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Territory Sales Manager Printing amp Packaging

Cincinnati, OH

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Michelman is a global developer and manufacturer of environmentally friendly advanced materials for industry, offering solutions for the coatings, printing & packaging and industrial manufacturing markets. The company’s surface modifiers, additives and polymers are used by leading manufacturers around the world to enhance performance attributes and add value in applications including wood and floor care products, metal and industrial coatings, paints, varnishes, inks, fibers and composites. Michelman is also well-known as an innovator in the development of barrier and functional coatings, as well as digital printing press primers that are used in the production of consumer and industrial packaging and paper products, labels, and commercially printed materials. Michelman serves its customers with production facilities in North America, Europe and Asia, product development and technical service centers in several major global markets, and a worldwide team of highly trained business development personnel.
General Summary
Currently, we have a great opportunity available for a Territory Sales Manager
to join our Printing and Packaging Group, focused on the flexible packaging, specialty, digital and paper printing industries. This position is remote and has flexibility on geographic location; candidate will work from a home office and will report directly to the Regional Sales Director. The Territory Sales Manager position is responsible for conducting field and promotional work to sell and develop new and existing business accounts. This individual will also be accountable for territory growth, development of new business opportunities and customer satisfaction.
The Territory Sales Manager
position will:
Live our Values & Behaviors
Collaborate effectively within a highly matrixed global environment
In partnership with the Flexible Packaging Segment and/or Regional Sales Manager, determine and justify the appropriate way to segment and reach the market and quantify the market potential
Develop and maintain relationships with internal, external customers and prospects, traveling regularly, attending trade shows and visiting key customers, suppliers and co suppliers to assure customer needs are met
Recognize the opportunity within each account and determine frequency of account visits. Understand each project's objective and the account's ability to commercialize new projects; assure win/win for key people within each account is established and met
Manage (develop strategies, measure effectiveness and articulate course corrections) each element of the sales funnel within the territory, ensure it is sufficiently robust to sustain targeted growth rates. Keep consultative selling skills and tools current
Act as the Manager of an assigned territory, accountable for territory growth, development of new business opportunities and maintaining customer satisfaction
Act as the primary liaison between Michelman and any Agents/Distributors in the Territory; responsible for coordinating, prioritizing, and managing all Agent & Distributor activities including keeping the Agents & Distributors motivated to sell Michelman products and ensuring Agent & Distributor adherence to Michelman’s reporting requirements
Work with the Flexible Packaging Segment and/or Regional Sales Manager to plan and develop strategic direction of sales efforts, inventory management, invoicing, forecasting and special pricing and volume discounts to ensure customer needs are met
Inform Company relative to marketing trends competitive products and pricing. Conduct promotional work to sell and develop new and existing business accounts
Perform related duties as assigned or as the situation dictates
Technical expertise in and understanding of the flexible packaging, digital and paper printing industries
Ability to collaborate with external and internal teams
Excellent problem solving, organizational, and prioritization skills
Proficient in standard business office software
Ability to quickly learn and use specialized business software (Michelman business intelligence, sales and marketing software)
Excellent presentation, written and oral communication skills
Able to make effective presentations to diverse groups
Able to perform financial calculations and create and manage budgets
High levels of self-motivation, initiative, and interpersonal skill
Ability to quickly achieve a thorough knowledge of Michelman products and their usage
Position Requirements
The Territory Sales Manager
must possess and demonstrate the skills, experiences, and competencies to fulfill all elements of the position overview in addition to the following:
Bachelor’s degree in chemistry, polymer science, engineering, packaging, or related
Advanced business degree a plus but not required
Selling background with a track record of past sales success
Strong market knowledge and industry contacts
3 years specialty chemical sales experience in flexible packaging and/or technical sales in a related business that is selling into the flexible packaging and/or digital and paper printing industries
Be able to work independently from home office
Be able to travel by car and plane to visit a diverse, regional base of customers (Approximately up to 60% travel)
Be able to perform job duties at remote locations including industrial sites, chemical facilities, customer centers, and other locations
About Michelman
Michelman develops water-based, environmentally friendly solutions that improve product performance and enhance numerous man-made materials. Our technology optimizes surface properties to help ink adhere to paper & packaging, make cars lighter and more fuel efficient, and protect homes and other goods in harsh environments.
Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.
For more information about Michelman, please visit ****Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans

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