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Manager, Technical Sales-Leaf


PayCompetitive
LocationKansas City/Missouri
Employment typeFull-Time

This job is now closed

  • Job Description

      Req#: MANAG002273
      Leaf - Lesaffre Advanced Fermentations is a Business Unit of the Lesaffre Group, world leader in yeast and yeast extract. The Business Unit is in charge of developing the Group market share in ethanol applications, by developing innovative yeast products that provide end users with technical and economical benefits.

      Primary Duties

      To confirm and/or identify new business opportunities and develop in set geographical zones, the sales of added value yeast and yeast products in the targeted market segments: ethanol.

      To meet or exceed the economical targets from the established Yearly Sales Planner. To operate within agreed expenses (Budget).

      To report to management on factors that are either benefiting or affecting the company Yearly Marketing Plan.

      Reporting

      Reports to Sales Director.

      Responsibilities

      • Sales performance
      • Achieve the targeted sales objectives in terms of tonnage and revenue.
      • Budget, sales reporting and analysis
      • Assist Sales Director in the preparation of sales & marketing budget (Budget). Assist in sales analysis upon request.

      Marketing studies/research

      In ethanol, in geographical area of responsibility:

      • Carry out studies to confirm projected fuel ethanol production volumes e.g. by assessing economical & political drivers country by country.
      • Carry out market research to identify and/or update fuel ethanol projects/plants. Identify key contacts (influencers, decision-makers) at each plant location.
      • Carry out field visits to segment end users as per LEAF definition and requirements (company information, technology, yeast purchases, etc.).
      • Update Fuel Ethanol Database
      • Develop call plans and sales approach in accordance with strategic and tactical plans
      • Lobby turnkey suppliers as per instructions of Sales Director


      Monitor competitive activity by identifying and following up competitor's organization and product & services offer.

      Technical sales

      • Visit existing, target and potential customers (see Yearly Sales Planner) in accordance with the call frequency defined for each market segment (see Yearly Action Plan).
      • Develop strong relationships with key accounts by identifying key buying influencers.
      • Deliver technical presentations to key accounts.
      • Prepare sales offers in accordance with the guidelines of the Sales Director.
      • Provide direct technical support to customers (technical advice, assistance in trials, technical reports, technical training etc). Seek assistance from Technical Manager as and when required.
      • Assist other departments within organization to prepare manuals, technical publications and assist with product development activities.

      Promotion

      • Identify opportunities of promotion and report to management.
      • Promote LEAF products within the trade, highlighting their technical and economical benefits and raising LEAF as the expert in the industry.
      • Take an active role in the promotion of products through technical publications, paper and poster presentations, and participation at international and national trade shows, conferences and seminars - as per instructions of Sales Director.
      • Management of distribution networks (when applicable)
      • To increase current market coverage by consolidating the existing distributorship, reviewing when appropriate existing distribution agreements and identifying alternative and/or new distributors - whether inside or outside the Lesaffre organization - in segments requiring an indirect approach.
      • To establish yearly objectives and action plans (sales objectives, promotional activities, new product development...) with distributors, reviewing progress on a quarterly basis.
      • To provide distributors with continuous technical, commercial and marketing support. Organize training as and when required.

      Sales administration

      Liaison with Sales Administration department and/or other shared services, ensuring good customer service and satisfaction from order capture through to delivery, invoicing and payment. When applicable, liaison with Supply Chain department to ensure stock availability.

      Quality

      Document and follow up on complaints from customers. Liaison with Sales Director and/or Technical Manager as and when required.

      Budget

      To assist Sales Director in budget preparation, as and when requested.

      Others

      Other duties may be assigned.

      Autonomy and reporting

      • Operates within agreed upon expenses budget (see Budget).
      • Weekly movements to be agreed upon by Sales Director.
      • Weekly reporting through Weekly contact reports i.e. telephone inquiries, sales calls summary to Sales Director. Sales call reports to Sales Director and/or hosting company Manager.
      • Yearly appraisals (Individual Activity Reviews) with Sales Director.


      Education and/or Experience

      Bachelor's degree from a four-year college or university; preferably in Microbiology or related field with 5 or more years of technical support / sales experience in fermentation or related fields. Equivalent combination of education and experience considered if related specifically to fuel ethanol or alcohol production.

      Other Qualifications

      Must be able to travel 60-80% of the time.

      Competencies

      To perform the job successfully, an individual should demonstrate the following competencies:

      • Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in-group problem solving situations; Uses reason even when dealing with emotional topics.
      • Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
      • Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.
      • Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
      • Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.


      Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

      Language Skills

      Ability to read and interpret instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of the organization.

      Mathematical Skills

      Ability to calculate figures and amounts such as discounts and commissions.

      Reasoning Ability

      Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
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