Principal Manager

Principal Manager The Principal Manager will work with assigned suppliers to understand their expectations of IMCD as a channel partner with regards to sales growth, communication, logistic expectations (transactional), and marketing (market intelligence).
Targeted Skills & Capabilities: • Organized • Willing to do whatever it takes to get the job done.
• Excellent Listening skills.
• Excellent interpersonal and written communication skills.
• Extremely ambitious with the drive and commitment to succeed.
• Ability to ask open ended questions.
• Passionate and committed to contributing to continued sales growth.
• Dynamic, outgoing, highly energetic, and self-starter.
• Decision-making, problem resolution, and creative thinking skills.
• Ability to multi-task the activities with shifting priorities.
• Desire to learn all products technically.
• Focused through daily rituals including action planning and time management.
• Well-presented and articulate.
• Disciplined.
• Proficient with common computer programs, including Microsoft Office.
The position is responsible for: Sales Growth • Communicates supplier’s annual growth expectations to Regional Sales Manager (RSM).
• Work with RSM to ensure there is a documented plan to meet the supplier’s growth expectation and track this monthly.
• Generates ideas and strategies to RSM for creation of new targets.
• Tracks, monthly, YTD performance of IMCD vs.
supplier plan (review key variances +/- with RSM).
• Reads call reports for assigned supplier to stay informed of activity and offer advice on strategies specific to an account; makes joint calls as needed.
• Manages special price requests from RSM via IMCD cups/rebate/drop ship process as it relates to sales maintenance and growth.
• Takes lead on any turnover business from supplier and communicates specifics to RSM Assistant; tracks weekly, the success of the turnover and reports monthly progress.
Communication • Takes lead role in growth plan business review; consolidates status of IMCD growth plan, by region; uses baseball diamond analogy (IMCD sales process) to communicate status of target for supplier reviews.
• Ensures IMCD sales team understands who to contact at supplier for technical support by product line or market.
• Manages technical literature provided by supplier; makes sure it is current and organized properly in IMCD literature file.
• Works with supplier on training needs, webinars (as needed), and new product launches.
• Provides supplier, monthly, with any requests, information, or reports.
Logistics • Communicates supplier expectations of how to transact business to IMCD team: - MOQ (minimum order quantity).
- Lead time.
- Change orders.
- Price increases.
- Sample request process.
• Works with IMCD operations: - Price increases/IMCD list price schedules.
- Forecasting needs from Materials Management.
- Call report supplier contacts to Sales Support.
- Reviews warehouse locations with management for product line, as needed.
Marketing • Works with IMCD Marketing Department on: - Market share analysis.
- Market segmentation.
- E-mail blasts/as needed by supplier.
• Supports supplier needs and identify different ways to support RSM.
Competencies: • Business Acumen.
• Presentation Skills.
• Financial Management.
• Strategic Thinking.
• Customer/Client Focus.
• Communication Proficiency.
• Leadership • Decision Making.
• Performance Management.
Required Education and Experience: Bachelor’s Degree, technical degree.
5 to 10 years in a Specialty Chemical related sales, marketing or business development position.
Organic or inorganic pigment experience is required Experience in a fast-paced environment.
Primary Job Location: Westlake, OH or east coast based Travel: This position requires up to 40% travel.
Frequent travel, both local and outside the local area and overnight.
Other Duties: Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job.
Duties, responsibilities, and activities may change at any time with or without notice.
IMCD Offers: If you want to make a real difference and work for a growing and expertise-driven company, then we’d love to hear from you.
We’re looking for people who are experts in their field, be it technical, commercial or managerial.
By joining IMCD, you’ll be part of an entrepreneurial, fast growing group of ambitious and like-minded professionals, where you’ll have the freedom to make your own mark.
Open positions We’re rooted in chemistry and specialty ingredients – yet operate like a professional services firm.
As a truly international company, we have a presence in cities including Singapore, Melbourne, Milan, Cologne, Paris, Zurich, Los Angeles, São Paulo and Toronto.
Our Group Office is located in Rotterdam, the Netherlands and our shares are traded on the Amsterdam Euronext market, where we are part of the large cap AEX index.