The Territory Manager is accountable for commercial performance and customer growth across an assigned geographic territory. The role protects and expands existing business, develops profitable new opportunities and delivers revenue, margin and profitability commitments. Success requires strong customer relationships, sound commercial judgment and disciplined execution across the territory.
Targeted Outcomes- Deliver Americas territory revenue, volume, margin and profitability commitments for Intermediate Chemicals.
- Retain and grow existing business and increase customer penetration.
- Develop and convert a qualified pipeline of profitable new business.
- Maintain accurate customer forecasts; Early identification of customer, market and competitive risks.
- Build strong customer relationships and position Ascend as a valued commercial and technical partner.
- Build strong relationships with internal functional partners to execute on customer and commercial commitments.
ResponsibilitiesTerritory and Customer Development- Develop and execute a territory plan aligned with business and segment priorities.
- Prioritize customers and prospects based on value, growth potential and strategic importance.
- Build relationships with customer decision makers, purchasing organizations and manufacturing stakeholders.
- Understand customer needs, applications, buying processes and competitive alternatives.
- Identify, develop and convert opportunities across Ascend's Intermediate Chemicals portfolio.
- Serve as the primary commercial contact for assigned customers and prospects.
- Coordinate with Key Account Managers on strategic or global accounts within the territory.
Commercial Execution- Manage territory revenue, volume, margin and profitability within established business guidelines.
- Lead pricing discussions and commercial negotiations and escalate significant exceptions appropriately.
- Maintain a disciplined opportunity pipeline and accurate forecasts, including value, probability, timing, ownership and next actions.
- Balance customer needs with Ascend's profitability, financial objectives and strategic priorities.
- Maintain accurate customer, pricing, opportunity and forecast information in internal systems.
- Drive timely follow-through on customer commitments and commercial priorities.
- Participate in territory reviews and global business segment reviews.
Team and InteractionsReports to: Global Segment Leader Intermediate Chemicals
- Works with Key Account Managers, Product Management, Customer Service, Supply Chain, Operations, Quality, Finance, Legal and other internal partners to address customer needs and deliver commercial commitments.
- Maintains relationships with customer decision makers and commercial and functional stakeholders throughout the assigned territory.
Required Experience- Bachelor's degree; Engineering, Chemicals or Business related degree preferred.
- Greater than 10 years of professional experience, including at least 8 years in business-to-business sales or commercial roles.
- At least five years managing a territory with responsibility for approximately $50 million or more in revenue.
- Proven success in chemicals or related industrial markets, preferably with a multinational company.
- Experience with customer development, territory planning, pricing, contract negotiations, forecasting and financial performance management.
- Strong proficiency in Microsoft Excel and PowerPoint. Proficiency in SAP and Microsoft Dynamics 365 CRM preferred.
Preferred experience includes managing a territory exceeding $100 million in revenue, selling chemical products, and working with intermediate and specialty chemical customers or applications.
Required Skills- Commercial judgment, including: pricing, profitability, customer forecasting and financial performance indicators.
- Customer development, prospecting, selling, negotiation and relationship management.
- Ability to identify profitable opportunities and convert them into business.
- Ability to influence within a matrixed organization and communicate effectively with customers and internal partners.
- Strong prioritization, ownership, follow-through and project-management skills.
Preferred experience includes strategic analysis tools, project management and process-improvement methods or sales-excellence practices.
At Ascend Performance Materials, we value transparency and fairness in our hiring process. We do not accept unsolicited resumes from third-party recruiters, search firms, or staffing agencies. Any resumes received from such entities will be considered the property of Ascend Performance Materials, and we will not be obligated to pay any fees for such submissions. Our Talent Acquisition Team actively engages with preferred recruitment partners who have established agreements with us. We encourage all interested candidates to apply directly through our official channels to be considered for any open positions.
