Sales & Market Development Manager

Aurorium; United States; On-site; USD 90,000 - 170,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k)

Disability insurance

Paid time off

Paid holidays

Job summary

Aurorium is seeking a Sales and Market Development Manager to grow our US and global customer base. This role will report to the US Sales Manager and interface with Marketing Managers.

The Sales and Market Development Manager is responsible for working closely with customers to execute all facets of the market development and sales plan, accelerating Paper and Packaging growth, communicating Aurorium value propositions, and developing new business through strong customer engagements.

Qualifications

• Bachelor’s degree in a chemical, life science, or related field is required.
• Minimum 5 years of sales experience in chemical specialties to large Paper & Packaging accounts.
• Experience developing sales plans and executing them to achieve growth goals.
• Experience in Key Account Management and/or New Business Development.
• Experience managing complex sales in a regulated manufacturing environment.

Responsibilities

• Manage a portfolio of Paper and Packaging manufacturers and brands globally with a US focus.
• Meet monthly and quarterly AOP targets for volume, revenue, and profitability.
• Develop and execute strategic account plans and communicate Aurorium value propositions.
• Lead cross-functional projects and identify new markets and products.

Skills

Hunter mindset

Prospecting

Negotiation

Relationship building

Open-ended questioning

Communication skills

Organizational skills

Analytical skills

Travel readiness

Education

Bachelor’s Degree in Chemical Eng., Chemistry, Biology or Life Science

Tools

Salesforce

Job description

Company Overview

Aurorium is the materials innovation partner that helps global manufacturers harness the power of possibility making the world a better place. Their specialty ingredients and high-performance materials enhance quality of life, support health and wellness, and enable customers to deliver value‑added solutions.

Key industries served include healthcare, personal & home care, mobility, infrastructure, and specialty paper & packaging. A Responsible Care company, Aurorium follows the highest regulatory standards across all manufacturing facilities. The company’s global integrated supply chain offers the customer product consistency, easy access, supply security, and reasonable turnaround on delivery. Aurorium is committed to operating at the highest levels of manufacturing consistency, quality control, and safety.

Description

Aurorium is currently seeking a Sales and Market Development Manager to grow our US and global customer base. This role will report to the US Sales Manager and also interface with Marketing Managers.

The Sales and Market Development Manager is responsible for working closely with customers to execute all facets of the market development and sales plan and driving growth within the Aurorium product lines. The specific focus of the role is to accelerate Paper and Packaging market development and sales growth, work with customers to communicate and implement key value propositions, and develop new business based on knowledge of relevant markets. The scope of the role includes a high degree of prospecting for new accounts, developing relationships with multiple positions within an account, a high degree of customer engagement, leading cross‑functional project teams to deliver growth projects, and identifying new markets and products for the business. The Sales and Marketing Development Manager must employ questioning strategies to develop a deep understanding of the customers’ business and uncover elements of value.

Job Details

Responsibilities

Role Specific Responsibilities

• Manages a portfolio of Paper and Packaging manufacturers and brands globally with a focus in the US
• Consistently delivers on monthly and quarterly AOP (Annual Operating Plan) targets of volume, revenue, and profitability
• Develops and executes strategic account plans for major customers and communicates Aurorium value propositions aimed at developing new business
• Continually identifies growth areas for the assigned product areas
• Works closely with customers to manage developmental projects from initial formulation development to product and ingredient registration to commercial launch
• Acts as a liaison between the customer and Aurorium field marketing and technical support
• Builds and maintains a healthy and robust commercial pipeline
• Utilizes the CRM system (Salesforce) to advance sales opportunities and communicate effectively with critical stakeholders
• Generate and manages monthly sales forecast
• Manage territory/account specific commercial-related contractual agreements
• Performs additional duties as assigned

Compliance

• Complies with company Health, Safety and Environmental policies, procedures, and arrangements
• Reports all Health, Safety and Environmental accidents, incidents, and near misses promptly
• Acts in a safe and responsible manner at all times

Problem Solving And Innovation

• Active participation within continuous improvement activities
• Participates in problem solving
• Takes responsibility and ownership for own learning and development in the spirit of continuous improvement of both self and the business
• Assists in the training, mentoring and assessment of other team members
• Exercises autonomy and judgement subject to overall direction or guidance

Qualifications/Desired Skills

Education and Qualifications

• Bachelor’s Degree in Chemical Eng., Chemistry, Biology or in Life Science field is required

Experience

• Minimum of 5 years of sales experience in selling chemical specialties to large Paper and Packaging accounts
• Experience with the development of sales plans and following through on the execution to achieve growth goals
• Previous Key Account Management and/or New Business Development experience
• Experience managing complex sales within a regulated manufacturing environment

Knowledge, Skills, And Abilities

• Ready to travel extensively (70%) throughout the US
• Strong hunting skills
• Ability to prospect for new accounts and new growth opportunities
• Strong sales negotiation skills
• Ability to develop strong working relationships with external and internal customers
• Ability to develop relationships at multiple levels within an organization and to multiple functions
• Experience with open ended questioning skills
• Able to communicate effectively, both spoken and written
• Proactively utilize the CRM system (Salesforce) to advance sales and communicate efficiently with all stakeholders
• Excellent organizational skills and analytical capabilities
• Bias for action and results oriented
• Must be a self‑starter and able to operate with limited supervision
• Excellent oral and written communication skills including formal presentation skills before both small and large groups
• Demonstrated skills in understanding customer needs
• Strong interpersonal skills
• Experience in a global organization
• Embodies the core values of Aurorium
• credible: keeps their word and honors their commitments, acts with integrity, and holds themselves accountable to their decisions and actions
• outcome-oriented: adheres to an unparalleled standard of excellence in everything they do, to deliver results with real impact
• driven: passionate about delivering authentic, world‑class experiences that engage customers and inspire greatness
• empowered accountability: empowered to achieve common goals and accountable for delivering performances and results that exceed standards

Benefits

Aurorium offers competitive total compensation packages, including benefits such as medical, dental, vision, life, 401(k), disability insurance, flexible spending accounts, health savings accounts, paid time off, and paid holidays.

Equal Opportunity Employer

Aurorium is a global Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of and will not be discriminated against based on gender, sexual orientation, gender identity, race, ethnicity, religion, age, veteran status, disability status, genetic information, or any other protected category.

Status Active