Regional Sales Manager: Northeast US
Aristech Acrylics LLC - Albany, NY

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Job Description

  • Responsible for sales activities for Aristech solid surface products with potential future responsibility for a broader portfolio of Aristech products and segments.
  • Execute the sales and marketing plan for the profitable growth of the Aristech business.
  • Responsible for the sales territory profitability performance against plan, accountable for achieving agreed upon goals for sales, profit, other financial metrics, and completion of assigned action plans.
  • Develop and maintain a market database including competitive analysis, market structure and size, market segment analysis, relative pricing, distribution channels, and value proposition.
  • Investigate and develop new market opportunities in line with defined global marketing strategy.
  • Develop sales channel and account strategies to identify sales/development opportunities to expand/grow our position with the customers.

Develop, implement and manage all North East US sales focused activities to maximize profitable sales.

  • Optimize profitability of the North East US business through the implementation of sales territory strategies and pricing as agreed with the Eastern North America Sales Manager.
  • Define and implement the territory distribution strategy to optimize profitable sales.
  • Utilize corporate CRM to manage commercial project pipeline and target account activity, maintaining a business pipeline corresponding to the financial Business Plan for the territory
  • Provide sales support for North East US distribution network including marketing and technical training and assistance, joint sales calls, pricing guidance, and performance metrics review as necessary.
  • Develop and maintain key customer relationships.
  • Define and support implementation of key account strategies and specific growth initiatives at key accounts for growth and partnership development.
  • Recommend and manage pricing consistent with business goals, but reflecting the competitive situation, growth strategy, and market price points.
  • Maintain close communications with key functional areas including Product Management, Marketing, Manufacturing, Supply Chain, R&D, and Finance to ensure a high service level and optimum profitability in the region.
  • Provide regional inputs to the Sales & Operations Planning, forecast, and budget processes.
  • Manage expenses within the defined budget.

Investigate and develop new market opportunities in line with global marketing strategy to grow profitable sales.

  • Identify market needs for new and existing products and work with Marketing, R&D and Product Management to fill need. This includes potential new products, identification of product and market trends, pricing, significant competitive actions, etc.
  • Establish relationships with new customers in targeted market segments as defined by marketing.
  • Work with Marketing to develp sales promotion tools and communication plans consistent with value propostition and overall brand.
  • Monitor and report on competitive activities.

Manage assigned accounts.

  • Grow profitable sales at assigned accounts.
  • Develop strong multi-level relationships at assigned accounts.
  • Develop opportunities for sales growth with existing and new products.

Performance Measures

  • Development and execution of regional strategy
  • Sales and profitability growth, measured in both in absolute dollar and percentage growth, and achievement of other financial metrics.
  • CRM utilization and pipeline metric management
  • Quality of inputs for development of global and regional business/marketing strategies.
  • Forecast accuracy
  • Expense management within defined budget

Desired Skills & Experience

  • Local candidates are strongly preferred.
  • Bachelor’s degree or equivalent required and minimum 5 years field sales in building products or related industry.
  • Experience required in selling, construction or building, commercial-new construction, architectural or design, solid surface. All of these experiences will be used in evaluating a candidate for this position.
  • Must be capable of understanding specifications – ability to read blueprints is a benefit
  • Project development and management are essential requirements.
  • Must possess effective strong communication, interpersonal, and presentation skills.
  • Understanding of the architectural products selling cycle is required.
  • Possess a strong drive and motivation to succeed with a high entrepreneurial spirit.
  • Comfortable using standard electronic communication and business analysis tools.
  • Ability to work independently and manage time effectively
  • Some overnight travel (35% to 60%)
  • Microsoft Office Proficiency
  • Ability to work with CRM system

Company Description

For more than 40 years Aristech has been the innovator in our industry. Today our team energetically pursues three areas for improvement: Customer Focus, Product Leadership and Operational Excellence.

Aristech Acrylics LLC is a manufacturer of continuous cast acrylic sheet, solid surface and polyester solid surface. Their products are sold into a variety of industries including Hot Tub, Bathware and Construction Industries. They have manufacturing sites in Florence, KY and Belen, NM.

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