Sales Representative - Personal Care North America

Elementis is a global specialty chemical company, with 1,300 employees operating 17 manufacturing sites across the globe. At Elementis, we bring a distinctive combination of expertise, innovation, and teamwork to every formulation challenge. We create high-value specialty additives that enhance the performance of our customers' products and make a positive change in the world. Combining our leading positions in the science of materials flow, surface modification, and formulation with access to unique natural materials, Elementis delivers unique chemistry, sustainable solutions to customers in a wide range of markets, including cosmetics, anti-perspirants, decorative and industrial coatings, automotive and ceramics.

Job Description Summary

Job Description

Key Responsibilities

Ad 1. Deliver on territory growth and expand customer base in North America

• Oversee and expand the customer base within the given territory
• Manage existing accounts and evaluate adjustments in the route to market to ensure growth targets are successfully achieved
• Develop and implement strategies to expand the current customer base
• Build and maintain strong relationships with key contacts at existing and new accounts
• Identify and pursue new business opportunities at current and new accounts
• Input, track and monitor sales and NBOs in internal systems to help achieve growth targets

Ad 2. Manage Regional Accounts and Distribution in stated territory

• Deliver presentations to customers and distributors utilizing technical terminology with a basic understanding of rheology
• Partner with Technical Team and Distribution to visit customers, provide after-sales support, answer basic technical questions, help manage existing customers and ensure they stay satisfied and positive
• Develop and Manage Strategies for Distribution and Regional Accounts.
• On request make presentations or training on solutions, products, technologies and services that meet or predict the customer's future needs, either at customers, trade shows or other events
• Facilitate complaints into the internal complaint system to help manage, assess, and communicate resolution internally and the corrective action externally.
• Proactively provide analyses and accurate product recommendations to increase sales
• Apply knowledge, expertise, experience and network to make the sales team successful
• Have clear understanding of Personal Care formulations and raw materials with ability to support the sales team and customers. Color Cosmetics, Skin Care and Sun Care are a plus.
• Find Gaps and Opportunities to improve relationshis and grow business.

Ad 3. Develop and enhance technical relationships with current and new customers

• Arrange meetings with technical and R&D teams at customers to understand their goals and objectives in support of their strategic direction; while introducing the Elementis value proposition to better support their plans.
• Work with others within Elementis to deliver proposals that speaks to the prospect's needs, concerns, and objectives
• Utilize Marketing materials to focus on promoting features/benefits and value proposition of the products and how to sell them in the market place
• Provide full and clear focus on the defined platforms and strategic products
• Initiate development and support the conversion of the prospect into a customer
• Collaborate with technology, marketing, product stewardship and sales to ensure that requirements are timely met
• Regularly analyse and report on plans, progress and achieved new business

Ad 4. Identify and line-up New Business Opportunities

• Network and promote Elementis within industry, emphasize unique qualities and address needs of potential customers
• Contribute to a long term plan: which new markets, channels, regions, prospects, technologies, products, applications to target, including success rate, timing, required resources, financial investment and quantifiable gains
• Network and influence: establish trust and credibility from management and potential customers, present to management and other functions on business trends with a view to developing new services, products, and distribution channels.
• Research prospective accounts in targeted markets, identify decision makers, build relationships on various levels, plan persuasive approaches and pitches
• Connect internal technical resources and customer needs to facilitate new project development and to help implementation of sales and marketing initiatives

Ad 5. Co-lead new product launches and other projects

• Support new product launches to the market by partnering with the Technical Team
• Ensure a smooth and complete handover of a new product to the regular sales organization
• Work closely with Technology, technical service and marketing on new product ideas, pipelines and commercialization
• Lead and/or participate in (multifunctional) projects for PC
• Identify and resolve issues, take corrective actions
• Drive, coordinate and track deadlines, deliverables, resources and timelines throughout the project and against the project plan
• Evaluate projects with customers, identify and analyze lessons learned
• Ensure proper (customer) project closeout and provide for plan to transition to daily operations which includes documentation, training, organizational readiness
• Apply success learnings to other regions and clients

Ad 6. Market research current and potential products, customers, distributors and market segments

• Conduct research, network and understand the trends, markets, customers, competitors, products, technologies, applications, contacts, value proposition, and company capabilities
• Provide market/customer feedback on our competition; product performance gaps; pricing issues; etc. to marketing and commercial leaders.
• Develop and maintain awareness of changes in market characteristics which could impact strategic plans, including technology changes, competitive activity, etc
• Analyze, report and present market and customer insights, ensure that information is recorded properly, in time, in full, and transferred and accessible to others
• Actively engage in sharing of product ideas to the Technical, Marketing and Sales Teams

Additional Job Description

Job Competencies

Manages ambiguity: Operating effectively, even when ways of working and path forward is not clearly defined is strategic for the position.

Strategic mindset: Having a strategic mindset enables you to align your work with business objectives, take proactive approach to your responsibilities, prioritize tasks effectively, and make informed decisions.

Communicates effectively: Effective communication enables you to articulate the strategic goals both internally and externally to ensure everyone is aligned, this in return helps to facilitate collaboration within and across the teams.

Plan and align: Planning and aligning to execute is essential for managing multiple tasks efficiently. It enables you to allocate your time effectively, ensure timelines are met, execute with precision, maximize productivity, and achieve desired outcomes.

Collaboration: Effective collaboration ensures you can harness the collective expertise and support of various stakeholders including Supply Chain, Marketing, Finance and other cross functional teams.

Technical Knowledge and Skills

• Strong knowledge of the Personal Care field is a plus
• Strong ability to plan, prioritize, and realize (long) term goals and needs
• Demonstrate strong organizational skills with a successful record to develop a broad set of relationships, to work collaboratively and to succeed in a dynamic and challenging environment
• Demonstrated project management skills with a success record to develop a broad set of relationships, to work collaboratively and to succeed in a dynamic and challenging environment
• Strong interpersonal skills, networking, communication and presentation skills
• Experience with managing customer focused projects and providing technical solutions
• Strong analytical skills, planning, prioritizing and realizing (long)term goals
• Effective and skillful presentation skills utilizing technical terminology

Leadership Skills

• Shows dedication and passion, is self-starter, has high enthusiasm
• Is influential, engages, creates buy-in for ideas and motivates others
• Drives high performance, delivers on commitments
• Leads others through change and is able to deal with resistance
• Ability to prioritize and multi task in high-pressure, changing environment
• Motivated by achieving results for the company through a sales team, rather than by direct, tangible results as individual

Position Requirements

• Education: Bachelor or Master Degree - Chemistry, Chemical Engineering, Biochemistry or equivalent a plus. Marketing or Business Degree is acceptable but must be a quick learner on the Elementis Technologies
• Experience: Minimum of 3 years in a sales focused role
• IT Skills: Intermediate computer software capabilities like MS Office. Sales Force and Tableau are a plus
• Language Skills: English with Spanish (a plus)
• Working arrangements: minimum 1 day a week in the office
• Traveling required: The position requires regular domestic travel and occasional international travel

As an Equal Opportunity Employer, Elementis does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship or other category protected by federal, state or local laws.

If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at NA.Accomodations@elementis.com. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application status. EEOC Poster