Regional Business Manager-High Performance Materials – Emea

Salary: £54,000 – £60,000 per year

Regional Business Manager – Speciality Chemicals and High Performance Materials – EMEA
Homebased

The Client:

A speciality chemicals and high performance materials manufacturer that is committed to improving the world through innovation. The business develops and creates new products that solve emerging challenges, created by business climate and customer need. These products are used in a variety of demanding applications, including asphalt paving, oil exploration and production, agrochemicals, adhesives, lubricants, publication inks and automotive components that reduce gasoline vapor emissions.

Bold. Energetic. Ingenious. Genuine. These qualities best describe employees who work for our business – we believe it takes extraordinary people to create extraordinary results. We harness the bold spirit, innate curiosity and remarkable ingenuity of our people to develop innovations that purify, protect and enhance the world around us. Our products enable oil to flow better, crops to grow fuller, roads last longer, and ensure that the air we all breathe is cleaner.

Already a leader in markets in which we compete, we leverage our deep technical expertise and knowledge of our customers’ industries to turn complex challenges into powerful possibilities and value-added solutions. We prize creativity and imagination and we’re always looking for a better, smarter way of doing things. We know it takes the right people with the right attitude to achieve the improbable. People who understand that there is no challenge too big and no contribution too small. People with the ability to solve and the commitment to stay the course. People who work together to create meaningful impact and exponential results, for our customers and the world around us.

Job Summary:

Main Function
⦁ The Regional Business Manager takes the commercial leadership for the business in the defined region & product.
⦁ Overall responsibility together with the VP to establish, manage, coordinate and execute the business strategy in order to maximize business value and drive new business and profitable growth within the region.
⦁ Leading and driving key business relationships, understanding product applications, market trends and the competitive landscape within the region and any associated impact globally.
⦁ Ensure internal activities related to assigned products are aligned to differentiate and position our products vs. our peers and to ensure we are aligned with industry trends and customer needs.
⦁ Commercial leadership for the sales organization in the defined master region APAC, EMEA or Americas for defined products as well as the people leadership for the regional sales managers.
⦁ Establish, manage, coordinate and execute the sales budget with targets set in cooperation with VP and Product Managers.
⦁ Overall responsibility to establish, coordinate and execute a market segment plan in line with targets set by VP BU Manager.
⦁ Accountable for new business creation in the region and for ensuring that the regional sales organisation has a structured approach to developing new business by working with the opportunity review process.
⦁ Together with the regional sales organization is responsible for all customer accounts in the region and for leading and driving key customer relationships.
⦁ Understand product applications, market and market segment trends as well as the competitive landscape in the region.

Work Assignments:

People leadership

⦁ Lead and coach the regional sales managers and –if such exist – country team managers to develop them to their full potential.
⦁ Set priorities to ensure optimized resource utilization.
⦁ Follow the PMD procedure including, but not limited to, appraisals, development plans, bonus schemes and salary setting.
⦁ Ensure compliance with Code of Conduct.
⦁ Manage own and department safety and employee health.
⦁ Manage reporting and investigation of risks and accidents.

Sales and Sales developments:
⦁ Manage customer accounts and customer interface.
⦁ Customer pricing and ensure consistency with BU guidelines and payment terms.
⦁ Set and manage rebate schemes.
⦁ New business creation 0-6 months out in the region by structurally working with the business opportunity reviews.
⦁ Sales channels in the region, including but not limited to, direct sales, distributors and agents.
⦁ Regional demand forecasting from sales.
⦁ Regional sales budget process.
⦁ Market segment plans in the region for key market segments and ensure they are in line with BU targets.
⦁ Local ownership and participation and presence at fairs and trade-shows.
⦁ Manage Customer complaints.
⦁ Manage the internal regional interfaces with Supply Chain, Marketing and Innovation.
Business and Business development
⦁ Develop, manage and execute the regional BU strategy.
⦁ Manage external business relations.
⦁ Take initiative to generate new business 6-24 months out and manage the opportunity pipeline.
⦁ Engage in the NPI process in product related matters and feedback customer needs into the process.
⦁ Input into the BU strategy process.
⦁ Set regional product pricing with PM.
⦁ Develop and maintain knowledge of competitive landscape, market trends, industry specific applications, customer’s products, processes and value-chains.
⦁ Together with marketing and PM, give input to establish product positioning and unique selling points; give input to set and execute agreed go-to market strategies.

The Person:
⦁ MSc in Chemical Engineering or equivalent university degree
⦁ Minimum 10 years of commercial/technical experience
⦁ Management experience preferred
⦁ International experience

Responsibility:
⦁ Accountable for the regional business Profit and Loss down to the Marginal Contribution level & own function fixed cost
⦁ Establishing, managing, coordinating and executing the regional business strategy
⦁ Monitoring the regional business performance against business plan targets and develop action plans and take corrective action when necessary
⦁ Accountable with the PM for setting the prices for different segments/products within the region
⦁ Business development in the region
⦁ Delivering a monthly regional forecast and for forecast accuracy
⦁ Sales process from customer contact, to order, to cash in the bank
⦁ Accountable for setting and following up on fixed cost budget for the regional sales organisations in the different legal entities
⦁ Accountable for regional Sales channel management, including but not limited to direct sales, distributors and agents
⦁ Accountable for taking the local ownership of fairs and trade-shows and for sales participation and presence.

Authority:
⦁ Decide on change in payment terms and credit limits as per Credit Policy
⦁ Regional BU forecast
⦁ Product specifications for regional customers
⦁ Product portfolio (products and grades) within region and for global accounts
⦁ Decide and approve on spending within approved fixed cost budget
⦁ Signing of regional sales contracts
⦁ Signing of regional distributor agreements
⦁ Decide on customer specific prices and rebates within frames from BU

Our Client have retained Listgrove to manage this project on their behalf and all third party applications will be forwarded for their attention. Fees will not be payable to recruitment consultancies that send speculative candidate applications.

For EU roles, candidates must be eligible to work and live in the European Union.
Proof of eligibility will be required with your application.

Office Locations: Stratford-upon-Avon, Amsterdam, Barcelona, Düsseldorf, Lyon, Milan, Shanghai, and Washington.

PLASTICS – PETROCHEMICALS – PACKAGING – CHEMICALS – ENERGY – ENVIRONMENT

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