Job Family Group:Sales and Business Development
JOB SUMMARYBold. Energetic. Ingenious. Genuine. These qualities best describe employees who work for Ingevity. We believe it takes extraordinary people to create extraordinary results. At Ingevity, we harness the bold spirit, innate curiosity and remarkable ingenuity of our people to develop innovations that purify, protect and enhance the world around us. Our products enable oil to flow better, crops to grow fuller, roads last longer, and ensure that the air we all breathe is cleaner.
Already a leader in markets in which we compete, we leverage our deep technical expertise and knowledge of our customers' industries to turn complex challenges into powerful possibilities and value-added solutions. We prize creativity and imagination and we're always looking for a better, smarter way of doing things. We know it takes the right people with the right attitude to achieve the improbable. People who understand that there is no challenge too big and no contribution too small. People with the ability to solve and the commitment to stay the course. People who work together to create meaningful impact and exponential results, for our customers and the world around us.
JOB RESPONSIBILITIESThe Americas Business Manager has overall responsibility for the allocated customers, located across Americas, and is accountable for establishing, managing, coordinating, and executing the sales plans. This includes delivering defined forecasts and achieving targets that are set in alignment with Sales Leadership.
The Americas Business Manager is responsible for all allocated customer accounts and driving account performance. The role requires a strong technical understanding of product applications, market dynamics, market segment trends, and the competitive landscape.
Working closely with Marketing, Commercial and New Business Development teams, the Business Manager is also accountable for identifying, developing, and driving new business opportunities. These opportunities will be consolidated and reviewed with the Business Unit through a structured and measurable opportunity review process.
The role will be home based with regular travel across Americas region to customers as well as travel to the head office in Warrington, UK. The role will report to the Global Sales Director.
Key DeliverablesTeam Management- Provide clear leadership, direction, and coaching to the sales team, ensuring they are equipped to deliver against revenue, margin, and strategic growth objectives.
- Set performance expectations, conduct regular performance reviews, and support professional development through targeted training, mentoring, and stretch opportunities.
- Foster a high-performance culture built on accountability, collaboration, and continuous improvement, ensuring team members operate effectively across regions and functions.
- Champion strong internal communication, ensuring the team is aligned with business priorities, market developments, and organisational goals.
- Support resource planning and recruitment to ensure the team has the right capabilities and capacity to deliver both short-term targets and long-term strategic initiatives.
Revenue, Margin & Profitability Performance- Oversee delivery of annual and quarterly targets for volume, margin, and account profitability across the managed portfolio, ensuring commercial objectives are consistently exceeded.
- Provide guidance on customer-specific pricing development, ensuring effective use of internal pricing tools and adherence to commercial strategy.
- Approve and support the negotiation and issuance of customer quotations.
- Lead the resolution of ongoing pricing queries in partnership with Customer Service and Commercial Operations.
Budgeting & Reporting- Direct and contribute to the annual sales budgeting process, ensuring alignment with broader business goals and market expectations.
- Review and validate timely, accurate monthly performance reports submitted by the team, ensuring insight-driven commentary and data integrity.
Account Management Leadership- Oversee the development of strong customer relationships across Americas, ensuring team members are culturally aware, adaptable, and effective during extensive regional travel.
- Ensure structured territory and account plans are in place, driving maximum value creation and full strategic coverage of assigned accounts.
- Review and challenge quarterly rolling forecasts to ensure accuracy and proactive planning.
- Working with the Global Key Account teams approve comprehensive account plans for key and target accounts, ensuring they include clear sales targets, acquisition strategies, profitability goals, activity schedules, and required resources.
- Monitor consistent execution of account plans to deliver sustained, profitable growth.
- Provide leadership and escalation support during complex customer negotiations, involving Sales, Commercial, and Marketing leadership where needed.
Customer & Market Insight- Guide customer engagement efforts to ensure deep understanding of product applications, customer challenges, and the value created by CAPA solutions.
- Translate key customer and market insights into actionable commercial strategies, ensuring effective communication across the wider organisation.
- Champion strong, trust-based customer relationships at senior levels.
- Oversee team participation in regional trade shows, ensuring high-quality customer meetings and market visibility.
- Provide leadership input into market analysis, segmentation, account share planning, and trend forecasting.
Cross-Functional Collaboration- Lead cross-functional alignment by coordinating meetings with technical, supply chain, leadership, and marketing teams to progress strategic customer opportunities.
- Support and enable joint customer calls to strengthen opportunity development and cross-functional problem solving.
- Ensure seamless communication across business areas so that customers receive world-class service, support, and responsiveness.
Opportunity Pipeline Ownership- Oversee the management of a robust portfolio of growth opportunities, ensuring accurate logging and progression within the CRM system, with a focus on maximising value from existing accounts.
- Provide coaching to ensure opportunity qualification, prioritisation, and advancement are executed rigorously and consistently.
Qualifications and Desired Skills - Science based degree or equivalent
- Experience in sales preferably in high performance B2B (Chemical) sales. Experience in Coatings or Adhesives markets would be advantageous.
- Effective sales experience including excellent communication, negotiation and presentation skills
What's in it for you:
- Career development opportunities - we are passionate about nurturing our internal talent, offering career progression.
- A market competitive salary
- Car allowance
- 27 days holiday, including bank holidays (increasing by 1 day every 5 years to a maximum of 32 days)
- Annual bonus (Short Term Incentive Plan - STIP) (dependent on the grade of the role and discretionary on business performance)
- A contributory Company Pension Plan
- Death in service benefit.
- Private Medical Insurance with access to a free confidential 24/7 GP Service
- Employee Assistance Programme, for you (and your family) with free access to legal services, medical services, and counselling.
- Cycle to Work Scheme, Tech Scheme and Home Scheme
- Discounted Gift Card Scheme.
- On-site subsidised canteen.
- Volunteering opportunities in the local community.
Reasonable Adjustments
We're an equal opportunities employer and want to ensure our recruitment process is accessible and inclusive for all, if you require reasonable adjustment(s) at any stage please let us know by emailing us at [redacted]
