Sales Manager Malaysia

Job Description Summary

This position will be responsible to create and to develop business relationships with existing and new customers to maintain and grow a sustainable and profitable business. This position will also be responsible for managing our distributors in developing growth plans and ensuring objectives are met.

The purpose of this position is to :

Maintain and grow a sustainable and profitable business with customers in the area

Manage distributors in the area

Identify and deliver on NBO’s (New Business Opportunities)

Job Description

Key Responsibilities

Ad 1. Maintain and grow a sustainable and profitable business with customers

Create and develop business relationships with our current and potential customers and key accounts. Grow our customer contact network at all required levels and disciplines and strengthen relationships

Develop and implement specific sales strategies, account growth plans and regional sales plan to meet and exceed budget. Set and deliver on the growth targets (targets for volume, revenue and margin, milestones), monitorprogress and communicate proactively forecast and deviations

Ensure our products and technologies are understood by the customer and business and technical issues are solved. Work closely with Production, Technology, Marketing, Customer service and Supply Chain and ensure that goals are aligned while providing best possible solution to customers

To represent the Company on its products and technologies to customers and distributor(s). This includes the ability to negotiate pricing on behalf of the Company, within established guidelines

Ensure that contribution margin and operating profit results are achieved

Proactively provide analyses and recommendations on performance to the management to enable maximization of the sales, contribution margin and operating profit

Analyze, report and present market, competition, technology and customer insights and business intelligence

Ensure that customer information, meetings and agreements are recorded properly, in time, in full, in the agreed formats and systems

Ad 2. Manage Distributors

Select and manage distributors according to the global framework and guidelines

Establish growth targets and sales plans with and for the distributor and ensure objectives are met

Ensure our products and technologies are understood by the distributor and the distributor promotes and sells according to our interests

Maintain good relationships with multiple contacts within each distributor’s organization

Ensure that other employees and functions are aligned and delivering

Measure performance according to distributors scorecard

Report on progress, communicate deviations and potential set backs, propose plans to overcome

Ad 3. Identify and deliver on NBOs

Develop a robust list of new business opportunities (NBO’s) for individual direct accounts

Follow-up on new leads on a timely basis

Assess, clarify and validate customer needs on an ongoing basis

Identify and develop new business opportunities at existing and new customers

Obtain and evaluate feedback on samples and technologies on a regular basis

Identify NBO’s : uncover and quantify growth opportunities (and risks) for Elementis products to drive profitable growth for Elementis, together with Marketing, Technical Sales and Technical Service

Plan : create a plan to realize new business opportunities that were identified

Investment opportunities : creates and presents business cases for opportunities identified

Additional Job Description

Bachelor or Master’s degree in Chemistry, Chemical Engineering, Sales, Business Development or similar or equivalent

Minimum of 8years experience in B2B sales to the Coatings industry

Good knowledge of and experience in the Coatings industry,

Proven track record in developing and growing business, ability to drive sales process from plan to close.

Stronginterpersonal skills, communication, negotiation and presentation skills

Excellent in English, local language is a pre

Technically savy with office software and CRM systems