Sales Manager, Industrial Sales USCAN

LyondellBasell North America•Walkerton, WA

2d•$204,000 - $306,000•Remote

About The Position

The Sales Manager, APS Industrial US/CAN will lead a team of Account Managers covers APS products within the industrial segment. Products may include Polypropylene Compounds, Engineered Plastics, Masterbatch/Color, Microthene and others. This position’s primary responsibility will be to help develop and execute the APS commercial growth plan within the industrial segment. This position will also help execute and enable broader APS business plans by working cross-functionally to optimize pricing, forecasting, S&OP, credit management, marketing strategy, new business development, technical service & product development, customer service, credit, and global account planning. You will play a critical role as the voice of customer for the industrial segment within LYB and will be accountable for the successful execution of all commercial aspects of the business plans.

Requirements

University or college degree in Business Administration, in Sciences or Engineering
Minimum 10 years in progressive leadership experiences in Sales, Business Management Marketing etc.
Ability to travel up to 60%
Basic IT skills (Microsoft Outlook, Office Powerpoint/Word/Excel, Microsoft Teams, SAP, SalesForce)
Strong people leadership skills
Commercially savvy and aggressive
Ability to think critically and build transformational growth tactics
Collaborative, cross-functional approach to execution
Ability to navigate and execute complex processes within a matrixed org
Excellent communication and negotiation skills
Willingness to take hands-on approach or dig into details when needed
Sales Leadership and Execution – Support the development and execution of a sales plan to deliver sales and pipeline goals. Instills a sense of urgency and accountability. Drives a strong team process that maximizes cross-functional execution to deliver value to customers. Mentor the team and provide the necessary support and structure to execute all relevant metrics and objectives consistently across the team.
Negotiating – Can negotiate skillfully in tough situations with both internal and external groups. Can settle differences with minimum “noise”. Can win concessions without damaging relationships. Can be direct and forceful as well as diplomatic. Gains trust quickly of other parties to the negotiations. Has a good sense of timing.
Presentation and Communication Skills – Presents information in a simple way, clearly communicating the key messages and engages the audience. Communicates openly and clear. Simplifies complex issues where possible and share information freely. Operates well in a matrixed organization.
Product, Market and Technical Knowledge – Looks for opportunities to continuously learn about LYB products and services to be able to clearly articulate these in a strong value proposition for the partner entity. Understands the customer and industry needs and helps LYB to translate into winning sales tactics in the transportation segment.
Relevant product, market, and industry expertise

Nice To Haves

Master’s degree preferred
Background in plastic, chemical sector or related end markets preferred

Responsibilities

Ensures, promotes and implements highest safety policies and standards
Defines goals & objectives for Industrial Sales Team in accordance with the business strategy across the region/segment for the relevant APS product lines in selected channels to market
Builds, develops, and motivates the team of Sales and Account Managers to ensure maximum efficiency and effectiveness towards the APS Sales Goals and Objectives
Ensures all policies and procedures are respected by the team and proactively “lives” them
Drives for results and achieves sales, pipeline, and pricing objectives in terms of contribution margin, volume, differential pricing, quality and services for the team and assigned customers
Develops and nurtures relationships with senior managers of Key Accounts to support Key Account Managers in their goals and objectives
Acts as a mentor on the team to ensure each account manager has clear direction and career support
Oversight and responsibility for ensuring accurate industrial team forecasting and collaboration with internal teams on any potential changes or risks to the plan
Manages working capital related parameters like consignment stocks, payment terms, overdues, discounts, rebate agreements, complexity of customer specific products & services in order to attain best balance of costs and exposure to net income
Ensures pricing policy is implemented in accordance with pricing guidelines, in order to maximize the absolute margin return and develops pricing tools to enable efficient pricing management
Works closely with Internal stakeholders (Finance, Credit, Quality, Customer Service, Legal, HR) to drive excellence in all sales related processes
Develops and implements Commercial Excellence plans and initiatives
Ensure Contract Management policies are implemented and adopted
Supports Customer Service to ensure customer service levels are met according to customer classification and Service Level Agreements
Develops and executes Sales Plan including annual budget
Support marketing and innovation plans to enhance strategic focus and new product growth
Drives operational and commercial excellence in S&OP (FC accuracy), Pricing Management, Contract Management, SoX checks
Frequently reports on main KPI’s in the region and tactics to improve