Job Description
Regional Sales Manager - Paper East
Buckman – Remote
Location: Remote
Language: English
Travel: up to 50%
Buckman is a privately held, global specialty chemical company with headquarters in Memphis, TN, USA, committed to safeguarding the environment, maintaining safety in the workplace, and promoting sustainable development. Buckman delivers exceptional service and innovative solutions to our customers globally in the pulp and paper, leather, and water treatment sectors to help boost productivity, reduce risk, improve product quality, and provide a measurable return on investment.
Purpose of Job
To lead and manage build a high performing regional sales team, drive revenue growth, ensure manage profitability (including pricing activities), maintain customer relationships, and participate in developing and aligning with global and regional strategies. The role includes people management, strategic planning, and operational execution.
Key Outcomes/Responsibilities
Outcome: Sales Growth & Revenue Management
Actions:
- Develop and execute regional sales strategies aligned with sales division plans.
- Retain existing customers and expand business through new applications.
- Identify and penetrate new markets and industries.
- Report forecasts using tools like Ackumen and Dynamics.
- Conduct innovation workshops and manage strategic customer meetings.
Outcome: Profitability (GP% and MPC)
Actions:
- Select optimal product lines to meet customer needs and maximize GP%.
- Manage pricing that aligns with market demands and ensure maximized profitability.
- Manage expenses and assets effectively, ensuring clear value with each decision.
- Ensure contract compliance and alignment with customer expectations.
Outcome: Customer Relationship Management
Actions:
- Build and maintain strong relationships with key decision-makers.
- Conduct regular business reviews and strategic meetings.
- Take leadership role in resolving customer complaints/claims safeguard company reputation.
- Support customer onboarding and loyalty initiatives.
Outcome: People Management & Development
Actions:
- Recruit, coach, retrain high performers, and mentor sales associates.
- Develop succession plans and training matrices.
- Conduct performance reviews and manage incentives/discipline.
- Foster a culture of teamwork, accountability, and continuous improvement.
- Sponsor and oversee training requirements for team
Outcome: Safety Compliance
Actions:
- Implement and monitor global safety plans.
- Ensure CAS and HCAS is applied for each application, audit the audits, and propose improvements.
- Ensure SOPs are developed and followed at all customer sites.
- Lead by example in following safety rules and standards.
- Attend and sponsor key safety initiatives and meetings; internally and Buckman
Outcome: Strategic Planning & Execution
Actions:
- Align strategies with regional and divisional directives.
- Lead execution of business plans and budgets, in line with regional and global directives.
- Participate in regional or global workgroups and product line initiatives, as required.
- Report on strategic project progress.
Outcome: Sales Operations & Compliance
Actions:
- Ensure implementation and effective use of sales tools (SAW, BEST, CVI, Ackumen, etc).
- Collaborate with supply chain for optimal practices.
- Manage field assets and inventory.
Outcome: Marketing, Commercialization & Continuous Improvement
Actions:
- Support product launches and commercialization processes.
- Identify target opportunities and drive case study generation.
- Participate in trade shows and industry workshops, as required.
- Identify cost reduction and efficiency opportunities.
- Lead and document continuous improvement (CI/TCO) projects.
- Motivate for capital expenditures and track global CI metrics.
Basic Qualifications
- Education Requirements: Bachelor’s degree in Chemistry or any Engineering area or Business Administration
- Job Experience: 4-6 years
- Business and financial acumen
- Industry and Market Knowledge
Competencies
- Ensures Accountability - Holding self and others accountable to meet commitments
- Plans and Aligns - Planning and prioritizing work to meet commitments aligned with organizational goals
- Persuades - Using compelling arguments to gain the support and commitment of others
- Decision Quality - Making good and timely decisions that keep the organization moving forward
- Customer Focus - Building strong customer relationships and delivering customer-centric solutions
We appreciate the interest of recruitment partners, but we are not engaging external agencies for this role.
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