Sales Manager

JOB TITLE: Sales Manager

DEPARTMENT: Sales - Business Development

REPORTS TO: President - Catalysts and Additives

SUMMARY: The Sales Manager's primary focus will be for the sales of Dorf Ketal Chemicals extensive range of chemical solutions and application services to the coatings, adhesives, sealants, elastomers, polymer, and lubricant markets and companies.

DUTIES AND RESPONSIBILITIES:

Sales Responsibilities

• Responsible for managing the sales team and closing and acquiring new business of agreed annual sales value
• Establishes, maintains, and expands relationships with assigned regional targets. Focus is expanding business opportunities in one or more of the defined core areas within the region
• Integral part of the division's expansion efforts

Business Responsibilities

• Participates in business planning and budgetary forecasts; analyzes tracks & reports on business objectives, sales targets, market conditions, and regional competitive strategy
• Communicates internally and externally with Dorf Ketal stakeholders, customers, and other company personnel to ensure overall sales objectives are met
• Direct reports will include performance evaluations, coaching, and mentoring

Relationship Management Assurance

• Ensure mutually agreed promises are delivered during transition period of new business to assigned sales representative.
• Identify training needs of personnel. Promote awareness of the RCMS guiding principles and Dorf Ketal's HSSE policy, objectives, and goals in addition to how they can contribute to them.

SUPERVISORY RESPONSIBILITIES:

• This job has supervisory responsibilities.

QUALIFICATIONS:

• Education/Experience/Skills:
• Bachelor's Degree; ideally chemistry or chemical engineering
• 10 years of progressive experience in coatings, adhesives, sealants, elastomers, polymer, and lubricant markets
• Working knowledge of budgets, forecasting, and metrics, as well as business software
• Strong problem-solving ability with customers, personnel, operations, and chemical solutions
• Ability to clearly and effectively communicate with all levels in an organization and job site personnel
• Proven relationship/networking skills
• Able to travel 40% of the time and internationally

ADDITIONAL SKILLS:

• Ability and desire to provide superior customer service.
• Ability to develop and maintain constructive and cooperative working relationships with others.
• Superior ethics and integrity. Ability to maintain confidentiality of all employee and company information.
• Strong analytical skills and individual judgment to review and evaluate information and determine whether events or processes comply with requirements and provide recommendations.
• Proficiency with MS Office (Outlook, Excel, Word, PowerPoint) and customer relationship management software
• Strong communication skills both verbally and in written form.
• English language, with strong spelling, grammar, and composition.
• Strong attention to detail and organizational skills including effective time management skills in a fast-paced environment.
• Job requires maintaining composure, keeping emotions and opinions in check even in very difficult situations. Flexibility and adaptability to change.
• High degree of reliability, dependability, and initiative to fulfill obligations by working under general supervision.
• Ability to prioritize own work to meet deadlines and complete required tasks.

COMPETENCIES:

• Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
• Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data.
• Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
• Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
• Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.
• Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
• Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
• Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
• Judgement - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
• Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
• Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
• Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
• Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
• Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
• Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
• Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
• Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.