Sales Manager

hace 6 meses

San Juan Buenaventura, México Kraton Corporation A tiempo completo

**Make a +Difference at Kraton**
- At Kraton, we make a Positive Difference, and we are looking for individuals who are also looking to make a difference in their jobs, for our customers and to the world. We are looking to hire a key member of our Sales team in San Juan Mexico.**Key Responsibilities**

**Strategy**:
- Execute sales plans in alignment with global sales strategy and regional plans.
- Develop account strategies to maximize business growth and meet customer's needs.
- Liaise with regional leader on best approach to implement account strategies.
- Coordinate all commercial activities (pricing, product changes, transitions, contracts, special deals, etc.).
- Discusses and informs customers on innovation activities.

**Customer Intimacy**:

- Manage the relationship with the customer, build and maintain strong relationships with strategic buyers and key influencers/advisors across the customer's organization
- Develop relationship map and account plans for each customer.
- Coordinate with internal teams (Customer Service/Fulfilment, Quality, Supply Chain, Manufacturing, and others) to meet customer needs or solve customer issues; escalate when necessary.
- Analyze customers’ business to better understand what is required to meet expected goals. Define customer needs and product value end use.
- Understand the “voice of the customer” and share insights with key internal stakeholders.
- Report results, trends, gaps, competitor landscape, etc.
- Create a conduit between technical groups where appropriate.

**Pricing**:

- Formulate pricing strategies in conjunction with sales leadership.
- Understand customer’s next best alternatives when formulating pricing strategy for the business.
- Negotiate with customer. Ensure that the strategies are properly implemented.
- Develop negotiation skills.
- Provide feedback to sales leader and marketing.

**Pipeline**:

- Develop portfolio of projects/opportunities and manage pipeline.
- Identify incremental opportunities but may need support to close deals.
- Discuss opportunities with R&D, Product Management and Marketing.
- Maintain data in systems to enable effective pipeline management (i.e. CRM, Innovation tracking, etc.).

**Account Plans**:

- Build and manage account plan for key customers.
- Track progress and communicate results.
- Manage contracts, rebates and specification requirements.
- Developing some understanding of what the customer values in our business relationship.
- Drive to be less transactional and more value driven.
- Escalate need for additional customer support (packaging/quality/R&D, etc.)

**Forecast and Product Allocation**:

- Collaborate with Sales Leader to analyze forecasts and set challenging targets for each customer.
- Update forecast based on customer feedback on a timely basis.
- Discuss availability openly with customer and manage risks.
- Inform major stakeholders of big changes.

**Required Skills**:

- 5+ year’s relevant experience.
- Has relevant experience in assigned region and/or market segment.
- Learning about customer needs, products and potential use.
- Sell and deliver results that meet or exceed individual goals.
- Collaborate with sales team in accomplishing team goals.
- Assume a leadership role on a special project or specific activity.
- Understand, commit to and achieve sales goals.
- Mentor junior team members.
- Build relationships and influence inside stakeholders.
- Collaborate with cross-functional teams to accomplish goals and objectives.

**Education, Certifications & Licenses**
- Bachelors’ degree (or equivalent) required, Technical degree preferred
- Chemical background preferred.
- Experience in Agrochemicals is favorable.
- Fluent in English.

**-**
- The statements above are intended to describe the general nature and level of work performed by employees assigned to this classification. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position._
- Kraton is proud to be an Equal Opportunity Employer._

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