Situation in Organization

Reports to Regional Business Director HPC Americas

 

Job Dimensions

Commercial Relationship Management Owner of the regional commercial relationship between Bostik and NA Distribution Network within HPC Account Strategy Development Author of regional commercial strategy for accelerated growth Drive top line distribution sales through developing key and sustainable relationships.

 

Activities

Regional Commercial SPOC (Single Point of Contact) Lead commercial activities and coordinate commercial initiatives to the Distribution team in North America. Lead regional team to expand Bostik share in the packaging sector: Consumer goods and End of Line applications. Close interface with operations, planning, supply chain and finance to find efficiencies and agility to market with profitable results. Commercial Account Management Develop and execute strategic plans to gain share with existing distributors and develop new ones. Establish regional competitive dynamics and define strategies to manage the competitive situation. Coordinate new business growth opportunities while maintaining a rationalized product portfolio in place. Prepare regular and accurate forecasts and define new business opportunities. Build initiatives to drive profitable growth to achieve or exceed annual budget. Ensure the development of a strong project pipeline to secure short to medium term growth. Participate in S&OP monthly meetings Prepare periodic business updates to include market share analysis, call reports and specific project updates in Sales Force. Project Management Lead specific efforts to develop new distributors and reach new customers in packaging business. Practice Safe working habits, in accordance with OSHA, EPA guidelines, and Bostik’s specific EHS expectations

 

Context and Environment

Home based Travel will be 50%

 

Accountabilities

Regional performance to meet and exceed financial objectives Developing and execution of strategic growth plans Profitable growth All facets of customer management including quality resolution, identifying growth opportunities, etc. Management of CRM System (Salesforce)

 

Qualifications / Experience Required

Business or Technical Degree with MBA preferred      10 years or more of expertise in rigid packaging, consumer goods accounts, end of line adhesive business Solid Technical Background – understanding of fundamentals of chemistry, the adhesives and packaging trends industry Skilled strategic thinker with a track record of results Strong Negotiation Skills Highly organized and effective prioritization skills High Performance work team experience Excellent Interpersonal skills Ability to interact with all levels of management