Overview

Primarily responsible for working with key decision makers at the Corporate level to drive revenue and profit in the Market Vertical you are assigned.  This includes, but is not limited, to Equipment and Engineering, Specialty Chemicals and. This position will be responsible for developing relationships at the corporate and individual plant level to identify water treatment opportunities and develop a more integrated offering for the customer.

 

As opportunities arise in other Kurita America vertical streams, you will work with local regional management to bring these projects to fruition. You will also be required to expand and adequately maintain good business relationship between Kurita America and its large number of customers. Following are objectives for the role of Corporate Sales Manager.

 

Compensation:  $120-155K plus STI

Responsibilities

LEADERSHIP RELATED

• Implement the Kurita America Safety Policy.  Be a leader in safety implementation.
• Adjust to varying market conditions during the FY to ensure that a profitable and thriving business is maintained.
•  Recognize the market drivers and determine their impact on customer decisions. Ensure that key market indicators are tracked and interpreted on a regular basis
• Identify the current competitive environment and develop a SWOT analysis. 
•  Develop a target list and determine the unique Kurita America products and services that are appropriate for your identified targets.
• Prepare a monthly report utilizing the monthly reporting form. 
• Ensure assigned accounts meet with company’s strategic objective.
• Develop a template for business reviews based on customer requirements and develop communication and commitment at the field level to insure customer compliance.
• Ensure service plan implementation based on corporate requirements.
• Determine communication cadence with the field relative to corporate sales plans and defensive activities.
• Ensure the customer holds the Kurita America in high esteem, which is depicted by high customer’s satisfaction ratings.
• Performance of other duties as assigned.

 

FINANCIAL RELATED

• Provide input for the financial plan per the Kurita America financial planning process meeting the deadline.  Provide specific information including the anticipated revenue and margin by product line to be generated from the customer.
• Ensure that the complete work scope and all terms and conditions are reviewed and understood as part of the “Go/No Go” process.
  • Ensure communication with the E&E Group on quote opportunities is horough and timely to aid in proper cost estimating.
  • Ensure that payment terms are clearly defined in writing.  Accept no “pay when paid” terms.
  • Ensure that all risks are clearly identified and resolved before quotes are submitted.  Engage the field when necessary to insure project timelines and commitments are met.
  • Ensure all safety risks are properly identified, mitigated and accounted for in quote.  Engage all parties necessary.
  • Achieve plan job margins by selling unique Kurita America products and services and defining a clear work scope.
• Performance of other duties as assigned.

Qualifications

• 10 plus years working in the field as both a Sales Manager and Sales Representative.
• Understanding of unit operations of the Vertical.
• In depth technical understanding of chemical treatment for boilers, cooling towers, pre-treatment and waste treatment.
• Understanding of Strategic Account Selling
• Demonstrate an understanding of the Kurita America Integrated Solution.
• Highly effective communication skills.
• Aptitude in major proposal development and presentations.
• Experience in development of specific sales plans for targeted prospects.
• EEO/AA/F/M/Vet/Disabled