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20000038 Requisition #
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GENERAL SUMMARY

 

This position is responsible for sales of PolyOne Distribution products in North China area to drive profitable growth. Duties include forecasting and achieving annual objectives for sales, margins and volume growth.  Position is focused on developing new business in North China region and securing business from prospective and current accounts in an effort to meet sales objectives. Accountability will center on margin and relationship building but will include prospecting, forecasting, achievement of sales objectives and directing activities across functional groups in support of account goals.  Expectations include the ability to sell at all levels of management and building relationships that ensure PolyOne will continue to get the first and last look.  Ability to function independently, being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success.  This individual must have the ability to assist customers in problem solving on product issues.  We are looking for candidates that bring energy, enthusiasm and professionalism to their daily routines.  The preferred candidate will possess strong product knowledge and sales skills in the distribution business. 

 

 

ESSENTIAL DUTIES & RESPONSIBILITIES

1.     Establish and execute formal account plans

2.     Develop contact matrix and establish strong H-W-D relationships with key decision makers and project facilitators. 

3.     Establish, track and close new business targets consistent with both short and long term growth objectives at designated accounts within the territory.

4.     Prospecting and cold calling

5.     Market development activities (OEM/Application selling where designated). 

6.     Develop, execute and manage sales plans, sales budgets, and expense budgets.

7.     Negotiate pricing and contracts as needed. 

8.     Deliver the planned results (AOP – Annual Operating Plan).

9.     Routine utilization of sales tools (Opportunity Scorecards, Sales Funnel, Account Plans, Business Reviews, etc.). 

10.  Adopting and executing Customer Centric Selling Skills

11.  Key Account management

 

QUALIFICATIONS & EXPERIENCE

To perform this position successfully, an individual must be able to perform each job duty satisfactorily.  The requirements listed below are representative of the knowledge, skills, and/or abilities required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

 

Required Education:

Bachelor’s degree in polymer science or trading business area. (In lieu of degree requirement, may accept 5 years of additional equivalent work experience)

Knowledge, Skills & Abilities

 

§  Proficiency in MS Windows, MS Office products and an enterprise management data system

§  Excellent verbal skills – ability to speak clearly, confidently, and professionally both on the telephone and in-person.

§  Writing skills – ability to write clearly and succinctly, to adapt writing style to match the audience, and develop proposals.

§  Negotiation skills – ability to effectively negotiate scope, timeline, pricing, and deliverables with customer to generate the sale and to ensure profitability

§  Must be self-motivated, ambitious, team player with a persuasive and energetic personality

 

Required Length & Type of Experience:

§  Strong selling skills supported upon 5 years of demonstrated accomplishments

Required Certification, License, Registration:

§  None


KEY COMPETENCY REQUIREMENTS

All individuals are expected to meet the standards of Key Competencies listed below as applied to the position.

§  Principled - Acts in the best interests of the company; demonstrates behavior aligned with the PolyOne Code of Business Conduct; values and respects others; is reliable, consistent and a good role model.

§  Achieving Results With a Sense of Urgency - Demonstrates high levels of initiative and a sense of urgency and responsiveness; consistently achieves measurable results; takes accountability for actions.

§  Adaptability - Reacts positively to change; demonstrates flexibility and adaptability; proactively pursues continual learning and improvement.

§  Interpersonal Skills - Communicates effectively both verbally and in writing; listens effectively and clarifies information as needed; works well with others in a team environment across the organization knowing who to engage to achieve results.

§  Problem Solving Skills - Effectively identifies problems by framing issues, leveraging data and ultimately developing and implementing solutions.

§  Continuous Improvement & Process Focus - Actively engages in continually identifying ways to improve one’s self as well as the business and utilizes tools and processes to ensure consistent, reliable, high quality results.


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