Key Account Manager III - Coatings

Summary:

Reporting to the Sales Director, this position is responsible for managing an existing customer base whilst also driving growth at new customers and in adjacent market applications. Selling directly to the end consumer/business purchaser or indirectly through various sales channels. Assessing customer needs and suggesting appropriate products, services, and/or solutions. Developing and delivering sales bids, presentations, and proposals and conducting product demonstrations. Identifying and contacting prospective customers and building relationships to generate future sales and repeat business Incumbents matching to this specialization are compensated based on achievement of sales targets.

Job Responsibilities:

• Develop and execute budget in cooperation with the Coatings and Construction Solutions Business Unit to include growth targets for volume, revenue, and gross margin.
• Drive and support sales efforts to deliver agreed business targets - volumes, revenues, profitability (product and territory), and working capital (accounts receivables and percent current).
• Build and maintain strong relationships with customers and key external stakeholders in the construction chemicals industry.
• Stay up to date with the latest industry trends, new technologies and competitor offerings, inform internal stakeholders about developments
• Conduct market mapping to analyse customers, demand, unmet needs and competitors
• Identify and develop new business opportunities, identify threats, mitigate risks
• Manage the sales cycle from lead generation to deal closure
• Ensure customer needs are met through collaboration with Technical Service, Marketing, Product Management, Supply Chain, Quality and Customer Service
• Ensure compliance with SHE requirements in the area of responsibility in line with internal, contractual and legal requirements
• Manage sales volume and margin within set targets by implementing commercial excellence guidelines
• Negotiate prices, rebates, payment terms and conditions and supply agreements
• Plan and conduct customer visits in the assigned territory considering the value of the customer relationship
• Create visit reports for sustainable information and communication within the organization
• Monitor accounts receivable, ensure punctual payments and cash flow targets, actively manage credits in collaboration with Finance
• Manage claims in collaboration with Technical Service and Quality
• Support the Regional Sales Manager in territory, budget and forecast planning
• Represent the company at trade shows, conferences and congresses

Requirements:

• Bachelor’s degree in Chemistry, Chemical Engineering, Civil Engineering, and/or combination of education and related experience. Master’s degree preferred.
• Minimum of five years’ sales experience; preferably in the chemicals industry. Ten or more years preferred.
• Strong track record and proven experience in sales of coatings in the construction chemicals industry and knowledge of end-use applications.
• Full commitment to business integrity, customer value, teamwork, innovation, and diversity, equity and inclusion (DE&I).
• Excellent communication, negotiation and presentation skills.
• Ability to build and maintain strong relationships with customers.
• Self-motivated with a strong sales drive, determination and target-oriented mindset.
• A mission-driven, team player with the desire to make an impact and difference.
• Ability to plan and manage at both strategic and operational levels.
• Outstanding interpersonal skills across cultures.
• Experience working across cultures collaboratively in a global organization.
• Excellent MS Office software experience, CRM and planning tools (e.g. C4C, Salesforce, Arkieva).
• Valid driver’s license and ability to travel up to 60%.

Why Synthomer?

We are ambitious!
We have grown significantly – both organically and inorganically. We are a FTSE 250 listed company, 22% of our revenue comes from newly commercialized products, and we’re recognized in the top-quartile for chemicals manufacturing safety.​
We believe in high challenge, high support!
We are keen to let you contribute in real roles from day 1. We expect a lot, but offer a lot, too. This includes onboarding, induction and learning events, networking opportunities, mentoring and personal development planning. So, be up for an inspiring long-term career adventure.​
We personalize our approach to development!
At Synthomer, you won't find generic career tracks or development programs but rather a one-size-fits-one approach to employee development. We'll partner with you to ensure you have the right experiences that build your capabilities and accelerate your career growth.