Job type: Full-Time

Travel: Up to 50%

The Sales Manager, Performance Coatings & Specialty Additives is responsible for leading a team of Account Managers to drive revenue growth, market expansion, and customer engagement across the paints, coatings, inks, and related specialty materials markets. This role develops and executes regional and national sales strategies, builds high-performing customer-focused teams, and ensures the successful commercialization of specialty additive technologies including hyperdispersants, surface modifiers, and other performance-enhancing chemistries.

The Sales Manager serves as a strategic business leader, partnering closely with Technical, R&D, Product Management, Marketing, and Operations teams to identify growth opportunities, strengthen customer relationships, and expand into adjacent markets and emerging technologies. The position is accountable for achieving sales targets, developing talent, and driving profitable growth across the business portfolio.

How You'll Make an Impact

Sales Leadership & Performance Management

• Lead, coach, and develop a team of Account Managers to achieve sales, profitability, and growth objectives.
• Establish performance expectations, sales goals, and development plans while fostering a culture of accountability, collaboration, and customer focus.
• Conduct performance reviews, territory assessments, and pipeline reviews to drive individual and team success.

Commercial Strategy & Business Growth

• Develop and execute sales strategies aligned with business objectives, revenue targets, and market priorities.
• Identify and pursue opportunities within existing accounts, new customers, adjacent markets, and emerging applications.
• Analyze market trends, customer needs, and competitive dynamics to optimize growth strategies and expand market presence.

Customer & Commercial Management

• Build and maintain executive-level customer relationships and support strategic account planning activities.
• Lead or support complex customer negotiations, commercial agreements, pricing strategies, and contract renewals.
• Ensure exceptional customer experience while balancing customer needs with company growth and profitability objectives.

Product Commercialization & Cross-Functional Collaboration

• Partner with R&D, Technical Service, Product Management, Marketing, and Operations to deliver customer-focused solutions and support business objectives.
• Drive the successful commercialization and adoption of specialty additive technologies, including new product introductions.
• Ensure the sales team effectively communicates technical value propositions and market differentiation.

Business Insights & Industry Leadership

• Monitor sales performance, forecasts, pipeline activity, market intelligence, and financial results to drive informed decision-making.
• Provide business updates and actionable insights to leadership, identifying risks and growth opportunities.
• Represent the company at customer meetings, trade shows, industry associations, and professional events to strengthen market presence and industry relationships.

Required Qualifications that Enable Your Success

• Bachelor's degree in Chemistry, Chemical Engineering, Business, Marketing, or a related field required.
• MBA or other advanced business degree preferred.
• Minimum of 8 years of progressive sales, account management, or business development experience within the paints, coatings, inks, specialty chemicals, or related industries.
• Minimum of 3 years of people leadership experience, including coaching, performance management, and talent development.
• Demonstrated success leading sales teams and delivering sustained revenue growth.
• Strong understanding of specialty additives, including hyperdispersants, surface modifiers, and performance-enhancing technologies.
• Experience identifying and commercializing opportunities in adjacent markets and emerging applications.

Knowledge, Skills & Abilities

• Proven leadership and team development capabilities.
• Strong strategic planning, business acumen, and commercial decision-making skills.
• Excellent communication, presentation, negotiation, and influencing abilities.
• Ability to build executive-level customer relationships and manage complex sales cycles.
• Strong technical aptitude and ability to translate technical solutions into business value.
• Data-driven approach to sales management, forecasting, and business analysis.
• Self-motivated, results-oriented, and capable of leading through change.

Your Work Environment

At Lubrizol, we're committed to providing a safe, inclusive, and empowering environment where you can do your best work-whether in a lab, on the production floor, or in a hybrid office setting. Depending on your role, your work environment may include:

• Standing, walking, or operating equipment for extended periods.
• Working in a lab or manufacturing setting with appropriate PPE provided.
• Use of computers and digital tools in an office or hybrid environment.
• Occasional lifting or movement of materials.
• Adherence to rigorous safety protocols and ergonomic standards.

We continuously invest in our facilities and technologies to ensure they support your well-being, productivity, and growth. If you require reasonable accommodation, we are committed to working with you to ensure an inclusive and accessible experience.

Benefits that Empower You

• Competitive salary with performance-based bonus plans
• 401(k) match + Age-Weighted Defined Contribution
• Comprehensive medical, dental & vision coverage
• Health Savings Account (HSA)
• Paid holidays, vacation, and parental leave
• Flexible work environment
• Learning and development opportunities
• Career and professional growth
• Inclusive culture and vibrant community engagement
  Learn more at benefits.lubrizol.com!

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