Regional Sales Manager

Basic Function

The Regional Sales Manager is responsible for managing a team of Key Account Managers to deliver on business unit goals with a focus on customer relationship management, customer excellence, market penetration and growth; while also maximizing profitability and building LYB’s Brand in the industry. The position leads key account managers and works collaboratively with multiple internal stakeholder groups and customers to develop and execute sales strategies aligned with the Business strategy; while also managing communication between multidisciplinary interfaces including Business Management, Supply Chain, Credit, Technical Service, Human Resources, Tax and Legal to ensure alignment and seamless coordination of interdependencies. Additionally, the position is accountable for providing coherent market and competitive intelligence to the Business, aimed at shaping pricing, marketing and product development / introduction strategies and direction. Success in the role would mean motivating the Sales Team and holding them accountable to execute on sales strategies; while also facilitating a high performance, open and collaborative culture across functional groups. 

Lastly, this role will also be responsible for general oversight of the Turkey Office in the capacity as Regional Entity Manager – with the responsibility to drive a site culture that is aligned with the company culture while having signing authority in Turkey for the organization.
 

Roles & Responsibilities

• Drive GoalZERO HSE performance through active engagement and employee involvement aligned with corporate standards and expectations; while also driving Operational Excellence in sales administration protocols such as contract, rebate, product risk, bad debt and SOX management
• Understands the long-term strategic vision for the organization and the region, and leads efforts to work with key stakeholders to translate these into sales objectives and action plans 
• Nurtures internal and external customer relationship management and works with the Business to set sales plans / targets and holds the sales team accountable to achieve those targets through well-developed key account / sales channel strategies
• Assures proper positioning of LYB products and brand in the industry and establishes new leads / channels to ensure continued sales expansion / growth focused on value creation
• Understands customer / industry needs as well as competitive trends / industry best practices and works internally with cross-functional groups to frame these into value added opportunities in new product development, supply chain, back office systems enhancements and pricing excellence
• Drives excellence in managing / optimizing the account portfolio to maximize value and develop key account strategies to maximize overall contribution margin and drive growth for continuous margin expansion
• Establish an effective framework and KPIs to forecast, track, manage and report performance against sales targets in order to maximize value delivered from account portfolio.
• Motivates and positions the team as industry leading by hiring, coaching, recognizing and continuously developing and retaining highly skilled talent that is well positioned to meet present and future business needs
• Understands financial analysis, including account cost to serve; and drives the use of industry leading account management tools for optimum customer relationship management
• Actively develop, set and manage budget to plan by controlling spending to best utilize the budgeted travel and entertainment budget.
• Drive efforts to maintain a high performance culture by promoting ownership, empowerment, teamwork, collaboration and accountability - coupled with a reward system involving active employee engagement
• Leads efforts to embrace and drive change, while also challenging the status quo and effectively influencing management as necessary
• Manages administrative activities, needs and requirements of the Turkish Office and the Turkish Business Entity

Min. Qualifications

Education: 
This position requires a University / College degree. IT capabilities (SAP, MS Office) is a plus.

Work Experience: 
This position requires a minimum of 15 years of professional experience in a multinational company including Commercial experience. Additional experience in International Trade and Supply Chain is a plus; as is the demonstrated ability to develop and implement strategies.

Additional Skills / Expectations:

Ability to effectively read and interpret documents, write routine correspondence and to speak fluently with internal and external stakeholders. In addition, strong leadership, communication, systemic thinking, planning, problem solving, results orientation, decision making skills and empathy; with sound business judgement are essential for this position.  The ability to work with cross-functional teams with a focus on sales deliverables is critical in this role.

This position will require ~ 50% travel.
 

Competencies