Job Openings: Sales Manager

ALTANA•Schenectady, NY

About The Position

This role is responsible for growing existing accounts and developing new accounts within the automotive sector. The Sales Manager will manage automotive projects, develop the ELANTAS Automotive Business, and drive growth in their assigned area to meet targets. Key activities include market research, customer identification and qualification, product qualification, account management, market and competitor analysis, collaboration with other regions, and project management. The role also involves reporting on automotive trends, managing project updates, attending trade shows, setting sales goals, forecasting sales, and maintaining customer satisfaction.

Requirements

Bachelor's in Chemistry, Chemical Engineering, Materials Science, Electrical Engineering or Technical background.
Minimum of 3 years of experience in a sales or technical sales position.
Proven experience winning new business in a technical, solution-selling environment.
Experience working with formulators, R&D teams, technical service, and manufacturing stakeholders.
Experience with MS Office Suite (Word, Excel, PowerPoint), CRM tools.
Experience in a matrixed organization where sales, technical, and operations must align.
Ability to work collaboratively with all relevant internal and external stakeholders in an international business environment.
Proven ability to use analytical skills and critical thinking to diagnose business issues and incorporate into development or adjustment of marketing plans.
Exceptional use of time management, planning, organizational, selling and negotiating skills.
Resilient, persistent, and comfortable with long sales cycles.
Excellent business / commercial acumen.
Sensitive to cultural differences.
Ability to demonstrate and foster safe working behavior in the team.

Nice To Haves

MBA or commercial training is a plus, but not required if the candidate has strong market-building experience.
Minimum of 3 - 5 years' experience on e-mobility / powertrain field preferred but not required.
Basic knowledge of insulating materials such as potting resins, adhesives, encapsulation resins, impregnating resins or insulating papers preferred but not required.

Responsibilities

Grow existing accounts and develop new accounts.
Management of existing and new automotive projects.
Developing ELANTAS Automotive Business.
Responsible for the growth of their area, as per assigned targets.
Market Research & Survey: Search for companies in targeted industry or market segments, online trade directories, internet search and industry information/market portals. Search for target companies as requested by the automotive strategy for specific product sales push activities.
Customer Identification and Qualification: Visit, call or email appropriate personnel to introduce company and products aligned with the automotive strategy. Visit premises for in-depth discussion on requirements, accurately qualify the prospect and establish needs.
Product(s) Qualification: Conduct technical discussions and correspondence to identify appropriate product for applications. Arrange samples for testing. Conduct in-depth discussions on applications. Close follow-up till approval of products and price negotiation.
Account Management & New Inquiries: Handle daily operational issues for regional customers. Follow-up on all new inquiries. Identify potential new clients and business opportunities. Work closely with internal technical team to recommend products. Visit customers for business discussions.
Market & Competitors Analysis: Identify competitors for individual customers and in market segments. Analyze market size and competitors share. Benchmark competitor products. Derive individual market prices and individual competitor price points.
Collaboration with other regions: Work closely with other regions to establish/maintain customers, gain share allocation, etc. Handle daily operational issues. Support for new projects from customers. Joint visits to customers with others.
Project Management: Planning and executing local and/or global project activities related to product development. Supporting coordination between different departments and project stakeholders. Managing project gaps and budgets. Monitoring project progress and its milestones. Working on client relationships strengthening. Reporting to the management about the automotive trends and stakeholders’ feedback.
Managing new projects development updates.
Attend regional trade shows and exhibitions to understand latest market, customers, and competitors’ situations.
Set sales goals, track progress, and lead team to achieve and exceed those quotas.
Forecast sales for upcoming months and quarters and compile the necessary reports for management to review.
Step in to answer customer questions and issues when required.
Use existing CRM platform to retain customers and seek out new prospective sales.
Maintain a strong focus on satisfaction of all customers.
Contribution to special projects according to company instructions.
Approve commercial offers within Corporate Authority Regulation.
Analyze sales developments using internally available analysis tools.
Provide input to sales management on customers and competitive trends.
Meet and exceed annual business development goals.
Maintain accurate and current records in available CRM.