Leads the sales team under their charge to achieve their goals and even exceed them in set Volume and Contribution through effective leadership and management of the department. Set the path and organize the necessary approach to grow the account portfolio. Build and maintain strong relationships in order to achieve the commercial objectives set for the region (i.e. continued growth, new materials spread, volumes, etc.)
GeneralRegional Sales Strategy:Develop the Regional strategy, following the Long-Range Plan of the LATAM Commercial strategy, ensure cross-functional alignment, in order to provide the team with a clear direction and objectives.
Example activities: Contribute to the formulation of the sales strategy by providing input on own region.Translate the sales and product family strategies into a yearly sales plan for the assigned region.Align plans according to customer needs and industry trends.Review, consolidate and approve sales plans defined by account managers.Department management:Plan, organize and manage the Account Managers team in terms of staffing as well as processes in order to ensure efficient and effective realization of departmental results within an optimal organizational structure and working climate.
Example activities: Define accounts assignation within the team in line with priorities and objectives.Act as the escalation point and solution provider for issues for key customers with regards to pricing, claims, negotiation, contracting, etc.Define and follow KPIs for the team (i.e. budgeted volume, forecast accuracy, new projects, new volumes, etc.)Ensure optimal balance on the inventory management and create awareness of the teams around the availability of products.Coach and support the Account Managers in projects by periodically meeting with key decision makers participating in major negotiations, client visits and/or audits.Set targets, follow-up on sales agents, results and review their performance on a regular basis.Relationship management:Build, maintain and expand a network of internal (e.g. sales organization, product families, etc.) and external relationships (major accounts, key players, etc.) in order to ensure optimal collaboration with all stakeholders.
Example activities: Represent the regional sales organization inside and outside LYB.Contribute to the transmission of the desired image of LYB towards the customers.Cultivate relationships with customer key decision makers.Engage in events, fairs, seminars, and networking activities.Ensure communication of any relevant information to appropriate stakeholders.Ensure resolution of potential internal and external conflicts.Strive to continuously improve customer satisfaction levels.Account management (optional):Initiate, maintain and grow relations with key accounts, monitor the customer's (business) situation and developments and performance (or ensure that this is done), act as strategic business partner and advise/support team members on most complex cases in order to increase sales and customer satisfaction levels.
Example activities: Participate in (strategic) client visits/reviews, global account reviews.Act as the escalation point and solution provider for issues for key customers with regard to pricing, claims, negotiation, contracting, etc.Support and advise team members in complex contract negotiations, claim handling cases, etc.Long DescriptionMarket and business intelligence: Proactively analyze trends and development in industry, business, products and competition, identify (projects) opportunities for LYB, feed marketing with the relevant data and insights, in order to contribute to the continuous improvement to the organization's ability to gain a competitive advantage in sales.
Example activities: Build and maintain knowledge related to products, market trends, best practices in account management.Monitor competition activity on the market and ensure appropriate response.Collect figures and insights on industry developments and translate these for own area of expertise.Share relevant customer/market information with product families as input for the formulation of their strategy.Ensure sales teams receive the necessary information from other departments (e.g. pricing, product changes, innovation …).Support, identify and prioritize potential sales opportunities within the region and align them on LATAM or even global level.Analyze sales losses to identify and react on market trends and to further develop sales capabilities within the team.Main QualificationsRegional Sales Manager leads a team of a number of Account Managers who focus on all product lines.
Knowledge and expertise used in the job: Deep knowledge of the market, products (across all product lines), industry trends, financial impact and customer needs.End-to-end process experience with a strong helicopter view.Considerable experience and knowledge in leadership/people management.Problem Solving: (Analytical skills, complexity of problems situations, nature of information gathering, degree of innovation, …)Strategic vision and thinking.Problem solving: Anticipates potential development opportunities, translates functional strategies into priorities and objectives for own domain of responsibility taking external circumstances. Takes timely decisions in challenging problematic situations.
Guidance and Leadership: (Extent of people management (allocation of work, motivation, coaching, development, performance evaluation). Extent to technical leadership, project management, …)
Sets SMART targets and KPIs to measure and motivate team members' performance.Develops skills, motivation and talent in the team.Gives open and honest feedback and stimulates ownership.Excellent interpersonal skills with all levels internally within the sales organization and product families.Leadership: Demonstrated ability to lead, take charge, offer opinions and directions, and get results through others, with the ability to lead effective teams.
The incumbent must respect and ensure that the organization respects code of conduct, internal controls and other guidelines including local legislations and other commitments (i.e. QM).Human Relations skills and communication: (Frequency and complexity of information exchange type of interaction with individuals and groups including need to negotiate and influence inside and outside of the organization).Significant interpersonal communication and influencing skills: ability to communicate professionally and influence people at all levels within and outside the organization.Fosters a collaborative working environment.Strong commercial and negotiation skills, "ambassador role.Multicultural mindset (able to adapt oneself to different cultures and practices).Education University degree in Chemical, Sales, Business Management (or any other relevant field), or equivalent through experience.Work Experience 8 to 10 years of account management experience, including some international and/or strategic accounts.Strong industry and people management experience.Languages
Proficiency in English.
Any other additional language is considered a plus.
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