Division: Construction & Consumer
Department: Construction
Reports to: Divisional Sales Director
Job Dimensions
* Customer Annual Revenue Turnover: Achieve yearly growth targets
* Customer Annual Margin and MOVC Target: Meet yearly growth targets
* Number of Accounts: Manage a national account base
* Personal Development Targets: Set and achieve goals within a personal development plan with your line manager
Key Responsibilities
* Business Planning: Develop business plans for key accounts aligned with Bostik and customer objectives to drive growth through new product launches, range enhancements, and support for customer promotional calendars.
* Target Achievement: Meet or exceed revenue, margin, and MOVC targets for your account portfolio, contributing to global company objectives.
* Data Analysis: Track and analyse customer EPOS data, working closely with customers and Category Managers to identify issues, trends, and opportunities.
* Consultancy & Category Management: Advise customers on the suitability and specifications of Bostik products to meet current and future needs.
* Business Development: Proactively seek, evaluate, and develop new business opportunities with existing and new customers to maximise profitable business streams.
* Customer Relationships: Foster strong, regular contact with customers to build reciprocal relationships at all levels. Address customer issues promptly and fairly.
* Networking: Develop strong internal and customer networking skills, identifying opportunities to align customer and Bostik departments for improved efficiency and communication.
* Debt Management: Support accounts in managing age debt issues to ensure company cash flow targets are met.
* Time Management: Plan and utilise time effectively, meeting deadlines for business reports.
* Representation: Represent the company at sales meetings, seminars, and events to promote and enhance the company's image and products (may include outside normal working hours).
Context and Environment
This role operates in a highly competitive, dynamic, and innovative environment. It is home-based, requiring a high degree of personal organisation and self-motivation. Success is achieved through increased sales, customer service excellence, building strong professional relationships, and effective networking. The job holder must manage relationships across various account areas, including quality control, supply chain, buying, merchandising, marketing, and operational initiatives.
Accountabilities
* Direct and coordinate all sales activities for a portfolio of accounts, achieving or exceeding targets for revenue, profit, and MOVC growth.
* Maintain optimal customer relations and develop new business opportunities within the account portfolio in line with company objectives.
Required Profile
* Education & Experience: Degree level education with a minimum of 5 years of sales experience. Strong product and market knowledge with the ability to influence customer disciplines.
* Skills: Strong business acumen and negotiation skills, with experience in delivering and securing price increases. Tenacious, performance-driven, and results-focused.
* Interpersonal Skills: Well-developed interpersonal skills and the ability to self-motivate. Flexible, with the ability to plan, prioritise, and organise workload effectively.
About Us
Bostik are part of Arkema who are a world leader in Innovative Materials for a Sustainable World, aiming to become a pure Specialty Materials player. We operate globally in 55 countries with over 21,100 employees. Our annual sales are €9.5 billion, with 2.9% allocated to R&D for 1,800 researchers in 17 R&D centers.
If you pursue excellence, love innovation, and are inspired by challenges, we encourage you to learn more about our values – Solidarity, Performance, Simplicity, Empowerment, and Inclusion – and our focus on advances in bio-based and recyclable materials, new energies, water management, electronic solutions, lightweight materials and design, home efficiency, and insulation.
Join us to develop the materials of tomorrow and make a difference together. What are you made of? Visit www.arkema.com to learn more.