European Sales Director

vor 2 Wochen

Frankfurt am Main, Deutschland Albemarle Corporation Vollzeit

Are you inspired by “what’s next”? So are we.

When you join the Albemarle team, you contribute to a better tomorrow. You will play a role in powering many of the world’s largest and most critical industries, from energy and communications to transportation and electronics. We are putting innovation to work to improve people’s lives and we want YOU to be a part of it.

**Job Description**:
JOB SUMMARY

Responsible for key Auto OEM accounts and supports all facets of the relationship. Leads the relationship and interacts high, wide and deep within the customer organization with Albemarle’s values and sales processes. Develops and implements sales plans with clear account priority coordinating with internal teams. Role will eventually include direct reports to help support customers within the EMEA region.

FUNCTIONAL SCOPE
- Will lead and coach a team of sales professionals to deliver sales targets for the country.
- Delivers the sales volume and revenue forecasts along with the annual operating plan and is responsible for its accuracy.
- Ensures that sales call/negotiation planning, execution, and Salesforce reporting are executed for all responsible customer accounts.
- Ensures that BU strategies and key deliverables are integrated into key customer account plans and account strategies.
- Establishes and manages strong relationships with customers and works to identify continuous improvement of customer experience.
- Develops multi-level relationships (high, wide and deep) within key accounts.
- Ensures development of new business opportunities and growth opportunities for responsible accounts. Works with R&D, business development, etc. teams internally.
- Collaborates with business on pricing strategies/ranges that maximizes business profitability and negotiates key contracts.
- Proficient in negotiating contracts with strategic and key customers with Albemarle’s interest in mind.
- Manages external contract reviews and facilitation, as well as renewal and enforcement of contracts including managing of past dues.
- Develops relationships and new business opportunities with new and existing customers.
- Ensures that market intelligence is captured and delivered to key stakeholders (Marketing, Business, R&D).
- Understands the value chain and assess and communicates changes to business and sales teams.
- Leads internal and external negotiation discussions using the Challenger Selling principles
- Implements processes including account plans, territory reviews, opportunities, etc.

REQUIRED KNOWLEDGE, SKILLS & CAPABILITIES
- Seasoned sales leadership to manage a sales team, key customers and sales accounts with value selling skills.
- Strong negotiation skills and resiliency to tough situations.
- Previous people management experience and leadership skills
- Understanding of the Challenger Selling principles.
- Analytical skills to evaluate value chain, risks, growth potential of accounts, etc.

MINIMUM REQUIREMENTS
- EDUCATION/QUALIFICATIONS/EXPERIENCE:

- BS degree in technical, engineering or business related discipline - prefer MBA, MS or PhD
- Minimum 10 years of commercial experience
- 5 years of Chemical Industry experience preferred
- Previous people management skills

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