What are the responsibilities and job description for the Sales & Market Development Manager - Fuel and Lubricant Additives position at Aurorium?
Sales & Market Development Manager - Fuel and Lubricant Additives
VN491
Sales
Remote
Full-Time
Aurorium is the materials innovation partner that helps global manufacturers harness the power of possibility to make the world a better place. Their specialty ingredients and high-performance materials enhance quality of life, support health and wellness, and enable customers to deliver value-added solutions.
Key industries served include healthcare, personal & home care, mobility, infrastructure, and paper & packaging. A Responsible Care company, Aurorium follows the highest regulatory standards across all manufacturing facilities. The company's global integrated supply chain offers the customer product consistency, easy access, supply security, and reasonable turnaround on delivery. Aurorium is committed to operating at the highest levels of manufacturing consistency, quality control, and safety.
Aurorium is seeking a Sales and Market Development Manager to drive growth in our Fuel and Lubricant Additives business across the Americas. This position reports to the Global Sales Director and works closely with Marketing Managers and the General Manager.
The Sales and Market Development Manager partners closely with customers to execute all aspects of the sales and market development strategy, with a primary focus on accelerating growth within Aurorium's Fuel and Lubricant Additive product lines. This role is responsible for advancing market development initiatives, clearly communicating and delivering value propositions, and generating new business through a strong understanding of relevant markets and customer needs.
Key responsibilities include prospecting and developing new accounts, building relationships with multiple stakeholders within customer organizations, and maintaining a high level of customer engagement. The role also involves leading cross-functional teams to execute growth initiatives, identifying new market opportunities and product applications, and applying consultative questioning techniques to gain deep insights into customers' businesses and uncover sources of value.
Role Specific Responsibilities:
Manages a portfolio of Fuel and Lubricant Additive manufacturers and brands globally with a focus on the Americas
Consistently delivers on monthly and quarterly AOP (Annual Operating Plan) targets of volume, revenue, and profitability
Develops and executes strategic account plans for major customers and communicates Aurorium value propositions aimed at developing new business
Manages selected distributors within the territory
Continually identify growth areas for the assigned product areas
Works closely with customers to manage developmental projects from initial formulation development to product and ingredient registration to commercial launch
Acts as a liaison between the customer and Aurorium field marketing and technical support
Builds and maintains a healthy and robust project pipeline
Utilises the CRM system (Salesforce) to advance sales opportunities and communicates effectively with critical stakeholders
Performs additional duties as assigned
Compliance:
Complies with company Health, Safety and Environmental policies, procedures, and arrangements
Reports all Health, Safety and Environmental accidents, incidents and near misses promptly
Acts in a safe and responsible manner at all times
Problem Solving and Innovation:
Active participation in continuous improvement activities
Participates in problem-solving
Takes responsibility and ownership for own learning and development in the spirit of continuous improvement of both self and the business
Assists in the training, mentoring, and assessment of other team members
Exercises autonomy and judgement subject to overall direction or guidance
Education and Qualifications:
Bachelor's Degree in Chemistry, Biology or in the Industrial Science field is preferred
Experience
Minimum of 3 years of sales experience in selling chemical specialties to large accounts
Experience with the development of sales plans and following through on the execution to achieve growth goals
Previous Key Account Management
Experience in working with contract manufacturers, global key accounts and large prospects/ brands
Knowledge, Skills, and Abilities:Ability to travel extensively (70%) throughout the US
Strong hunting skills
Ability to prospect for new accounts and new growth opportunities
Strong sales negotiation skills
Ability to develop strong working relationships with external and internal customers
Ability to develop relationships at multiple levels within an organization and to multiple functions
Experience with open ended questioning skills
Able to communicate effectively, both spoken and written
Proactively utilize the CRM system (Salesforce) to advance sales and communicate efficiently with all stakeholders
Excellent organizational skills and analytical capabilities
Bias for action and results oriented
Must be a self-starter and able to operate with limited supervision
Excellent oral and written communication skills including formal presentation skills before both small and large groups
Demonstrated skills in understanding customer needs
Very good at interpersonal skills
Experience in a global organization
Embodies the core values of Aurorium:
credible:keeps their word and honors their commitments, acts with integrity, and holds themselves accountable to their decisions and actions
outcome-oriented:adheres to an unparalleled standard of excellence in everything they do, to deliver results with real impact
driven:passionate about delivering authentic, world-class experiences that engage customers and inspire greatness
empowered accountability:empowered to achieve common goals and accountable for delivering performances and results that exceed standard.
If you have the energy, drive, and passion for joining the Aurorium team, we would love to hear from you. Apply today!
Aurorium offers competitive total compensation packages, including benefits such as medical, dental, vision, life, 401(k), disability insurance, flexible spending accounts, health savings accounts, paid time off, and paid holidays.
Aurorium is a global Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of and will not be discriminated against based on gender, sexual orientation, gender identity, race, ethnicity, religion, age, veteran status, disability status, genetic information, or any other protected category.#LI-Onsite
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