OMNOVA Solutions Inc.

  • Manager, US Chemical Sales and Distribution

    Job Locations US-OH-Beachwood
    Posted Date 2 weeks ago(5/15/2018 1:59 PM)
    Job ID
  • Who is OMNOVA Solutions?

    OMNOVA Solutions is a specialty chemicals and functional surfaces company, whose technologies enhance the performance of a wide variety of well-known products across the globe. We are proud to offer "The Science in Better Brands."

    What are we looking for?

    The Manager, US Chemicals Sales and Distribution role is focused firmly on delivering profitable sales growth through exceeding the objectives of the business by developing and executing a sales channel strategy; coaching and developing a team of sales professionals; and developing effective distributor relationships.

    This role will be key in defining the sales channel strategy for our tail accounts by determining the methodology and approach that will maximize our opportunity for profitable sales growth within each account or prospect.

    This individual will focus on leading a team to its fullest potential by ensuring that the team is effectively using all Sales Excellence principles, with special emphasis on account strategy development, value selling and acceleration of the commercial pipeline. 

    Additionally, this role is responsible for the managing the relationship with our network of chemical distribution partners. This position will establish annual sales growth and activity plans, drive their execution, manage the resources required for our distribution partners to be successful, review distribution partner performance, and partner with Sales leadership to determine appropriate distributor partnerships. The successful individual will support distributors’ market activities and facilitate the exchange of information and communication with OMNOVA’s distribution partners.  This individual will work with the team to establish distribution terms, expectations, and rules of engagement.

    Candidates must possess a strong understanding of territory sales, inside sales, and distribution sales.

    Your tasks and responsibilities...

    • Develop and execute Annual Operating Plan (AOP) in cooperation with the marketing team to include growth targets for volume, revenue, and gross margin. 
    • Manage, drive, coach, motivate and support the assigned sales team in order to deliver the agreed business targets - volumes, revenues, profitability (product and territory), and working capital (accounts receivables and percent current). Support the sales team in the identification of gaps to the AOP and specific actions to close the gaps; pro-actively assess, manage and communicate progress towards plan as well as identify contingencies. 
    • Manage the sales team to adopt and utilize the OMNOVA Sales Excellence Process.
    • Ensure continuous performance improvement of each of the sales team members through coaching, training and personal development programs.
    • Drive new business development within the sales organization by identifying unmet needs, prioritizing opportunities, marshaling support within the organization, and commercializing opportunities.
    • Develop, execute, and optimize effective distribution strategies and engage with key distributors at a senior and strategic level
    • Work with Marketing to understand and reinforce all relevant Value Propositions and ensure a thorough understanding and placement by each sales team member.
    • Develop KPI’s to drive team effectiveness

    • Set clear distribution growth goals and objectives, and manage partners to meet and exceed those goals.

    • Negotiate distribution partnership agreements to achieve desired revenue and profitability objective

    Who you are...

    • Bachelors Degree required in Business or Sales/Marketing
    • 3-5 years of experience needed in a combination of sales, distribution management and sales leadership experience
    • Requires strong leadership, communication and problem-solving skills.
    • Requires a strong strategic orientation and highly proficient analytical skills.
    • Must work well in a dynamic group environment
    • Motivated and very driven individual capable of identifying opportunities through analysis of current client base, as well as potential new business and market drivers. 
    • Demonstrated track record of successful sales and sales management.
    • Experience in the specialty chemical industry, preferably in coatings, elastomers, and/or non-wovens.
    • Demonstrated problem solving and project leadership abilities.
    • Demonstrated disciplined use/enforcement of Customer Relationship Management and forecasting tools
    • Experience managing chemicals or materials distributors

    Why OMNOVA?

    The science of better careers. Come formulate yours.

    Bring your ingredients for success and together we’ll create a unique plan for your development and career growth. We recognize that without our talented employees and their passion and curiosity (which really are the backbone of our organization), we would not be where we are today. Click here to learn more about why you should join OMNOVA.


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