Interpreting and understanding the business income statement and balance sheet and taking corrective actions where and when needed.
Preparing the Costs and Sales budgets and ensuring their realization. Follow a formal S&OP process and ensure minimization of the working capital.
Implementation of the Business Strategy discussed with GM and Product Managers.
Reporting on the business unit’s performance and forecast process on a monthly basis.
Contributing to the definition of the Business Strategy by providing market-driven proposals based on local knowledge, competitive intelligence, customer insights, and regional opportunities. Recommend strategic actions to strengthen market positioning, pricing, portfolio development, and long-term growth across the Americas.
Management of the US team for molecular sieves including hiring, performance appraisal, goal setting for the direct reports.
Propose changes to the organization to meet business needs and identify needs for training/development.
Ownership of a number of strategic accounts.
Develops the BU’s strategic sales plan; communicates and sells the vision to the sales team.
Provides direction and guidance on pricing strategies.
Manage the forecasting process.
Coordination with the European teams (Management / Supply Chain / Business Managers / R&D /Production plants).
Responsible for meeting the Arkema target of 7% annual organic growth with a combination of new customers/new applications and new products.
Cross Business Units initiatives.
Emerging Countries initiatives (Latin America).
Supports the site HES policy and complies with all regulatory and internal requirements
Participates in HES activities provided by site management and Arkema Inc. (e.g., Behavioral Base Safety, SafeStart, etc.)
Supports and promotes the reporting of all health, safety, environmental, near-miss, accident or injury incidents