The Technical Sales Representative is responsible for managing existing and new customer relationships, selling Dow Personal, Home and Industrial Care products and solutions, and driving profitable business and accelerated growth in North Africa. The individual for this role will reside in the Morocco office. This will require developing strong, in-depth relationships with customers and prospects in assigned region and a mentality to hunt for and convert opportunities into profitable sale.
Oversee and manage the needs of existing and new customers
Drive an accelerated growth agenda for North Africa
Demonstrate high sales excellence, strong negotiation skills and drive projects pipelines to close sales
Maintain strong relationships at all levels of channel partners and customers’ organizations including R&D, Procurement and use this relationship to promote and qualify Dow products and solutions.Develop strong multi-functional account teams (including TS&D, R&D, CSR) to effectively interface with customers.Provide technical assistance in the area of formulation and applications, support technical solutions implementation at customers, identify growing technical trends/customer needs and execute projects with customers.
Create account plans for all channel partners and target customers.Utilize strong sales skills to promote Dow products and solutions to customers and prospects.
Effectively negotiate and close sales contracts
Manage a list of channel partners and challenge them to deliver on Dow Personal, Home and Industrial Care growth and profitability agenda Manage customer pricing strategically in line with business goals.
Deliver a high level of service to customers - effectively resolve any quality or service issues that arise.
Work with customers to understand and proactively analyze their sales, technical and business needs and deliver suitable solutions to answer their objectives
Develop sales projects pipelines around commercial, technical and new development opportunities.
Maintain a high degree of knowledge of Dow Consumer & Industrial Solutions product lines from technical and sales value propositions.Possess a deep understanding of Home Care (Floor care, Fabric Care, Dish Care, Surface Care), Personal Care market (Hair Care, Skin Care, Sun Care) and Industrial Care (Mineral processing/Ceramics, Water treatment, Mining, Neutralizers and Amines, ) trends and needs- this is by priority order Be a resource to the business on Competitive Intelligence and use this knowledge to take more market share from competition.
Work closely with all related functions (CSR, Supply Chain, R&D, Marketing..) to build good teamwork, foster customer satisfaction and deliver business results.
Develop forecasts on anticipated customer product consumption.
Create and work within budget guidelines for region.
Provide needed data to Sales & Operating Teams to efficiently manage the business.
Responsible for continuous improvement in the area of overall productivity and efficiency. Effective management of sales terms and credit with assigned customers.
Use Dow tools to manage business and reporting: opportunities tracking, forecast monitoring, account plan
Perseverance / Tenacity/Resiliency:
Ability to recover quickly from set-backs or changes. Remains focused despite challenging circumstances. Willing to go ‘above and beyond’ to make the sale. Plays to ‘win’ vs. plays to defend. Helps others see the positive aspects of change and adapts to change to achieve sustained gains.
Job Details
| Date Posted: | 2014-07-04 |
| Job Location: | Casablanca, Morocco |
| Job Role: | Other |
| Company Industry: | Other |
Preferred Candidate
| Career Level: | Mid Career |
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Date Posted: July 04, 2014 at 10:03AM
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Key Account Manager - The Dow Chemical Company
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