Description

Key Accountabilities

• Manage the portfolio of traded products for "country":

• Product launch and withdrawal
• Product presentation

• Coordinate in the defined country all activities related to roll-out of a new partnership, change in contractual elements, extension or termination of an existing contract
• Support the sales force in selling traded products :

• Maintain healthy project pipeline
• Customer visit, call report after customer visit in SFDC
• Technical assistance (products training and sales tools)
• Provide price guidance to end customers
• Gather and provide market information

• Local point of contact for Principals :

• Price negotiation, ensuring profitability
• Sales execution
• Build and maintain overall market and competition knowledge
• Regular meetings
• Forecast and reporting
• Project management
• Claim management

• Provide required product, market data and information to REU Distribution sales support team related to:

• Product availability and stock management : minimum inventory levels, re-order points, maximum stock, product stops, lead time from Principals, stock rotation levels...
• Purchase price lists
• Material information, documentation, margin check, price offers
• Product regulations
• Contact at Principal for efficient coordination
• Material Safety Data Sheets
• Technical Data Sheets

• New Principal roll-out
• Business monitoring:

• Regular internal follow-up meetings with sales
• Permanent market and competition benchmark
• KPIs (volumes, margin...)
• Provide regular update and feedback to Principal Managers, support in preparation of business reviews

Reporting Line(s)

Solid line(s) to: Head of Product Management (per Segment)

Dotted line(s) to: n/a

Number of direct reports: n/a

Number of total reports: n/a

Number of dotted line(s) reports: n/a

Performance Measures

• Distribution Product Sales (Volume, Price, Terms).
• Gross Profit for Distribution Products.
• % of Business generated from New Distribution Product Line / Total Sales.
• Direct Sales Cost.

Internal Contacts

Sales Managers, Heads of Sales, REU Distribution Sales Support team, Principal Managers, Customer Service department.

External Contacts

Principals

Education

Technical University Degree in related field

Experience

Minimum 5 years of proven sales or relevant experience.

Knowledge and skills

• Relevant experience in Specialty Chemical distribution business, with proven sales track record
• Good knowledge of the markets in which Omya operates
• Previous successful experience in a matrix organization
• Entrepreneurial spirit, with excellent interpersonal, negotiation and leadership skills.
• Autonomous, "self-motivated"
• "Mature", organized and structured
• "Administrative ease" with proficiency in MS Office Tools + Lotus Notes + Sales Force
• Good fit with Omya's values

Other requirements

• Good command of both oral and written local language and English are required.
• Good command of both oral and written additional language is beneficial.
• Must be willing and able to travel up to 30 - 40%.