International company is seeking a Technical Sales Manager responsible for managing and developing new customers and new applications for their Coatings and Packaging related products in North America including Canada and Mexico.
1. Drives Marketing Activities
- by understanding products, applications, and markets
- by gathering market, application, product, customer, potential, and competitor information internally and externally
- by visiting customers and value chain partners to understand their future needs
- by searching for market research report and/or overseeing the design of specific market research by working with outside market research agencies
- by identifying and participating in exhibitions, trade shows that are relevant to firm’s business development & marketing activities
- by analyzing the internal and external business environment, including market, applications, products, customers, potentials, and competitors
- by identifying new areas for business development (new products and/or new markets); by tracking new business opportunities pipeline using various data
- by identifying cross marketing opportunities among different product lines
- by participating in meetings and proceedings of various associations and consortiums/alliance
- by attending conferences and trade shows to learn to learn about new market trends and technologies and to meet industry experts; by collecting information and updates about new laws and regulations in relevant application
- by facilitating communication and collaboration with value chain partners and build up necessary network
- by contributing relevant marketing information for strategy preparation
2. Increase Sales
- by increasing sales volume and revenue for all product, collecting and analyzing sales trends, operating efficiency, merchandise delivery, best practices, and customer needs
- by identifying and tracking market trends
- by providing information to assist with sales proposals and various reports to Director and Management, and Head Office
- by maintaining existing customer base while building relationships with potential customers
- by negotiating with customers for the best terms and by requesting documents such as SDS, CoA, other reports from QA, Business Support team members
3. Develop New Business
- by identifying new sales and business opportunities, developing plans and initiating actions to develop new business
- by proposing multi-year contracts for customers with large annual sales as necessary, providing rebate or free material to offset development expenses or other new pricing structures to secure Customer commitment and new business
- by identifying and tracking market trends, identifying customer and market needs, collecting and analyzing competitive intelligence, identifying new potential customers through internal (under the cooperation with other division’s business directors, managers and colleagues working in Head office and other overseas offices) and external research (research companies’ information, information from existing customers)
- by identifying keypersons withing new potential customers, introducing products to key persons identified through professional Conferences, giving Technical Papers and via telephone conference, or video conference, and meeting in person
- by organizing and conducting testing, technical evaluation and investigation to support business development activities as needed for each customer, receiving timely update of customers’ progress on each testing, evaluation and investigation with necessary information, followed by reporting to Supervisor and those applicable
- by arranging new business commencement with a credit approval (including acquisition of tax exemption certification and credit assessment), SDS delivery, and updating price and delivery terms in cooperation with Sales Support, Business Support and other relevant departments
- by concluding necessary contracts like non-disclosure agreement, supply and purchase agreement, joint development agreement, a delivery specifications and other kind of agreements or letter of intents
4. Manages Accounts and Provides Customer Support
- by acting as customers’ primary contact for support, regularly visiting and communicating with customers
- by identifying key decision makers within each customer company and developing positive business relationships with customers
- by providing technical, quality, manufacturing and engineering product support to customers
- by monitoring forecast, product sales performance and regularly providing Management with analysis and feedback
- by following up on delinquent and overdue receivables
5. Provides Technical Support
- with assistance of R&D in Head Office, provides technical information and support to customers in the Americas in person, by video conference phone and/or e-mail
- by training customers
- by acting as liaison between customers and R & D
- by informing R & D of customer requirements and specifications, and following up to ensure follow through
- by providing quality control support and ensuring product specifications meet customer requests and expectations
- by providing customers with regulatory compliance documentation upon request
- by responding to, and resolving, customer claims and complaints in a professional manner
6. Ensure Product Compliance
- by supporting internal Departments as necessary to obtain requested customer documentation concerning compliance requests
- by understanding Robinson Patman act for customer pricing, and applying principles in competitive price situation to comply with Anti-Trust regulations
- by providing all necessary information for sample shipment to potential customer
- by taking necessary training from experts, and necessary internal and external training sessions designated by the company and Supervisor.
7. Act as Product Line Development Leader when applicable
- by coordinating visits of sales in Head office and other overseas offices in NA with other Technical Sales Managers
- by providing support to other Technical Sales Managers as needed such as technical training for Division’s relevant products
8. Plans and Implement Department Budget and Business Target
Requirements:
- 5+years’ experience in sales and/or marketing position in packaging, polymer, plastic, coating, or chemical industry.
- Bachelor’s degree in chemical engineering, Chemistry, Polymer Science preferred.
- Experience working in a global team and matrix organization a plus.
- Experience and success in “pull-through” sales a plus
- Open to business (up to 3 weeks a month)
- Strong communications skills both written and verbal and strong interpersonal skills
- Proficient in MS Office
- Drives Marketing Activities; by working with internal stakeholders of the company and with relevant 3rd parties; by understanding products, applications, and markets; by gathering market, application, product, customer, potential, and competitor information internally and externally; by visiting customers and value chain partners to understand their future needs; by searching for market research report and/or overseeing the design of specific market research by working with outside market research agencies; by identifying and participating in exhibitions, trade shows that are relevant to firm’s business development & marketing activities; by organizing and maintaining market information; by analyzing the internal and external business environment, including market, applications, products, customers, potentials, and competitors; by identifying new areas for business development (new products and/or new markets); by tracking new business opportunities pipeline using various data; by identifying cross marketing opportunities among different product lines; by participating in meetings and proceedings of various associations and consortiums/alliances; by attending conferences and trade shows to learn to learn about new market trends and technologies and to meet industry experts; by collecting information and updates about new laws and regulations in relevant application; by facilitating communication and collaboration with value chain partners and build up necessary network; by contributing relevant marketing information for strategy preparation
- Increase Sales: by increasing sales volume and revenue for all product; by collecting and analyzing sales trends, operating efficiency, merchandise delivery, best practices, and customer needs; by identifying and tracking market trends; – by providing information to assist with sales proposals and various reports to Director and Management, and Head Office; by maintaining existing customer base while building relationships with potential customers; – by working with Division Staff to support current users; by providing excellent, timely customer service; – by negotiating with customers for the best terms; by requesting documents such as SDS, CoA, other reports from QA, Business Support team member
- Develops New Business; by identifying new sales and business opportunities, developing plans and initiating actions to develop new business; by proposing multi-year contracts for customers with large annual sales as necessary, providing rebate or free material to offset development expenses or other new pricing structures to secure Customer commitment and new business.; by identifying and tracking market trends; by identifying customer and market needs; by collecting and analyzing competitive intelligence. by identifying new potential customers through internal (under the cooperation with other division’s business directors, managers and colleagues working in Head office and other overseas offices) and external research (research companies’ information, information from existing customers) ; by identifying keypersons within new potential customers; by creating necessary information such as presentation documents, technical information documents, quotation documents; by introducing our products to key persons identified through professional Conferences, giving Technical Papers and via telephone conference, or video conference, and meeting in person; – by verifying customers’ requirements and need for minor modifications of existing product or development of new grades, and pricing through above communications; – by providing necessary technical information and support to customers in the North Americas with products’ brochures, technical documents, sample in various form in collaboration with R&D, Laboratory, Headquarter, and Supervisor; – by organizing and conducting testing, technical evaluation and investigation to support business development activities as needed for each customer; – by receiving timely update of customers’ progress on each testing, evaluation and investigation with necessary information, followed by reporting to Supervisor and those applicable; – by arranging new business commencement with a credit approval (including acquisition of tax exemption certification and credit assessment), SDS delivery, and updating price and delivery terms in cooperation with Sales Support, Business Support and other relevant departments; – If assigned, by assessing need for product inventory for each customer and preparing domestic inventory quantity of products to meet customers’ demand, in consultation with Supervisor in requesting Headquarter to prepare necessary inventory or production; – by assisting MCI visitors’ travel arrangements; – by concluding necessary contracts like non-disclosure agreement, supply and purchase agreement, joint development agreement, a delivery specifications and other kind of agreements or letter of intents.
- Manages Accounts and Provides Customer Support; by acting as customers’ primary contact for support; by regularly visiting and communicating with customers; by identifying key decision makers within each customer company and developing positive business relationships with customers; by providing technical, quality, manufacturing and engineering product support to customers; by monitoring forecast, product sales performance and regularly providing Management with analysis and feedback; by following up on delinquent and overdue receivables b
- Provides Technical Support: with assistance of R&D in Head Office, provides technical information and support to customers in the Americas in person, by video conference phone and/or e-mail; by training customers; by acting as liaison between customers and R & D; by informing R & D of customer requirements and specifications, and following up to ensure follow through; by providing quality control support and ensuring product specifications meet customer requests and expectations; by providing customers with regulatory compliance documentation upon request; by responding to, and resolving, customer claims and complaints in a professional manner.
- Ensures Product Compliance; by supporting internal Departments as necessary to obtain requested customer documentation concerning compliance requests; by understanding Robinson Patman act for customer pricing, and applying principles in competitive price situation to comply with Anti-Trust regulations; by providing all necessary information for sample shipment to potential customer; -by taking necessary training from experts, and necessary internal and external training sessions designated by the company and Supervisor.
- Act as Product Line Development Leader when applicable; by coordinating visits of sales in Head office and other overseas offices in NA with other Technical Sales Managers: by providing support to other Technical Sales Managers as needed such as technical training for Division’s relevant products
- Plan and Implement Team’s management goal and budget
Qualifications
- 5+years’ experience in sales and/or marketing position in packaging, polymer, plastic, coating, or chemical industry.
- Bachelor’s degree in chemical engineering, Chemistry, Polymer Science preferred.
- Experience working in a global team and matrix organization a plus.
- Experience and success in “pull-through” sales a plus
- Open to business travel (up to 3 weeks a month)
- Strong communications skills both written and verbal and strong interpersonal skills
- Proficient in MS Office
