Position Summary

Key Outcomes

• Managing the relationship with the customer in a manner that makes Buckman attractive and prevents attrition.                                                                                                                                     
• Actions: Business reviews, service reports (customer requested subjects and frequency), customer entertainment (lunch, dinner, teams building exercises), providing savings projects, responding to service calls as needed, data mining for issues as requested
• Sales Executives should bring savings projects to the customer to help improve their process (>10% of sales each year).                                                                                                           
• Actions: proposing chemical and/or digital solutions to lower customers’ costs, identifying process changes and assisting customers with implementation, optimizing applications or process variables/controls
• Sales Executive should reach annual sales targets by increasing volumes or obtaining new applications                                                                                                                              
• Actions: commercializing new applications, increasing volumes of existing applications to improve customer performance, working with sales manager to identify target applications.
• Servicing the account in a manner that keeps the customer happy.                                                       
• Actions: writing service reports, application testing and monitoring, business review with customer, process and application troubleshooting, responding to service calls, maintaining equipment

Competencies Needed for Success

• Drives Engagement - Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Ensures Accountability - Holding self and others accountable to meet commitments.
• Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
• Communicates Effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Develop Talent - Developing people to meet both their career goals and the organization's goals.

Minimum Requirements to Apply

• Bachelor's degree (BA/BS)
• Proven sales record and/or years related experience and/or training.
• Successful selling record, preferably in chemical sales. Specific training in pulp and paper science is desirable.
• Demonstrated understanding of business/finance and terminology desirable.
• Possess a valid Driver's License and acceptable Motor Vehicle Record.

Preferred Qualifications

• Talent development
• Facilitation/training skills
• Metrics/data analytics
• communication training