Regional Sales Manager

Job Family Group:

Sales and Business Development

Overview

Bold. Energetic. Ingenious.**Genuine.** These qualities best describe employees who work for Ingevity. We believe it takes extraordinary people to create extraordinary results.

At Ingevity, we harness the bold spirit, innate curiosity and remarkable ingenuity of our people to develop innovations that purify, protect and enhance the world around us. Our products enable oil to flow better, crops to grow fuller, roads last longer, and ensure that the air we all breathe is cleaner.

Already a leader in markets in which we compete, we leverage our deep technical expertise and knowledge of our customers' industries to turn complex challenges into powerful possibilities and value-added solutions. We prize creativity and imagination and we're always looking for a better, smarter way of doing things.

We know it takes the right people with the right attitude to achieve the improbable. People who understand that there is no challenge too big and no contribution too small. People with the ability to solve and the commitment to stay the course. People who work together to create meaningful impact and exponential results, for our customers and the world around us. Our people are our most valued asset, and the foundation of our success. Interested? We thought you might be, and we're so glad!

The Regional Sales Manager has the overall responsibility in their defined territory to establish, manage, coordinate and execute the sales budget with defined forecasts and targets set in cooperation and agreement with the Sales Director for the geographical region. They will be expected to assist in executing a market segment review of their territory to establish, manage, coordinate and execute in line with targets set by Sales Management, the BU Managers and VP Marketing.

The Regional Sales Manager is responsible for all customer accounts in their defined territory and for leading and driving key customer relationships. They should also have a technical understanding of product applications, markets and market segment trends as well as the competitive situation in their territories and master region. Additionally, they are responsible for developing and driving new business creation in conjunction with leadership from the Sales Director in the region. These opportunities will be collated and reviewed together with the BU in a measurable opportunity review process.

How you will impact Ingevity:

• Maximize margin and profitability at each assigned customer.

• Manage sales activities and resources within defined region, and drive the sales process, including price quotes as defined by BU / Sales Management.

• Negotiate and close contracts with defined input from the BU and Sales Management.

• Lead and coordinate appropriate technical meetings with target customers to include arranging important joint calls with marketing and technical colleagues to move business opportunities forward.

• Develop understanding of customers' demand for products relevant to Ingevity and continuously monitor expected developments in usage and plans with potential strategic implications for Ingevity and communicate to Business / Sales Management.

• Participate, assist in coordinating and leading regional trade shows to include customer meetings and entertainment.

• Ensure efficient territory planning to effectively cover the assigned region in keeping fixed costs in line.

• Follow-up on all samples in given territory and populate opportunity pipeline for key business areas. Maintain ownership of accounts added to the pipeline and move the leads forward to buying accounts.

• Provide timely on agreed customer prices and validity to CSO to ensure smooth processing of orders.

• Provide input on development of sales strategy, customer account share plans, market action plans and target customers, market segmentation, market information / business trends.

• Develop annual sales budget for all relevant Business Areas in line with business targets.

• Maintain a quarterly rolling forecast for assigned territory.

• Develop account plans for key accounts and target accounts, keep those plans updated on a quarterly basis and execute these plans in assigned region. The plans will include: detailed sales targets, customer acquisition strategies, customer profitability targets, planned activities and resource requirements needed to be successful.

• Coordinate discussions within and across Business Areas and other functional organizations to effectively serve customers.

• Provide a monthly report to include sales details on top 10 accounts and key market segments. This report will include MC Actual versus Budget, Sales Volume versus budget and actual YTD sales versus budget.

• Provide input to traditional marketing tasks (e.g. offerings development, customer segmentation, pricing, margin management, market intelligence, marketing / promotion materials).

• Provide agreed customer prices and validity to CSO quickly so they can process orders on time.

• Participate in internal meetings and working groups as required.

What you need to succeed:

• BSc in Chemical Engineering or equivalent university degree

• Minimum 5 years in chemical sales

• Language knowledge of the region of operation

• Knowledge of management system

• Effective sales experience including excellent communication, negotiation and presentation skills

Ingevity is an Equal Opportunity Employer, Minorities/Women/Veterans/Disabled.

Recruiting Agencies: Ingevity does not accept unsolicited resumes and therefore, will not be responsible for any fees associated with unsolicited resumes.