ESSENTIAL RESPONSIBILITIES & FUNCTIONS INCLUDEthe following, others may be assigned.

Account Responsibility:Independently handles direct and distribution accounts, and can capably handle national distribution accounts, national accounts, and global accounts. Capable of working throughout the Prayon organization to coordinate key local and global projects .

Knowledge: Fully understands buyers’ motivations and how to motivate them with price, volume, quality, and product line. Knows Prayon organization from both production and management perspectives. Knows competitors more fully and has a good understanding of their market direction and desired market positions. Is able to integrate proposals utilizing knowledge of all three to successfully craft agreements. May also have specialized product application or market knowledge in one or more applications.

Negotiation skills: Develops negotiation strategies for local and regional accounts, and recommends national account strategies for National Sales Manager and Marketing Manager review and concurrence. Independently implements agreed negotiation strategies, reports results, and develops modified strategies as required.

Communication: Regularly communicates with National Sales Manager, Marketing Manager, as well as VP Global Accounts. Regular direct communication with VP Sales & Marketing, COO, and VP Supply Chain as a result of work on national or global accounts and on large or complex customer requirements. Occasional direct discussions with CEO.

Pricing: Analyzes regional or market pricing trends, or end-use trends, providing feedback to management. Utilizes approved EXW pricing to formulate winning price proposals at or above approved EXW price. Recognizes opportunities to increase pricing and volume, and recommends price/product strategies to do so. Provides complete, timely feedback on results and consistently provides recommended alternative pricing strategies to improve Prayon position. Consistently closes first and second opportunities at target accounts and can independently negotiate to secure added value for price concessions.

Relationships: Develops preferred relationships with current and potential accounts. Effectively networks with existing contacts to identify and develop relationships with prospective accounts. Effectively identifies and develops relationships with key decision makers at current and potential accounts. Has relationships with senior management at regional, national, and global key accounts.

Leadership: Assists with training of lower-level Sales personnel, and mentors Territory Managers during their first months/year with Prayon. Recognized by others in the team as a leader within the team.

Development: Consistently offers innovative product line packages and offerings to meet customer needs/desires. Works internally with Supply Chain and Production to provide tailored solutions that provide Prayon large volume or high margin positions. Uses innovative approaches to establish and maintain productive relationships with key personnel at customers and prospects. Provides input toward the development of systems in support of improving the sales cycle and customer focused systems.

General Responsibilities

• Manages the sales volume and revenue of multi-state territory.
• Directs sales efforts to provide long-term sustainable results. Ensures Prayon receives value for value offered.
• Meets individual sales objectives and goals as established by management to achieve desired overall results.
• Assists in establishing regional and overall sales objectives by recommending and implementing marketing strategies, analyzing trends and results, and projecting expected sales volume and pricing for existing and new products, markets and customers.
• Participates in the annual budget process
• Monitors competition by gathering current marketplace information on pricing, new and existing products, schedules, and merchandising techniques
• Identifies current and projected customer requirements
• Develops preferred relationships with potential and current customers
• Focuses sales efforts by targeting existing and potential volume through direct and distributor channels
• Services existing accounts and establishes new accounts by planning and organizing daily work schedule to call on existing or potential customers, and through participation in other trade organizations.
• Addresses technical product or service information by involving appropriate Supply Chain and Technical Service personnel.
• Maintains sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors
• Recommends changes in products, pricing, service and policy by evaluating results and competitive developments.
• Make recommendations on product usage by referring to price lists, technical service recommendations and product literature.
• Keeps management informed by submitting activity reports, such as call reports, weekly itineraries, and periodic territory analyses
• Resolves customer complaints by reporting problems, engaging relevant departments, developing solutions, making recommendations to management, and reporting satisfaction feedback
• Actively manages distributor relationships to maintain a consistent and growing market presence
• Maintains knowledge of supply chain issues and proactively works to help minimize impact of any disruptions through clear communications and timely forecast updates.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional organizations as applicable.
• Provides and maintains historical records through electronic data and information capturing systems.
• Understands and follows all organizational policies, procedures and rules, ensuring that all laws are obeyed and equal employment, safety and environmental protection are practiced
• Work in excess of eight hours per day or forty hours per week on any shift or travel as needed.
• Approximately (40-80?) % over night travel required (automobile and air) Some international travel may be required.
• Consistently demonstrates prompt, regular and reliable attendance.
• Scheduling and coordination of travel plans
• Regular and timely submission of expense reports.
• Communicates development and career goals to immediate supervisor and takes ownership of personal development plan
• Contributes to team effort by accomplishing related results as needed; works closely with all commercial, technical, and manufacturing disciplines

SUPERVISORY RESPONSIBILITIES & FUNCTIONS
This is a non-supervisory position.
Direct Report Job Titles: Not applicable

Qualifications

Education: Bachelors Degree, preferably in Sales/Marketing, Business, Chemistry, Engineering or relevant discipline.

Experience: Ten years sales experience, with at least five years with Prayon or a direct competitor in phosphates, phosphoric acid, water treatment, or horticulture. Strong aptitude for chemical technology and for communicating scientific product-related information.

Licenses: Valid Drivers License, Valid Passport

LANGUAGE SKILLS
Reading/comprehension, speaking and writing at required education equivalency level. Ability to read, analyze and interpret general business correspondence, technical/product information, policies/procedures or government regulations. Ability to complete written forms and write routine to complex procedures, reports and correspondence. Ability to effectively present information and respond to questions in a group or individual setting. Good interpersonal and communication skills are crucial to success in position.
Ability to speak conversational French is a plus.

MATHEMATICAL SKILLS
Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals. Ability to compute rate, ratio and percent.

COMPUTER SKILLS
Proficient in Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint and other Office 365 applications.
Proficiency in relevant SAP modules preferred

COMPLEXITY
The work includes varied duties requiring many different and unrelated processes and methods be applied to a broad range of activities and/or substantial depth of analysis within a particular area. Decisions include areas of uncertainty in approach, methodology, interpretation or evaluation resulting from such elements as continuing changes, technical developments, unknown phenomena or conflicting requirements. The work requires originating new techniques, establishing criteria, or developing new information.

PHYSICAL DEMANDS
The work requires both sedentary and limited physical exertion to include sitting; walking; standing; bending; traversing stairs; carrying of light items such as papers, books, luggage or small parts; driving an automobile; flying in airplanes; riding on trains etc. Work routinely requires speaking and hearing (expression or exchanging ideas by means of spoken words and perceiving sounds by ear).

WORK ENVIRONMENT
The work environment requires normal safety precautions typical of such places as offices, meeting and training rooms, personal or commercial transportation methods. Requires use of safe work practices with office equipment, avoidance of trips and falls, observance of fire regulations and traffic signals, etc.. Generally, the work area is well lighted, heated and ventilated. Also includes work that requires special safety precautions such as working around moving parts, carts or machines, or with irritant chemicals. Employee may be required to use protective clothing or gear such as masks, gowns, coats, safety shoes, boots, goggles, gloves, safety glasses or shields.