Job Characteristics: First level field management. Work closely with sales team on strategic current and prospective customers to help define key business decisions, and to recommend continuous improvement and innovation plans that will maintain and grow sales in assigned area. Emphasis on coaching and leading a group of sales professionals. Demonstrates internal influence over area employees to drive sales activities. Responsible for coaching, developing, & deploying Sales team. Ensuring all safety training and safety results meet group standards. Responsible for forecasting revenues & profitability for area customers. Accountable for the performance & results of a team as well as managing P&L for area.
Education/Work Experience: Degree in Engineering (Chemical, Mechanical, Industrial), or Life Sciences (Biology, Chemistry, etc.). Typically 4-6 years of successful technical sales and sales management experience.
Nalco Water, an Ecolab Company, is seeking an Area Manager in our Light and Paper division. If you are a passionate sales professional with a proven track record of success in technical sales, we invite you to apply. You will be primarily responsible for revenue and profit growth of Nalco Light programs and services in targeted accounts within the Refineries and petrochemical plants. You will be required to take a consultative sales approach with a primary emphasis on strong account leadership skills and retention of strategic Nalco Light accounts. In addition, you must build long-term relationships with a large customer base by understanding their key business drivers, executing system assurance programs, and selling new technologies.
What's in it For You:
Flexible, independent work environment where you will manage a monthly schedule.
Access to best-in-class resources, tools and technology.
Develop your career as your drive growth.
Thrive in a company that values a culture of safety to include top-notch safety training and personal protection equipment.
What You Will Do:
Work closely with current and new customers to understand business needs and recommend continuous improvement and innovation plans that will maintain and grow sales within assigned territory.
Drive growth for chemicals and digital solutions.
Writing technical and commercial proposals.
Reviewing Topline, Gross profitability, OI on monthly basis.
Sales planning, forecasting, business plan and its execution.
Leverage extensive product, service, and market knowledge in customer dialogue.
Monitor local and regional competition, market shares, and pricing within assigned area.
Develop strong relationships with key stakeholders in current and new customers, including plant or facility executives.
Execute sales plans in assigned customer base and new customer accounts to meet defined territory profit increase goals.
Provide technical support to customers; identifying and resolving customer complaints, escalating as required.
Engage in problem solving by performing system analysis, interpreting data and providing written recommendations to ensure customer operations are performing at optimal levels.
Actively sell and support Nalco light and paper innovations and technology in assigned customers to promote long-term business relationships with Nalco.
Anticipate customer needs based on knowledge of customer processes and operations; identify unmet customer needs.
Provide support to the district in terms of being aligned with the customers and the marketplace around pricing strategies, service models, efficiencies, other potential revenue streams, product profitability, defending existing business, and prospecting.
Monitor, track, and maintain adequate field chemical inventories and equipment as necessary.
Provide analytics and delivery of all reports required by customer contracts and internal reporting responsibilities, such as service reports.
Supervisory responsibilities including mentoring, coaching, training District Representatives.
Collaborate in cross-functional projects within Nalco, promoting the transfer of knowledge as well as the delivery of innovative processes and programs.
Position Details:
Candidate must reside in: Johannesburg.
Minimum Qualifications:
Bachelor's Degree.
10 years of successful technical sales or field sales management experience.
Ability to travel within a geographic territory.
Ability to travel overnight for business.
Must have a valid Driver's License and acceptable Motor Vehicle Record.
No immigration sponsorship offered for this role.
Preferred Qualifications:
Bachelor's degree in engineering (Chemical, Industrial), or, Chemistry, etc.
Experience in oil and gas industry preferred.
Previous Refinery/Petrochemical experience.
Water treatment or specialty chemical industry experience.
Working knowledge of boilers, cooling towers, and wastewater treatment systems.
High computer application literacy (including Microsoft Office Suite, and ability to learn internal business systems).
History of working in a field that required autonomy and self-motivation.
Excellent communication skills.
Excellent organizational skills.
Account leadership experience that includes calling on multilevel plant or facilities management to accomplish company goals.
Strong work ethic and ability to multitask.
Our Commitment to Diversity and Inclusion:Ecolab is committed to fair and equal treatment of associates and applicants and furthering the principles of Equal Opportunity to Employment. Our goal is to fully utilize minority, female, and disabled individuals at all levels of the workforce. We will recruit, hire, promote, transfer and provide opportunities for advancement based on individual qualifications and job performance. In all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement, Ecolab will not discriminate against any associate or applicant for employment because of race, religion, color, creed, national origin, citizenship status, sex, sexual orientation, gender identity and expressions, genetic information, marital status, age, or disability.
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