Job Description

Job Title: Technical Sales Manager
FLSA Status: Exempt
Job Level: Manager
Department: Coatings & Packaging
Division: Functional Polymers Business
Location: Remote
Reports To: Technical Sales Manager

General Position Summary:

This position is responsible for managing the sales and the marketing and developing new customers and new applications by planning and implementing the Mid Term Plan (MTP) and the budget in the North America including Canada & Mexico as well as optimizing offering of products and solutions to customers and value chain partners , and performing administrative functions as necessary, in order to enrich the Company’s business portfolio and to increase its sales in NA. This position also determines the strategic direction for expanding the growth of the division’s products in North America in collaboration with Mitsui Chemicals (MCI) and Mitsui Chemicals America (MCA).

Essential Job Functions:

1. Plans the MTP and Budget:

by preparing the MTP and Budget according to MCI Group strategy and policies
by clarifying the position's mission
by gathering information, and analyzing the internal and external business environment, including markets, applications, customers, and potentials

by reviewing the performance and achievement of the previous terms

by identifying issues and working with peers
by establishing strategies, measures, and targets
and by optimizing resources, including HR, materials, and finances

2. Implements and Achieves the MTP and Budget:

by achieving the fiscal objectives set in the MTP and Budget, holding accountability for the results, and explaining them to Senior Management;
by maximizing profit for the MCI group as a whole;
by making decisions in authorized areas;
by receiving opinions, and proposals from peers and subordinates;
by expanding and increasing sales;
by monitoring and reducing operational costs;
by establishing and maintaining a consistent corporate image throughout products, promotional materials, and events;
by working as a team

3. 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 MCA'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;
and by contributing relevant marketing information for strategy preparation

4. Increases 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 within MCA, and HQ;

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;

and by requesting documents such as SDS, CoA, other reports from QA, Business Support team member and MCI as necessary to secure customer approval.

5. 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;

and by following up on delinquent and overdue receivables. Provides Technical Support to the Americas

with assistance of Mitsui Chemicals R&D, provide 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; - and by responding to, and resolving, customer claims and complaints in a professional manner.

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 Japan & Singapore) 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 to share Mitsui Chemicals America Value Proposition;

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; - and 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.

Act as Product Line Development Leader when applicable:

by coordinating MCI/MELS sales visits 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

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; - and by taking necessary training from experts, and necessary internal and external training sessions designated by the company and Supervisor.

by studying existing and new EPA, FDA, DOT (Transportation), DOT (Treasury), OSHA, federal, state, and other health, safety, and compliance regulations, and practices;
and by advising Senior Management as necessary.

Essential Job Requirements:

Working Conditions:

The noise level in the work environment is usually moderate (i.e., working in a business office with computers, printers, and telephones)

The Staff Member must be able to travel on business or work beyond normal business hours as necessary.

Travel up to 3 weeks per month is expected.

Minimum Qualifications Needed:

Language Skills:

Ability to read, analyze, and interpret general business periodicals, professional journals, and/or government regulations in English.

Ability to write reports, business correspondence, and procedure manuals in English.

Ability to effectively present information and respond to questions from groups of Managers, Staff, clients, customers, and the general public in English.

Other Skills:

- Keen interest to learn new technologies or products application as needed by Division’s growth plan Good analytical skills. - - Ability to work independently Must be able to use a computer and such applications as Microsoft Windows, Word and Excel.

Experience and Education:

Bachelor's degree, preferably in chemical engineering, chemistry, polymer science from four-year College or university.
At least five years’ experience in sales and/or marketing positions in packaging, polymer, plastic, coatings or chemical industry.
Track record of success in leading teams and growth initiatives
Experience working in a global team and matrix organization a plus
Experience and success in “pull-through” sales a plus

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