Regional Sales Manager, EMEA

Overview

Purpose of the job:

INEOS Nitriles is the world’s largest supplier of acrylonitrile and acetonitrile and the industry leader in technology.

The purpose of the Regional Sales Manager role for Europe, Middle East & Africa is to sustainably deliver the maximum price & volume, therefore maximising the margin for the related customers across the ca. 25 countries that are covered by this role.

This role also includes Key Account Management for various global accounts, under the direction of the Global Sales Director based in Switzerland. In this function, leveraging these global relationships to achieve the best long-term value for INEOS Nitriles is the key deliverable.

Accountabilities:

Sales Deliverables

Delivery of contractual and spot sales volumes monthly, as per Business requests and product availability.

Delivery of price agreements in both European domestic (T2) market and European acrylic fibre market (T1) via regular, monthly price negotiations.

Planning

Accurate forecasting of sales and pricing by customer on a weekly / monthly / quarterly / annual basis.

Assist management in developing annual sales budget and target accounts.

Maintain a detailed knowledge of market developments (including competitor activities) and customer applications and opportunities for competitive advantage.

Contract Management & Strategy

Understand in detail your customer contracts and work collaboratively to ensure compliance and define and implement a plan to maintain/grow margin in your assigned territory.

Clearly define your customer requirements to our customer service team and work closely to ensure meeting customer expectations.

Closely manage credit exposure and payment performance of our customer whilst finding opportunities to reduce credit terms.

Assist and advise Global Sales Director, Commercial Director and Global Business Manager on product strategy for EMEA sales.

Implementation of this strategy within EMEA region.

Relationship management

Perform routine account management functions such as client site visits, manage price adjustments, timely submission of commercial proposals, long term development of client relationships, assist the Customer Service Representative in support of the account.

Act as the Key Account Manager for some strategic, global customers, liaising with Regional Sales Managers on other regions, and acting under direction of Global Sales Director, to leverage these relationships for best long-term value.

Collaborate with technical and logistics teams to strengthen high-service account relationships, ensuring effective post-sale support across multiple customer contacts.

Provide direction to Customer Service department; resolve customer complaints regarding sales and service.

Prepare complete, clear, and concise quotes/proposals/bids for customers.

Demonstrate an overall knowledge of company’s product line, modes of transportation, end uses, manufacturing processes, technical information and competition.

Write sales reports based on all interactions (visits/calls) with current or potential customers and share with relevant colleagues.

Business Development & Sustainability

Understand in detail your customer requirements on sustainability and work with our business teams to develop offers that enhance margins and drive competitive advantage.

Ensure our customer volume demands are aligned with our production capability and optimised to maximise margin.

Required Profile:

Level of education and experience

Bachelor of Science, Engineering or Financial field preferred.

Master of Business Administration preferred.

Minimum of 10 years in the Chemical Industry, with a broad set of experiences including several of the following functions: Manufacturing, Production Planning, P&L Accountability, Logistics, Business Management, Sales & Marketing.

Leadership of diverse, international teams

Fluent proficiency in spoken and written English is a prerequisite, in German strongly preferred. Language skills in French would be an advantage.

Technical Skills

Business acumen, including industry specific knowledge

Contract law and contracting strategy and negotiation

Economic analysis in support of portfolio decisions

SHE leadership

Financial and accounting acumen

Order to cash processes

Behavioural skills

Ability to work in a team and well-developed interpersonal skills.

Bias for action and decision making.

Influencing skills (internal and external).

Culturally sensitive.

High impact communication & presentation skills.

Relationship management.

Analytical skills and attention to detail.

Innovative & creative thinking; strategic thinking & planning.

Coach and developer of people – stretches people to achieve extraordinary results.

Tagged as: 5+ Years