Chemical - Research and Development, Chemical Engineering
Michelman is a global developer and manufacturer of environmentally friendly advanced materials for industry, offering solutions for the coatings, printing & packaging and industrial manufacturing markets. The company’s surface modifiers, additives and polymers are used by leading manufacturers around the world to enhance performance attributes and add value in applications including wood and floor care products, metal and industrial coatings, paints, varnishes, inks, fibers and composites. Michelman is also well-known as an innovator in the development of barrier and functional coatings, as well as digital printing press primers that are used in the production of consumer and industrial packaging and paper products, labels, and commercially printed materials. Michelman serves its customers with production facilities in North America, Europe and Asia, product development and technical service centers in several major global markets, and a worldwide team of highly trained business development personnel.
This dynamic role will help drive sales growth into the printing & packaging industries. You will collaborate with research chemists and business development to develop novel solutions to technical problems in this industry. You will have an innate curiosity to understand their customers’ business challenges, structure and industry value chain and will find opportunities to leverage Michelman’s expertise to develop and sell technical solutions. You will also enjoy achieving these goals in a collaborative and fast-paced environment, with goals and objectives that are aligned with the business plan.
Currently, we have a great opportunity available for a Regional Sales Director for our Printing & Packaging Group, which can be performed remotely, working from a home office. You will report to the Vice President & Managing Director for the Americas and will be responsible for leading the financial success and profitable sales growth to meet aggressive organizational objectives.
The Regional Sales Director will:
Live and lead by our Values & Behaviors
Lead and engage a team of remote Key Account Managers, Territory Sales Managers and Inside Sales Representatives.
Establish individual sales and performance targets for sales associates to ensure achievement of Annual Sales Plan. Monitor associate performance; Provide feedback (positive and improvement-oriented), training, coaching and support for associate’s personal development plans and goals.
Conduct key account and customer reviews on a periodic basis. Review customer account strategies and monitor progress and areas of concern. Intervene in account or project or with customer, as required.
Participate in sales calls with Territory Sales Managers and Business Development Managers to assist with challenging accounts or projects, stay up-to-date with market issues and provide coaching to Territory Sales Managers.
Maintain appropriate staffing levels by recruiting, selecting, orienting, training and engaging associates.
Review and approve pricing policies and strategies, as appropriate, to support the overall sales strategy.
Work closely with marketing to launch new products, voice of customer initiatives, and innovation dialogues
Monitor use of sales tools by direct reports and ensure timely maintenance of customer, sales and project information and appropriate use of tools, in accordance with established processes.
Prepare various reports, including forecasting, for area of responsibility.
Ensure sales and product development pipeline is sufficiently robust to achieve targeted growth rates.
Ensure Territory Sales Managers follow up on leads generated and tracked through inside sales, in accordance with established program, and provide appropriate feedback regarding disposition.
Maintain professional, technical and leadership knowledge by attending educational workshops, reviewing professional publications, establishing personal network and participating in professional societies.
Assist colleagues with questions/issues within your area of expertise/responsibility.
Perform other duties, as assigned or required.
Collaborate effectively within a highly matrixed global environment
Bachelor’s degree in a technical field or equivalent experience; Master’s preferred
7 years’ experience successful selling in the printing & packaging industries
3 years’ leadership experience
Experience leading and/or managing others effectively, including motivational skills, coaching & relationship building
Understanding of relevant industry(s) – market, competitors, large customer opportunities
Ability to solve problems
Effective sales and negotiation skills
Ability to collaborate with external and internal teams
Strong interpersonal skills including verbal communication and written communication
Significant travel by car and plane to support Territory Managers & visit a diverse base of customers
Able to perform job duties at remote locations including industrial sites, chemical facilities, customer centers, and other locations.
We are proud of our unique work environment. We drive business growth through our commitment to our values of integrity, respect, success, curiosity, collaboration and giving. We live these values each and every day and encourage our team members to do the same. Our environment encourages and embraces the respectful sharing of ideas and different opinions, challenging the “status quo” and taking ownership of solving business challenges. Selected candidate will have a rigorous onboarding experience with a continued commitment to technical and professional development. We offer an excellent salary, incentive and benefits package in a progressive, empowered team environment.
No phone calls please. Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.
Michelman is a global developer of water-based barrier and functional coatings for flexible film packaging, paperboard and corrugated cartons; and water-based surface modifiers, additives and polymers for numerous industries including wood care, industrial coatings, inks, fibers, composites and construction products. Michelman services its multinational and regional customers with production faci...lities in the United States, Europe and Singapore, and a worldwide network of highly trained field technical support personnel.