Regional Sales Manager EMEA

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Lead by knowledge – sell by advising

This role has accountability for approximately US$100 MM in annual sales and the leadership and oversight of one Sales Manager, one Logistics & Admin Coordinator and one Customer Service Representative.

Responsibilities and tasks

This position will oversee and manage all sales of OxyChem products through direct sales and distribution channels in the EMEA region. The role will direct the development of key account strategies and ensure the proper execution of these strategies. This role has people management responsibilities for the region including sales territory & account coverage design, performance evaluations, compensation management, training and development of all staff, career management and management of all people development programs. This role will manage all aspects relating to the regional office, and the EMEA region sales budget.

As Regional Sales Manager you will:

• Manage the regional implementation of all business strategies and deliver the annual regional sales plan. Oversee the development of the sales plan and ensure that key account sales strategies along with target account plans by product line are developed and executed. React to market conditions and competitor actions by adjusting tactical actions to meet/exceed the annual plan in accordance with direction from the commercial managers, business managers and the GM of sales. Develop and implement a plan for regular sales calls, either by phone, video conference or in-person whenever possible, on both existing and target accounts, and send call reports and account profiles to the appropriate commercial manager and business areas after the call.
• Develop comprehensive job descriptions for all direct reports approved by the GM. Align responsibilities to ensure proper sales coverage. Ensure that each employee receives proper training and development. Support recruiting and interviewing efforts of new employees when required. Manage all aspects of the employee performance rating and compensation planning process and deliver a personalized employee evaluation and compensation summary in accordance with OxyChem’s performance management process. Manage and be accountable for all sales agents, distributors and vendors utilized in the region.
• Be responsible for managing the regions sales operating budget of about $950M. This will include the management of all T&E spending including special event planning, office leases and maintenance expenses, salaries, company vehicles, and customer promotional expenses. Prepare annual budgets, and track and manage spending on a regular basis to ensure that spending is in line with budgets. Ensure compliance with OxyChem business and expense policies.
• Collaborate with the commercial managers to oversee the preparation and routing of all sales contracts required for the EMEA region. Implement each business’s contracting strategy and renew expiring contracts in accordance with business strategies on a proactive basis.
• Lead the region in the development of trade reports and identifying new target accounts. Coach employees on target account plans and lead in the development of account strategies to grow direct business and manage all distribution channels in accordance with the individual business strategies.
• Ensure that call reports, account profiles, sales highlights and monthly reports are timely, concise, and educational. In collaboration with the commercial managers, actively participate in quarterly marketing updates with the business areas, to provide the most current market. Provide accurate forecasts to the commercial managers and business areas as requested in a timely manner. Responsible for the explanation of variances on previously submitted forecasts.
• Lead efforts to ensure that employees are working and traveling in a safe and responsible manner and complying with all OxyChem HESS guidelines. Ensure that all offices adhere to OxyChem safety guidelines and policies.
• Ensure that all company policies and procedures are followed by the region. Assure that all employees in the region receive the necessary compliance training. Responsible for all regional agent, distributor, and vendor agreements, ensuring that all OxyChem legal, compliance and other internal guidelines are followed for each transaction. Manage and be accountable for all regional financials and audits, as well as all annual meeting requirements and related entity management responsibilities. Lead the region on all corporate compliance guidelines and initiatives. Raise any compliance-related concerns or questions immediately.
• Lead the region in OxyChem’s sustainability initiatives. Responsible for the development of sustainability landscapes for major accounts and ensuring that all employees in the region are engaging major accounts in discussions about sustainability, making OxyChem the supplier of choice.

Your skills and personal characteristics

• +10 years of experience in in key account sales management & people management (small teams).
• Chemical Bachelor’s/Master’s degree or equivalent by experience.
• Experience in commodity sales in the chemical industry.
• Experience in an independent and self-driven role: entrepreneurial, creative, self-reliant, energetic, structured.
• Reliable negotiator.
• Experience in budget and expense management as well as compliance.
• Strong evidence of customer-led behaviour and relation building skills: able to establish relations to all levels as well in the OxyChem organization as with clients.
• A career record of consistently attaining high achievements demonstrating personal drive.
• Strong ability of working under pressure.
• Willing to travel (mainly within Europe, approximately 10-20% of your time).
• Other characteristics: integrity, communicative, reliable (respecting deadlines).
• Fluent in English (daily communication with HQ in USA) both verbal as in written and Dutch. Other languages are welcome.

What we offer?

OxyChem offers an excellent opportunity to show your worth in an international market.

The position comes with an attractive salary package with fringe benefits.

Interested?

Please send your CV and cover letter through www.mercuriurval.com (ref.no.BE-07569).

We are working in collaboration with Mercuri Urval, specialists in Executive Search, Professional Recruitment and Talent Advisory.

About the company

OxyChem is a wholly owned subsidiary of international energy company Occidental (NYSE: OXY). It is based in Dallas, Texas, with manufacturing facilities in the United States, Canada and Chile. OxyChem is among the top three producers in the United States for the PVC, chlor-alkali, chlorinated organic, and other principal products it manufacturers and markets, and is a global leader in the production of polyvinyl chloride (PVC). OxyChem develops and sustainably manufactures indispensable chemicals used in a broad range of life-enhancing products, including: medical supplies, PVC pipe for delivering safe drinking water, and a variety of other long-lasting products essential to the automotive, electrical, and construction sectors. OxyChem is a founding member of the: American Chemistry Council’s (ACC) Responsible Care® Health, Environment, Safety and Security initiative; Alliance to End Plastic Waste; and Vinyl Sustainability Council. It is a participant in the +Vantage Vinyl™ program. OxyChem is committed to safeguarding the environment and the health and safety of its employees and surrounding communities. OxyChem is growing, action-oriented and safety driven, continually striving to be the best in the business while staying focused on environmental protection. Its greatest asset has been and will continue to be their people.

Occidental Chemical Belgium in Aarschot, the regional sales office for Europe, Middle East and Africa (EMEA), is looking for a Regional Sales Manager EMEA.