Area Manager DACH

Job Description

Job Description:

Our client – a global supplier of resins to the coatings industry – is hiring an Area Manager DACH.

Location: Home office (preferably Northern Germany)

Key Objective:

 - Add value to the local customer’s processes and end products through offering products and services.
 - Responsibility to operate within the approved sales plans for volume, sales value and margin (spread).
 - Create and maintain customer loyalty and find new sales opportunities.

Main Tasks:

   -  Assist the customer in defining the needs to which our client should respond.
   - Coordinates all operational sales issues through himself and third party distribution channels.
   - Handling of complaints.
   - Coordinate, organize and mobilize Sales support functions (e.g. technical service, SCM) within agreed ‘customer relation management’ framework to optimize customer satisfaction with a realistic view on the clients’ capabilities.
 - Offer non-exclusive products and services that best fit the customer’s needs.
 - Participate in sales trainings, sales meetings and technical training.
 - Provide monthly updates on market trends (including pricing, competitors), Opportunity list and sample status.
 - Co-work with agents and/or distributors in order to guide and coach them; organize joint customer visits, if needed.

Responsibilities:

 - Sales responsible for a defined number of customers and/or geographical area.
 - Optimize pricing and volumes within the agreed pricing framework as approved by EMEA sales management.
 - Submitting the yearly budgets.
 - Price negotiations with the customers within the agreed pricing framework.
 - Optimize customer satisfaction; improve customer loyalty.
 - Together with credit management, monitor and control the agreed targets on trade receivables.

Authorities:

 - Execution of customer sales contracts within approved sales plan and guidance as set in yearly STI’s.
 - Within the approved sales plan, is commercially responsible for the execution of the plan.

Job Context:

 - Managing relations within the local customers at different levels and disciplines.
 - Be able to manage internal resources and create internal support within the CRM guidelines to the benefit of the local customer base in the region.
 - High degree of complexity; technical selling in different segments.
 - Working in isolation from home office requires a professional and efficient working style.

Qualifications/experience:

 - Degree in chemistry or chemical engineering.
 - Ability to speak and write at least in English; German as language.
 - Tenacity for commerce, customer focus with capacity to build and preserve long term customer relations.
 - Several years of experience in a “technical” sale position.
 
Competencies:     

 - Result oriented
 - Team player and operating independently as well
 - Customer focus/satisfaction
 - Integrity and honesty
 - Entrepreneurial and creative spirit

 
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