Regional Sales Manager: Flame Retardants & Industrial Solutions

Date:  Sep 23, 2021
Posting End Date:  Aug 31, 2021


Company:  ICL-IP America Inc.


ICL is a leading global specialty minerals and specialty chemicals company that creates impactful solutions for humanity’s sustainability challenges in global food, agriculture and industrial markets.  ICL leverages its unique bromine, potash and phosphate resources, its passionate team of talented employees and its strong focus on R&D and technological innovation to drive growth across its end markets. Our agricultural products feed the world’s growing population, our food additives enable greater access to higher quality food, our potash and phosphate products are essential components for the pharma industry and our bromine-based materials and phosphates contribute to a more energy efficient and environmentally friendly planet. With approximately 11,000 employees worldwide, ICL operates mining and production sites located in Israel, Europe, North and South America and China which are supported by worldwide distribution and supply chains. Due to strong synergies between its business units and their mutual support, ICL benefits from its advantageous size, geographical spread and operational flexibility. With a culture based upon leadership, innovation and sustainability, ICL is well positioned to be an Employer of Choice within the communities in which we operate.Click Here to Learn More About Our Industrial Products Group



Accountable for establishing and implementing the overall regional marketing and sales plan for our Flame Retardants and Industrial Solutions for the geographical region in North America, concentrated in the Southwest USA and Mexico.  Develop regional markets, sales and research strategies and implement these programs in concert with the worldwide business plan. First point of contact for the involved businesses.  Looking to new markets/products requiring deep understanding of products, potential end market technologies to promote, encourage and guide potential customers.  Accountable for managing assigned multinational key accounts with cross-regional activities.


I'm interested!  What will I get to do in this position?

• Accountable for all aspects of sales; maintenance and growth of existing business and generation of new business.
• Maintain efficient, effective, and coordinated contacts between customers and Marketing Center, ensuring high quality delivery service to customers, noting that the above-mentioned contacts are in different geographical locations.
• Negotiation of sales contracts and dispute settlement. Assist with collections as needed.
• Manage (maintain, build, and extend) technical and business contacts with key accounts and OEM’s.
• Management of dedicated 3rd party agents and distributors and where appropriate select and appoint new agents and distributors
• Responsible for direct customer technical service, technical support and education and training of all third-party agents and distributors.
• Follow up on sampling to customers.
• Identify new business opportunities and responsible for technical marketing and introduction of new products. The focus of these activities will be in value added products.
• Preparation of market analysis reports/surveys, budgets and sales forecasts; tracking competitive actions in the market.
• Stimulate, encourage and guide potential customers to converting to our new/existing products, requiring a thorough understanding of the products and potential end-market technologies.
• Preparation of market analysis reports/surveys, budgets and sales forecasts; tracking competitive actions in the market.
• Maintain and expand network for gathering and upgrading of market intelligence.
• Provide input for the Strategic Plan of the SBU.
• Support of product stewardship and advocacy actions in sales area.
• Professional use of IT functionalities (SAP, SuccessFactors, SalesForce)


What skills and experience do I need to be successful in the role?

• Educational background – Bachelor’s in Chemical Engineering or similar technical background required.
• 5-10 years industrial experience in a technical marketing/sales role within the chemical industry required; ideally operating within the Polyurethanes or related polymer fields.
• High degree of self-motivation along with ability to prioritize schedule.
• Excellent interpersonal skills including the ability to communicate effectively both orally and in writing at all levels. With the international dimension, there is a need to understand  different cultures and business practices. This requires flexibility, adaptability, and problem-solving skills, especially in the areas of negotiation techniques and dispute resolution.
• Proficiency with Microsoft Office (Outlook, Word, Excel, PowerPoint) required; SAP, BW, SuccessFactors, SalesForce (CRM) experience a plus. 
• Sound technical and business management skills.
• As a key member of the sales and marketing function the incumbent must have the ability to see long term organizational goals and to motivate others to see the same.
• Bilingual with working proficiency in Spanish a plus
• Ability to travel overnight within the US approximately 60%; 10-15% travel to Mexico

Job Level: 15


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