Currently, Michelman has a great opportunity available for a Territory Sales Manager to join Michelman reporting to the Sales Director for the Printing & Packaging Group. This position can be located in the Cincinnati but can also work remotely with access to a major airport. You will be accountable for revenue and margin growth of the assigned territory and the Paper & Film Packaging industry segment. You will be responsible for managing the territory to develop new business opportunities through collaboration with marketing and technology to build a sales pipeline for future growth as well as lead new products to commercialization.
Determine and justify the appropriate ways to segment, reach the market, and quantify the market potential in partnership with the Sales Director
Use CRM software to manage the sales pipeline, drive new product development by active engagement with our Concept to Commercialization process, and forecast future sales accurately to support our Supply Chain teams
Development and maintain relationships with internal, external customers and prospects
Travel regularly to attend trade shows and visit key customers, suppliers, and co-suppliers to ensure customer needs are met and to generate new business
Assess and recognize the opportunity within each account and evaluate frequency of account visits; Understand each project’s objectives and the accounts ability to commercialize new products
Develop strategies, measure effectiveness, and articulate course corrections with the territory to ensure it is robust to sustain targeted growth rates
Accountable for the territory growth, development of new business opportunities, and maintaining high customer satisfaction
Primary liaison between Michelman and any Agents & Distributors in the territory; responsible for coordinating, prioritizing, and managing all Agent & Distributor activities
Motivate Agents & Distributors to sell Michelman products while adhering to Michelman’s reporting requirements
Partner with the Sales Director to plan and develop strategic direction of sales efforts, inventory management, invoicing, forecasting, special pricing, and volume discounts
Inform Michelman of market trends, competitive products, and pricing trends
Maintain professional, technical and leadership knowledge by attending educational workshops, reviewing professional publications, establishing personal network and participating in professional societies
Increase sales velocity and manage our customer segmentation
Assist colleagues with questions/issues within your area of expertise/responsibility
Collaborate within a matrixed global environment
Critical Competencies, Knowledge, Skills, and Abilities
Proven track record of growth in a territory or industry segment
Motivated self-starter with an entrepreneurial spirit
Skilled at building sales pipelines and moving a prospect through sales funnel to create new business
Enthusiastic and knowledgeable about sustainable packaging
Excellent problem solving, organizational, and prioritization skills
Excellent presentation, written and oral communication skills
Able to perform financial calculations, create, and manage budgets
Able to quickly learn Michelman products and specialized business software
Education and Experience
Bachelor’s degree in a science field such as Chemistry or Biology
Experience in sales with proven record of success of commercializing new products
Deep understanding of formulated coatings for paper, film, and foil substrates, as well as, knowledge of application techniques and equipment
Experience in web-based converting
Strong knowledge of the market and industry contacts
5+ years specialty chemical sales experience
Able to travel approximately 60% of the time by car or plane to visit regional base of customers
Able to perform job duties at remote locations such as industrial sites, chemical facilities, customer centers, and other locations
Work Hours Michelman’s standard work hours for this role is Monday – Friday from 8am – 5pm EST.
Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.
About Michelman Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves in our focus on our values of integrity, respect, and success. With our dedication to your technical and professional growth in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways. We offer an excellent salary, incentive and benefits package in a dynamic, empowered team environment.
No phone calls please. Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.
For more information about Michelman, please visit https://www.michelman.com/.
It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner which will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans
Additional Salary Information: Remote position located in the United States
Michelman is a global developer and manufacturer of environmentally friendly advanced materials for industry, offering solutions for the coatings, printing & packaging, and industrial manufacturing markets. The company’s surface modifiers, additives, and polymers are used by leading manufacturers around the world to enhance performance attributes and add value in applications including wood and floor care products, metal and industrial coatings, paints, varnishes, inks, fibers, and composites. Michelman is also well-known as an innovator in the development of barrier and functional coatings, as well as digital printing press primers that are used in the production of consumer and industrial packaging and paper products, labels, and commercially printed materials. Michelman serves its customers with production facilities in North America, Europe, and Asia, product development and technical service centers in several major global markets, and a worldwide team of highly trained business development personnel.