Territory Manager

Envalior GmbH; Pune District; On-site; INR 1,800,000 - 2,400,000; Full time

Benefits offered by this job

Global bonus program

Performance bonuses

Retirement plans

Health programs

Job summary

Envalior, a global leader in engineering materials, seeks a Territory Manager in India to lead Account Managers and Technical Services, own the territory, and deliver growth across all industries.

You will craft the Territory plan, coordinate pricing and contracts, and partner with Product Lines to meet sales targets. Ideal candidate has 10+ years B2B experience, bachelor in polymer/engineering, and MBA preferred.

Qualifications

• Bachelor degree or equivalent in polymer or engineering.
• MBA in sales & marketing preferred.
• 10+ years of B2B experience in engineering materials.

Responsibilities

• Lead a team of Account Managers & Technical services to realize sales targets and grow territory.
• Own the defined territory's top line and GM, and develop territory sales plans.
• Develop Territory plan covering all industries, and drive pricing, rebates, and contracts.
• Coordinate with product lines to meet price-volume-margin targets and market development targets.

Education

Bachelor degree or equivalent in polymer or engineering

MBA in sales & marketing

Team leadership

Negotiation

B2B sales in engineering materials

Job description

Join Envalior - Imagine The Future!

Are you passionate about pioneering change in a constantly evolving environment? At Envalior, we are seeking a talented Territory Manager to join our dynamic commercial team.

At Envalior, the future of high-performance materials isn't just being shaped; it's being pioneered. A belief in fostering an environment where every voice is heard and ideas are valued is integral to our culture. Empowerment is the driving force behind our pioneering spirit, allowing our teams to take initiative, explore new solutions, and revel in the thrill of constant innovation.

Join us and be a part of a team committed to making a positive impact - where safety, sustainability, collaboration, and empowerment intersect to drive innovation.

IMAGINE THE FUTURE WITH ENVALIOR

As our Territory Manager at Envalior, you need to:

• Lead a team of Account Managers & Technical services in order to realize agreed sales targets, roll out Customer Value Proposition and create new growth via agreed Territory sales plans
• Be owner of business (Top line & GM) in defined territory
• Build own Territory/Sales plan covering all industries, addressing Top line (volume) & GM
• Focus on meeting defined and agreed Sales and Marketing objectives with Product line and drive efficient resource allocation. He/she therefore manages both internal and external different national/international contacts/networks related to existing customers and technologies.

The Key areas of accountability/responsibility:

• Responsible to propose and develop a Territory plan and accountable to implement it, including its translation into Customer Service Levels, Channel Management, Distribution management, Agency Contracts and Commissions, Pricing and Rebates, General Supply Conditions and Payment Terms, Contracting, Credit Risk Management and payment collections.
• Responsible for a Territory Marketing Plan and accountable for implementing it including its translation into Project acquisitions and Project commercialization.
• Responsible for representation and participation in Industry events and forums relevant for the segment.
• Responsible to reach agreement with the Product Managers on price-volume-margin targets for a given period (month/quarter) in line with product line Strategy (Specialties & Performance Polymers- Compounds).
• Responsible to secure a coherent segment account approach as formalized in the Territory plan, in agreement with and supporting product lines resp. This plan includes pricing, volume, margins, project acquisition targets, project commercialization targets and or market share/development targets.
• Responsible to provide segment intelligence (customers, value chain, trends, pricing, applications, etc) and Value Chain Intelligence to the product line strategies and innovation processes.
• Accountable to roll out and deliver on Commercial Excellence initiatives to improve both efficiency and effectiveness of the Segment / Area sales force and to manage and coach AM’s/SM’s/ BDM’s, in order to realize agreed business targets.
• Accountable for closing and follow up of agency contracts, periodic monitoring of rebate agreements and for bad debt provisions and write-offs.
• Accountable for driving growth, profitability & improvements at distributors ensuring coverage and market reach for ENVALIOR all over India.

Authorities

• Create sales contracts & commercial agreements within framework as set by BG/Product Line
• Approvals for setting price / approving credit notes / releasing credit blocks as defined in DOAG
• Embark on development projects with customers
• Sales costs for segment ( travel etc.)
• Pricing within framework of BG/PL guideline
• Line/HR management for Account Managers and Technical services being his direct reports (including Home office sales force

The Ideal Candidate

• Min bachelor degree or equivalent in polymer or engineering background
• MBA in sales & marketing preferred
• Knowledge of Engineering Materials markets, applications and application development
• With more than 10 years of experience in B2B environment relevant for the engineering materials and the segment involved
• Strong team leadership skills, with the ability to effectively manage team performance to achieve the targets

• Experienced in commercial settings & negotiation skills

WHY ENVALIOR?

Competitive Compensation

Join us at Envalior and enjoy competitive compensation packages, inclusive of a global bonus program and individual performance bonuses, ensuring your hard work is recognized and rewarded.

Comprehensive Benefits

Your well-being matters to us. At Envalior, we provide an array of benefits supporting your financial security, health, and overall well-being. This includes retirement plans, health programs, life insurance, and comprehensive medical care.

Work-Life Balance & Flexibility

Maintain a healthy balance between work and personal life with Envalior's commitment to supporting your schedule.

Training & Development Opportunities

At Envalior, your growth matters. We encourage and invest in your professional and personal development. We support our employees in their growth and personal development through ongoing investment in their knowledge and skills via training, coaching, and mentoring.

Diversity & Inclusion

At Envalior, our people drive our success, so it's only right that we provide a diverse and inclusive working environment and foster a culture of belonging, openness, and respect. We value diversity as a cornerstone of our success. We are committed to nurturing and empowering every individual to reach their full potential.

Envalior is proud to be an Equal Employment Opportunity and Affinitive Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

If you need assistance or an accommodation due to a disability, you may contact us at [e-mail].

OUR HERITAGE

With a combined heritage of over 100 years, Envalior brings together two established global materials players: DSM Engineering Materials and LANXESS High Performance Materials. Our unique combined portfolio of longstanding material-, application-, and design expertise enables our customers to develop and launch sustainable future-proof designs. Envalior is the brand new materials powerhouse that was Launched in early 2023.

We aim to be a global leader in sustainable and high-performance engineering materials. We imagine the future by shaping the world of today and tomorrow. We're conscious that this is both a privilege and a responsibility - so, when we imagine the future, we're guided by our key values to help us create a better world.