Territory Manager in Hoffman Estates, IL

$100K - $150K(Ladders Estimates)

Tate & Lyle   •  

Hoffman Estates, IL 60179

Industry: Food & Beverages

  •  

5 - 7 years

Posted 54 days ago

This position requires an experienced technical sales professional who possesses a deep knowledge of the paper and pulp industry. This role provides technical sales coverage in the Southeast region of the US with a primary focus on paper accounts selling our full range of starches. The successful candidate will have a proven track record of developing and maintaining deep customer relationships and strong internal partnerships to deliver results. This role must reside in the region or be willing to relocate.

KEY RESPONSIBILITIES AND ACCOUNTABILITIES:

  • Operate as a fully engaged safety champion
  • Develop and execute account plans focused on growth strategy and manage the opportunity pipeline
  • Develops relationships with key players from the clients operation team, product development, supply chain, procurement and other key contacts
  • Develop growth strategy and manage the opportunity pipeline
  • Work collaboratively with Product Line Managers to bring opportunities and growth to the Industrial Starch product line
  • Account Management, Service and Engineering for existing business
  • Proactively provide custom solutions involving Tate & Lyle products and services
  • Report concise information about trends, technical properties and Tate & Lyle solutions
  • Managing a sales plan and extracting accurate forecasts from customers
  • Approximately 50 to 70% travel required

Key Performance Indicators

  • Volume based contract compliance and total contribution margin generated on a fiscal year basis
  • Account Engagement, including call frequency and quality call reporting
  • Contracting targets including volume growth and target pricing
  • Account Management including quality account plans and forecast accuracy
  • Management and growth of opportunity pipeline, including movement of projects through the sales funnel and ultimately to completion
  • System utilization (BW, Prime, SFDC, SAP)

Required Skills

  • Excellent probing and investigative skills
  • Ability to work with minimal supervision yet stay focused
  • Proven ability to build rapport and develop collaborative working relationships with clients and allied suppliers
  • Unquestioned integrity – ability to influence without authority
  • Outstanding written and verbal communication skills, with the ability to communicate with a wide range of people
  • Highly organized, capable of managing multiple and challenging assignments concurrently; and to move swiftly and decisively, but collaboratively
  • Demonstrated ability to communicate customer needs and market insights to internal departments
  • Experience interacting with cross-functional teams on the customer side
  • Strong Excel, Power Point, Word, SFDC and SAP skills required

Qualifications

  • BS in Chemical or Mechanical Engineering, Paper Science or related field required
  • Minimum of 5 years of technical selling experience in the paper industry
  • Technical understanding of starch chemistry is preferred
  • Ability to prepare and successfully deliver value proposals
  • Willingness to travel


Valid Through: 2019-9-20