• International Sales Manager - Latin America - Performance Materials

    Job Locations US-GA-Alpharetta
    Job ID
    2018-1485
    # of Openings
    1
    Category
    Sales
  • Overview

    Neenah has built a tradition of innovation, service and growth since its founding in 1873 and we create value by improving the image and performance of everything we touch. Based in Alpharetta, GA and with manufacturing facilities in the United States, United Kingdom, the Netherlands and Germany, Neenah is a publicly traded company and a global leader serving customers across 6 continents in more than 80 countries. We are a leading manufacturer of both specialty, performance-based products that serve a variety of end markets, and premium fine papers and packaging used to convey and enhance image through unique colors, textures, and finishes. Neenah presents true, varied and exciting choices that are both environmentally and aesthetically exceptional through sound environmental practices at our manufacturing facilities.

     

    Neenah is actively searching for an individual with Latin American/International B2B sales experience to join our Performance Materials Sales Team. To qualify, individuals must be fluent in Spanish (Portuguese is a plus) in order to grow our existing customers and hunt for new clients and develop profitable sales of Neenah Performance Material products such as Tape and Abrasive backings, Publishing, Heat Transfer, and Jeans Label papers etc. This is a high profile position requiring heavy customer/client focus and solutions selling experience to build strategies and drive sales and profitability targets for small to large accounts. This is an opportunity with an upside to increase business with existing customers and establish new business in Latin America. Individuals experienced with a value add sales experience, who can identify customer needs and can network within a matrixed environment, will do well. This position requires heavy International travel.

    Responsibilities

    • Responsible for the sales planning, strategy, and implementation of that strategy in assigned geographic territory.
    • Meet or exceed Neenah PM Sales Territory objectives by delivering revenue, volume, and price targets.
    • Responsible for protecting and growing share with existing customers while targeting and securing new customers and end user business.
    • Manage territory selling expenses in line with corporate budget objectives and scale of business.
    • Execute account plans with strategic accounts focusing on target growth, selling, supply chain improvement, and implementation of Neenah sales and marketing initiatives.  Track and measure progress quarterly.
    • Ensure customer intimacy with key accounts through frequent face to face customer contact at multiple levels of the organization and seek new projects/processes that enable our customers and Neenah, Inc to deliver continuous value and growth.
    • Know customers, their share, competitive activity and Neenah’s manufacturing capabilities to drive sales revenue growth while achieving budgeted forecasts.
    • Increase our market share with new and existing network of current product lines.
    • Drive and accelerate direct customer growth from delivering new products to enhance Neenah’s share in the marketplace, achieve budgets and support strategic plans.
    • Develop a process which enables Neenah to increase new customer acquisition rate and explore market leads to develop new customers.
    • Explore market insights and trends to uncover potential new growth opportunities:
      • Cross-sell and initiate leads for other Technical Paper & Fine Paper products when appropriate.
      • Support, develop and oversee business opportunities in coordination with US and German Sales/Marketing Directors, R&D and Customer Service.
    • Pricing Expectation:
      • Deliver customer pricing to optimize company growth and profitability.
      • Help negotiate contracts, pricing, terms and conditions.
      • Understand raw material, manufacturing and supply chain costs and trends to understand/help establish pricing strategies throughout the region.
    • Expectations, Continuous Improvement
      • Experiment and develop new opportunities outside the norm to drive Neenah revenues and share.
      • Understand Neenah businesses and its interaction with operations, customer service and marketing to ensure that we can respond to ever changing customer/market needs while delivering a high level of service to the industries that Neenah participates.
      • Be an Integral part and leverage a working knowledge of customers, markets and applications to provide insight to Marketing, SPIN and PIN teams as needed to fuel growth at Neenah.

    Qualifications

    • Bachelor Degree from an accredited college or university required.
    • Minimum 5 – years Latin American/International B2B sales experience required.
    • Bilingual Spanish required; Portuguese is a plus.
    • International Travel is required.
    • Proven ability to navigate and network in large corporations.
    • Ability to understand and to articulate premium products.
    • Public speaking and presentation skills required.
    • Hunter mentality with a proven track record to seek and develop new business.
    • Ability to work in a matrixed environment.
    • Solid business acumen - Strong understanding of key performance and sales metrics -   (e.g. revenue, volume, and price, cost to serve, etc.)
    • Local market expertise and understanding of the size, scope, and potential of direct, specifier, or distribution customers
    • Proficiency with technology to aid in selling:  (e.g. PowerPoint, Excel, Sugar CRM, etc).  Utilize tools to improve sales performance.
    • Meaningfully differentiate our supplier position vs. our competition in the marketplace.  In all we do, act as organization who is “desired, not required."

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