Company: Methacrylates
Job Description: Plan, organize and direct Mitsubishi Chemical Group (MCG) Methacrylates Division's comprehensive national and international account relationships and strategic business development with Monomers customers, to achieve the business' planned operating margin contribution targets.
PRINCIPAL ACCOUNTABILITIES:
Create, build, and maintain strong relationships with Monomers customers at all organizational levels (Senior Management/Ownership, VP's, Directors, Managers) and across multiple functions (Procurement, Commercial, Manufacturing, Technical) to achieve MCG's sales and financial objectives.
- Manage 15-20 key accounts and 40-60 accounts in total to deliver business financial plan in each assigned territory.
- Approximately 40% of key accounts are global in nature doing business in more than one region requiring coordination with MCG-UK & MCC-Asia sales organizations.
- Build and maintain strong customer relationships at multiple levels including senior management (Owners/CEO/President/VP Procurement, etc.).
- Contribute market intelligence and market information to support business decisions to ultimately meet or exceed financial targets
Manage customer contract negotiations, consistent with MCG Methacrylate's contract protocol, to deliver Monomers Annual Plan financial objectives. This includes developing contract negotiation strategy, gathering competitive intelligence, coordinating financial team analysis, gaining Monomers business approval, writing contract briefs to support the business case to senior management, and consulting with MCG corporate legal counsel.
- Negotiate and draft contracts following MCG Methacrylates' Contract Protocol standards and template. Create Board Brief, Financial Review and Board Papers consistent with delegation of authority limits per the agreed Business protocols.
- Negotiate pricing on a monthly basis across approximately 30% of the volume, representing approximately 70% of the accounts.
- Promptly resolve customer issues and complaints, post investigation of root causes and development of corrective actions which are promptly communicated to the customer. The resolution process will involve collaboration and support from various team members including Product Stewardship, Supply Chain & Logistics, S&OP, Manufacturing, etc.
- Provide Monomer business updates on the selling activities through call reports in Salesforce CRM system, monthly reports to business, sales meetings, and TEAMS videoconferences, etc.
- Must develop a high degree of expertise with Salesforce.com functionality, both existing and future upgrades as implemented by MCG Methacrylates' business.
- Must develop a high degree of expertise with Qlik Analytics Services, Power BI, and other present/future digital sales and territory management tools.
- Must have a high degree of expertise with Microsoft Office applications (Outlook, Excel, PowerPoint, Word)
- Formal writing and excellent presentation skills are required. (Written proposals to high level executives, presentations to top management levels internally and externally, etc.)
Identify, pursue and develop new customers and new business opportunities to achieve Monomers Annual Plan and growth objectives.
- Strong focus on the coatings segment of customers as the largest and fastest growing customer segment, and on other specialty segments.
Develop and present business/sales strategies to MCG Methacrylates' Business Team in support of building AP budget plan.
- Using MCG's model for strategic customer development, work with target accounts to cooperatively find and/or develop areas of mutual benefit and growth that enhance the strategic relationship between our companies.
- Develop and maintain Key Account Plans for top customers.
- Develop volume, price, and operate margin mitigation strategies to secure or surpass financial objectives of the territory.
Create and direct cross-functional teams and projects (Technical, Logistics, Customer Service, Financial, Legal, Business Management) as needed to deliver exceptional service and added value to customers, and to deliver high-quality special project results for the Monomer business.
Collect and distribute key market intelligence including customer insights/data, application information, competitive activities, industry trends, etc., to keep business management informed about territory activities.
- Develop and maintain knowledge of customers, product applications and market segments that support sales & marketing of MCG monomers (MMA, MAA, nBMA, iBMA, and any others as appropriate).
- Provide accurate information to the business about the market, competitors, and our customers.
KNOWLEDGE/ EXPERIENCE/SKILLS:
- Bachelor's degree in business or technical field with a minimum of 8-10 years of sales experience.
- Extensive experience selling into the Commodity Chemical or Polymer industries.
- Strong business acumen to include economics, chemical processes, and global chemical industry cost drivers.
- Strong interpersonal and negotiating skills required.
- Experience selling at the highest levels of customer organizations (Owners, Presidents, Vice Presidents, and Purchasing Directors) preferred.
- In depth, knowledge of supply chain and major raw material markets and costs is essential.
- Procurement experience is preferred.
- Experience in CRM and ERP systems required.
- Sound understanding of the legal aspects of the buy/sell relationship.
The salary range for this position is $163,100-$172,100. Factors such as scope and responsibilities of the position, candidate's work experience, education/training, job-related skills, internal peer equity, as well as market and business considerations may influence base pay offered. This salary will be subject to a geographic adjustment (according to a specific city and state), if an authorization is granted to work outside of the location listed in this posting.
Mitsubishi Chemical Group (MCGC) and any of our subsidiaries do not accept unsolicited resumes from individual recruiters or third-party agencies. No fee will be paid to third parties who submit unsolicited candidates directly to our hiring managers or HR team. No placement fees will be paid to any firm unless specifically invited on the search by the MCGC Talent Acquisition team and such candidate was submitted to the MCGC Talent Acquisition Team via our Applicant Tracking System.
