上海招聘

1. JOB PURPOSE:

This position is to manage a significant portion of this business as an Account Manager reporting to the Regional Sales Manager. The candidate will need to be experienced in (1) sales/account management and (2) the adhesives or coatings industry objective is to manage complex accounts as well as hunt for new opportunities within this industry in accordance with AZC strategies and market direction.



The position is primarily responsible for the sale of products and solutions to the adhesives industry in China, the management of accounts and distributors, growth projects at those accounts, and downstream marketing work to understand and help to better serve the customer's needs.



2.KEY DELIVERABLES:


· Manage the growth of sales revenue in the China domestic market, handling directs accounts (both local and global) and management of appointed distributors.

· Establish an effective vertical, consultative relationship at assigned accounts (purchasing, technical, production, senior management) and at appointed distributors.

· Monitor and express the changing business conditions and opportunities in the market and at the account level

· Understand and communicate the value proposition for each target market segment

· Understand the competitive landscape in the market and at the account level

· Manage the sales process at the customer and internally to close new business

· Identify and communicate new opportunities at existing and developmental accounts

· Negotiate and execute supply agreements

· Develop Territory Sales Plans and Key Contact Matrices

· Demonstrate effective preparation before a sales call, and, after the call, effective documentation and analysis of what was learned in the call.

· Continuously work to align priorities with Management, Marketing, Technical and other company resources

· Effectively marshal company resources (management, marketing, technical, customer service...) to assist in the growth of sales revenue and execution of sales plans

· Provide monthly rolling sales forecast for the territory.



3. KNOWLEDGE AND EXPERIENCE:

· Bachelors degree in a technical field (preferably chemistry or chemical engineering)

· Sales experience in the adhesives/coatings industry or similar chemical market in China

· Experience negotiating supply agreements

· Experience developing account/territory plans

· Experience managing multiple products to large, multi-site customers (multi-national)

· Working knowledge of MS Word and Excel

· Ability to work remotely and effectively and to be communicative



4. MAJOR DUTIES: .



Direct the Growth of Sales Revenue/Profitability

· By identifying new sales/technical opportunities at current accounts and developing new accounts; both via direct sales and working through distributors.

· By developing and managing Global accounts at local level.

· By quickly responding to inquiries, requests and customer complaints

· By identifying new market/industry opportunities

· By increasing the value of products sold through development of effective value propositions



Manage industry contacts and professional networks

· By attending industry functions

· By participation in customer sponsored events


Oversee the Development of Territory and Account Plans

· Through discussion with Regional Sales Manager with input from Marketing and product Management

· Through utilization of budget plans and forecasts

· Through knowledge of priority customers' operational practices, customer supply channels, customer's customers, service expectations and financial requirements

Established in 1930, Arizona Chemical is the world’s leading biorefiner of pine chemicals. We provide natural pine-based materials to our customers in many diverse markets including adhesives, inks, coatings, roadmarking, tires & rubber, personal care, lubricants, fuel additives, mining and oilfield.

Since the beginning, we have been committed to making the world healthier, cleaner, safer and more efficient.

We refine sustainable pine chemicals for every day products. With our world's largest distillation capacity, unparalleled global sourcing position, and advanced technology, we supply the highest quality products for our customers across the globe.

Through our sustainable chemicals, we enable our customers to go green while they in turn provide you with thousands of products for use in your daily life. You can find Arizona Chemical products in the adhesives and inks used in the packaging of your breakfast cereal and for the newspapers, books and magazines that you read. You may find them in the fresh pine aroma of your air freshener and in your household cleaners. Your child’s favorite rubber duck may contain our rubber emulsifiers and adhesives containing our tackifiers can be used to make their diapers. Your car tires are made safer and more efficient with our high performance tackifiers, and, if you drive a diesel vehicle there’s a good chance that the fuel you use contains our lubricity improvers that protect your engine whilst helping to reduce harmful emissions. When you drive home on a rainy night, our resins in the white lines on the road help to keep you on track and safe. Furthermore, the decorative paints in and around your house may contain Arizona Chemical binders.

At Arizona Chemical, we are the world’s leading innovator in sustainable chemical solutions. We develop market innovations and provide unique green solutions. We drive purposeful change, excel and have fun doing it.

Arizona Chemical employs over 1,100 people worldwide and has its principal executive offices in Jacksonville, Florida, United States and in Almere, The Netherlands.
We have five manufacturing locations in the U.S. and five in Europe. Our research and development facilities are in Savannah, Georgia, and Almere. We have a growing presence in Asia and a worldwide network of sales offices in 65 countries.

Arizona Chemical values the innovation that diversity brings to our company. We seek talented people dedicated to teamwork, customer satisfaction, the environment, safety and world-class operations for profitable growth and success.

Working at Arizona provides a value proposition that addresses all elements of your career experience.