The Sr Sales Manager’s responsibility is to be the main point of contact for customers and distributors in a specific geographical area and to lead their activities on an assigned basis. This will require managing the account’s fast paced and ever changing needs , will interface and communicate with internal teams as well as partner with Business Development to introduce new products to existing or new customers within their account portfolio. The Sr Sales manager owns the relationship with the customer and will foster the creation of multi-level and multi-functional intercompany relationships. He should be good at identifying the needs and wants of the customers and LANXESS ability to meet or exceed those versus the competition. He should be suucessful in consistently delivering annual goals and be a good example of sales & account management.
Achieve Business Results
• Influence customer decision maker to specify/select Lanxess product in process.
• Negotiate with customer a commercial package to maximise profitable sales and market share.
• Identify and follow up new business opportunities, initiatives and new applications for products. Coordinate colleagues to ensure business are achieved.
• Take full responsibility for budget submission for the products and customers of responsibility.
• Take full responsibility for forecasting existing and developing business.
• Regularly review and monitor sales against forecasts
• Ensure monitoring of credit worthiness and manage customer accordingly.
• Develops, gains approval for annual account plans
• Build, coordinate and maintain multi-level and multi-functional intercompany relationships with accounts and as well as internal teams.
• Meet or exceed annual goals within the account base and maximize sales result by optimization of: Customer mix, regional spread and segmenting according to end markets.
• Document customer call reports, distributor reviews, industry information, and development opportunities.
• Investigate and identify growth opportunities for new and existing products and customers as requested by the marketing team and in line with business unit goals.
• Based on the Sales director guide-lines, recommend, negotiate and implement pricing strategy.
Technical Support
• Keep up to date on technical information in respect of products, markets, competitor activities, applications, market share, pricing, quality standards and new developments.
• Provide advice on product selection to meet customer requirements selling benefits of Lanxess material over competitors’ products.
• Ensure product/account plans for each customer are updated with all current & relevant information concerning business development
Team Work
• Provide effective communication, advice, support, involvement, training and coaching to colleagues.
• Effectively interact with other BU’s on matters of mutual interest/benefit to ensure customer focus remains targeted on LXS product portfolio
• Proactively drive crossover BU meetings with customers and assist in supporting and developing relationships.
• Works closely with the internal sales team to remain updated on order status, complaint progress, etc...
• Coordinate Key Account team to align with the business objectives
