Job Description

De Nora is an Italian multinational company, a global provider of innovative technologies and solutions, and is recognized as a partner of choice for significant industrial electrochemical processes. Since its foundation in 1923, De Nora has been driven by the philosophy of continual improvement. Today, it is the world’s largest supplier of high-performing catalytic coatings and insoluble electrodes for electrochemical and industrial applications. De Nora is committed to developing unconventional solutions to achieve the energy transition to decarbonization, the green hydrogen economy, and clean water for everyone. De Nora has 23 operating companies, in 10 countries, with 5 R&D centers located in Italy, the USA, and Japan.

Watch the video to discover more: https://youtu.be/vmkv0tuQvKc

About the role:

As a key leader in our commercial operation, the Sales Manager develops and executes De Nora Tech (DNT) electrode business and market growth initiatives in North America, providing sales and technical support management, training, and field support to grow sales in the assigned Pools, Oxygen (DNOX), and Energy Transition market segments. Will direct and conduct marketing analysis and promotion for products, and participate in related marketing activities. Directs the management of sales activities including preparation of budgets. This position impacts company product line sales, and should contribute to maintaining and finding new avenues for growth in key areas and developing new growth opportunities. The key sales areas are Swimming Pool salt chlorine generator anodes, Cathodic/Corrosion Protection, Water Treatment, Electronics, Energy Storage systems, Water Electrolysis, Decarbonization, and Surface Finishing anodes. Also has responsibility for sales, after sales, and directing the team for order administration, and product management and marketing support for Pools, DNOx, and Energy Transition.

Supervisory Responsibilities:

• Sales Professionals (4 direct reports) – responsible for annual sales revenue from $15 million to $150 million in Pools, DNOx, and Energy Transition business. These professionals call on accounts, negotiate pricing, set up new products for sale, and maintain existing accounts with established products. They also prospect for new opportunities, handle inquiries, manage sales opportunity funnel, and coordinate with other functional groups such as Technical Services, R&D, Product Management, supply chain, manufacturing, accounting, legal, etc. The sales professional are also responsible for managing and maintaining customer data, including management of customer agreements.

Coordination responsibilities:

• Technical Service Professionals – Provide support to both the account managers as well as the manufacturing group and others within the organization to find proactive technical solutions to customer issues and continue product development.
• Inside Sales Professionals – Customer order administration for accuracy and timeliness for the order-to-cash cycle.

Main Responsibilities:

• Meet the revenue and gross profit targets for the assigned Pools, DNOx, and Energy Transition business segments.
• Recommend strategies to the Director of Sales North America and, once approved, direct implementation.
• Provide leadership to sales and support functions in assigned segments. Manage the preparation of key account plans. Work to develop and improve sales staff performance with training and tactical advice. Provide regular feedback on performance and perform annual reviews.
• Prepare sales and technical objectives and budget in alignment with company, product management, and Corporate strategies. Manage expenses to budget.
• Direct and/or carry out as appropriate functions for the assigned segments including pricing and profit analysis.
• Manage trade show activities. Develop marketing messages based on research and strategic analysis. Coordinate with Product Manager and Marketing on production of literature, trade show materials, and special projects like building signage.
• Coordinate with other functional groups in support of the assigned segments. Create market and product assessment data to develop strategies for sales growth. Work with sales staff, and other groups to support growth initiatives. Frame prospects for resource management.
• Conduct, find, and/or coordinate the design of internal or external market studies to provide focused market data for development projects. Works with Sales Director to identify information needs. Supports competitive analysis studies.
• Direct and participate in creating the annual DNT sales and margin budget, both forecast updates and monthly update reports.
• As required, take lead role or provide support in relation to issues related to the non-areas assigned business segments.
• Negotiate and/or support sales group in negotiation and execution of long-term supply agreements.

Education & Professional Experience:

• Position requires either a business or technical degree (engineering or chemistry)
• 15+ years in direct sales of technically engineered or industrial products, experience in marketing
• Experience with a Customer Relationship Management (CRM) platform very helpful
• Ability to manage professional level staff and interact with key customers to improve their perceived value of DNT products and service
• Experience managing sales staff in mid-size companies selling to varied and diverse size markets. Experience selling and marketing to large companies would be an asset
• Should have a strong external view and an ability to judge how opportunities in a company can be evaluated as a portfolio

We are an Equal Opportunity Employer and take pride of our diverse and inclusive environment. We aim to attract and recruit individuals with diverse backgrounds, skills, and abilities, who will enhance the quality of our products and services and contribute to the Group’s success. We are committed to prioritize talent, make people feel respected, appreciated, and free to fully express their potential.