Situation in Organization

Reports to Regional Business Director HPC Americas

Job Dimensions

• Commercial Relationship Management
• Owner of the regional commercial relationship between Bostik and NA Distribution Network within HPC
• Account Strategy Development
• Author of regional commercial strategy for accelerated growth
• Drive top line distribution sales through developing key and sustainable relationships.

Activities

• Regional Commercial SPOC (Single Point of Contact)
• Lead commercial activities and coordinate commercial initiatives to the Distribution team in North America.
• Lead regional team to expand Bostik share in the packaging sector: Consumer goods and End of Line applications.
• Close interface with operations, planning, supply chain and finance to find efficiencies and agility to market with profitable results.
• Commercial Account Management
• Develop and execute strategic plans to gain share with existing distributors and develop new ones.
• Establish regional competitive dynamics and define strategies to manage the competitive situation.
• Coordinate new business growth opportunities while maintaining a rationalized product portfolio in place.
• Prepare regular and accurate forecasts and define new business opportunities.
• Build initiatives to drive profitable growth to achieve or exceed annual budget.
• Ensure the development of a strong project pipeline to secure short to medium term growth.
• Participate in S&OP monthly meetings
• Prepare periodic business updates to include market share analysis, call reports and specific project updates in Sales Force.
• Project Management
• Lead specific efforts to develop new distributors and reach new customers in packaging business.
• Practice Safe working habits, in accordance with OSHA, EPA guidelines, and Bostik’s specific EHS expectations

Context and Environment

• Home based
• Travel will be 50%

Accountabilities

• Regional performance to meet and exceed financial objectives
• Developing and execution of strategic growth plans
• Profitable growth
• All facets of customer management including quality resolution, identifying growth opportunities, etc.
• Management of CRM System (Salesforce)

Qualifications / Experience Required

• Business or Technical Degree with MBA preferred     
• 10 years or more of expertise in rigid packaging, consumer goods accounts, end of line adhesive business
• Solid Technical Background – understanding of fundamentals of chemistry, the adhesives and packaging trends industry
• Skilled strategic thinker with a track record of results
• Strong Negotiation Skills
• Highly organized and effective prioritization skills
• High Performance work team experience
• Excellent Interpersonal skills
• Ability to interact with all levels of management

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