Sales Manager Malaysia

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

This position will be responsible for creating and developing business relationships with existing and new customers to maintain and grow a sustainable and profitable business. This position will also be responsible for managing our distributors in developing growth plans and ensuring objectives are met.

Key Responsibilities

1. Maintain and grow a sustainable and profitable business with customers

   • Create and develop business relationships with current and potential customers and key accounts. Grow our customer contact network at all required levels and disciplines and strengthen relationships.
   • Develop and implement specific sales strategies, account growth plans, and regional sales plans to meet and exceed budget. Set and deliver on growth targets (volume, revenue, and margin), monitor progress, and communicate proactively.
   • Ensure our products and technologies are understood by the customer and that business and technical issues are solved. Work closely with Production, Technology, Marketing, Customer Service, and Supply Chain to provide the best possible solutions to customers.
   • Represent the Company on its products and technologies to customers and distributors, including the ability to negotiate pricing within established guidelines.
   • Ensure that contribution margin and operating profit results are achieved.
   • Proactively provide analyses and recommendations on performance to management to maximize sales, contribution margin, and operating profit.
   • Analyze, report, and present market, competition, technology, and customer insights and business intelligence.
   • Ensure that customer information, meetings, and agreements are recorded properly, timely, and in the agreed formats and systems.

2. Manage Distributors

   • Select and manage distributors according to the global framework and guidelines.
   • Establish growth targets and sales plans with and for the distributor, ensuring objectives are met.
   • Ensure our products and technologies are understood by the distributor and that they promote and sell according to our interests.
   • Maintain good relationships with multiple contacts within each distributor’s organization.
   • Ensure that other employees and functions are aligned and delivering.
   • Measure performance according to the distributor's scorecard.
   • Report on progress, communicate deviations and potential setbacks, and propose plans to overcome.

3. Identify and deliver on New Business Opportunities (NBOs)

   • Develop a robust list of new business opportunities for individual direct accounts.
   • Follow up on new leads on a timely basis.
   • Assess, clarify, and validate customer needs on an ongoing basis.
   • Identify and develop new business opportunities with existing and new customers.
   • Obtain and evaluate feedback on samples and technologies regularly.
   • Identify NBOs: uncover and quantify growth opportunities (and risks) for Elementis products to drive profitable growth, together with Marketing, Technical Sales, and Technical Service.
   • Create a plan to realize new business opportunities that were identified.
   • Create and present business cases for opportunities identified.

Minimum Qualifications

• Bachelor or Master’s degree in Chemistry, Chemical Engineering, Sales, Business Development, or similar or equivalent.
• Minimum of 8 years of experience in B2B sales to the Coatings industry.
• Good knowledge of and experience in the Coatings industry.
• Proven track record in developing and growing business, with the ability to drive the sales process from plan to close.
• Strong interpersonal, communication, negotiation, and presentation skills.
• Excellent in English; local language is a plus.
• Technically savvy with office software and CRM systems.