Position Summary & Scope
Reporting to the Vice President of Performance Solutions, the Industrial Sales Manager is responsible for sales and gross margin growth of assigned segments, customers, and territories. You will have the opportunity to develop account strategies, manage key accounts and contribute to business strategy and financial success. This includes developing and executing key strategic account plans for the Performance Solutions' Industrial business while also developing new business growth that aligns with the long-term vision and strategy of the organization. This role will not have direct reports.
The role will be based out of a remote office supporting North America. It is essential to be near a major airport since travel is required to ensure presence with customers. To be successful in this role, we are seeking an individual with proven commercial excellence, value capture and the flexibility to travel extensively.
Essential Duties and Responsibilities
Create, manage, and attain sales and gross margin targets for the assigned accounts, specifically in Industrial markets such as, water treatment, CASE, Emulsion polymerization, Lubricants, polymer additives, rubber processing and other specialty applications.
Build and develop new and existing accounts and manage sales opportunities that align with business and account strategies. Heavy focus on generating new business opportunities with relentless determination and self-starter mentality.
Find and develop new leads for Industrial markets such as water treatment, CASE, Emulsion polymerization, Lubricants, polymer additives, rubber processing and other specialty applications.
Actively engage with the Vantage Commercial team to develop account strategies, create pre-call plans, follow-up with post-call reports and actively manage the opportunity funnel with the support of CRM.
Prepare call reports, forecasts and quarterly presentations for current or new business activity, new products, and other relevant marketing or competitive information
Develop, manage, and train distribution network where applicable and recommend changes to distribution network when necessary.
Provide feedback to the appropriate business functions regarding product performance, new customer or product opportunities and competitive intelligence including pricing data.
Assist accounting and customer service in collection activities.
Bring the voice of customers to other stakeholders within the business, i.e., R&D, Project Management, Supply Chain; and stay on top of trends to drive the business.
Attend Industry events & trade-show attendance / leadership within industry.
Possess a conversant understanding of relevant technical knowledge while staying informed about industry trends.
Resolve any issues and problems faced by customers and manage issues to drive Customer First strategy.
Utilize CRM to write customer call reports, document and foster opportunities, and maintain key customer information as part of a process focused sales development.
Note: The duties listed above are not all inclusive and may be subject to periodic updating or revision.
Education & Experience
Education:
Bachelor's degree in chemistry, chemical engineering, business or related sciences is preferred.
Experience:
At least 5 years of demonstrated relationship-building skills with key decision-makers in the non-ionics surfactants, alkoxylates or esters market. 7 to 10 years preferred.
Proven success and experience in sales and prospecting, specifically new business development within specific oxide (ethylene oxide, propylene oxide, alkoxylates and derivatives produced from these chemistries) or the ester (polyethylene glycol) markets.
Demonstrated ability to drive new business and overcome challenges.
Technical proficiency and knowledge in relevant industry.
Understanding of industry trends and the company's product portfolio.
Track record of successfully leading and executing high-impact sales initiatives.
Financial acumen with responsibility for EBITDA/OR CM.
Effective time management, prioritization, and decision-making skills.
Knowledge, Skills & Talents
Detail the specific competencies, attributes, and skills needed for success in this role. Provide a bullet-point list of desired qualities, such as technical skills, interpersonal abilities, and any unique talents relevant to the position.
Excels in achieving sales outcomes through principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration and sales techniques.
Capability to research, understand, and develop both current and prospective customers.
Strong planning, interpersonal, organizational, and time management skills.
Computer proficient and diligent in the use of common software / CRM to support sales/marketing and business activities including MS Office Suite; ability to conduct research via internet.
Showcases strong presentation skills, effectively communicating and selling ideas across all levels, while actively seeking and valuing input from others.
Aptitude to apply principles of logical or scientific thinking to a wide range of intellectual and practical problems and to deal with a variety of abstract and concrete variables.
Commands a credible and trusted presence, inspiring confidence and forging strong relationships with stakeholders, including customers and within the Vantage organization.
Embodies the highest ethical standards both personally and professionally, serving as a sterling ambassador for Vantage in the marketplace.
Working Conditions
Remote role; Willing and able to travel 30% - 50% of the time. Travel is a mix of day and overnight trips.
Pay and Benefits
The estimated base pay range for this position is: $120,000 - $180,000 annually. Actual pay will be determined based on education, certifications, experience, qualifications, skills, and geographic location. This position is eligible to participate in a short-term incentive program.
Vantage offers a comprehensive benefits package to eligible employees, including:
Medical, HSA, dental, vision
FSA (limited purpose, dependent care, and commuter/parking)
Life and AD&D insurance
Accident, hospital indemnity and critical illness insurance
Short- and long-term disability
EAP, identity theft protection
Paid time off, Parental Leave
401(k) with company match
Equal Employment Opportunity
Vantage is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any other protected category.
About Vantage
Vantage provides natural solutions to our customers' technical performance and marketing needs through a unique combination of chemistry, application expertise and service. Underpinned by our broad portfolio of formulations, ingredients and actives that are built on a backbone of sustainable oils, fats and their derivatives, Vantage targets selected markets and applications including personal care, food, surface treatment, agriculture, pharma, and consumer and industrial performance. Vantage is headquartered in Deerfield, IL., operates in 11 countries worldwide and employs more than 1,000 talented professionals focused on delivering exceptional customer experiences with every interaction.
We are a dynamic people-centered organization where you'll be part of a collaborative global team. Embracing our cultural diversity, we learn from each other to constantly improve, adapt and iterate. We value the voices and talents of our colleagues, empowering them to drive their unique ideas to completion. We're convinced that exceptionally motivated employees produce outstanding results and we celebrate them by fostering a culture of recognition, development, learning, excellence and shared achievement. Most importantly, we know you're going to like it here. For more information visit: vantagegrp.com or LinkedIn/vantage.
Vantage is a leading supplier of naturally derived specialty ingredients and formulations that cater to the evolving needs of industrial and consumer markets. Through our chemistries, our customer focus and our global footprint, we are Enabling Tomorrow's Solutions Today.
As a company on the move, you'll be working as part of a collaborative team and getting to know the cultural diversity of our world. We learn from each other to constantly improve, adapt and iterate. We value the voice and talent of our colleagues by empowering them to drive their unique ideas to completion. We're convinced that exceptionally motivated employees produce outstanding results. Most importantly, we know you're going to like it here.
