Sales Manager

Job Summary

Lead the national commercial strategy with a strong focus on technical sales of elastomers under a distribution model. This role drives commercial growth, ensures strategic alignment across regions, and develops the sales force nationwide. Although Branch Managers report directly to the Country Manager, the Sales Manager is accountable for commercial performance coordination with each branch.

Key Responsibilities

Commercial Strategy & Growth

• Develop and execute national sales strategy across priority segments (automotive, industrial, consumer, construction, etc.).
• Identify and develop new markets, applications, and channel opportunities.
• Own national sales targets: revenue, margin, mix, new accounts, and strategic product penetration.

Sales Team Leadership

• Lead, coach, and develop the direct sales organization (outside sales, inside sales, key account leads).
• Set annual/quarterly targets by territory, segment, and rep; manage performance cadence (pipeline reviews, QBRs).
• Build a results-driven, accountable commercial culture.

Technical Sales – Elastomers & Specialty Materials

• Provide technical-commercial guidance in rubber, polymers, compounding, bonding systems, and specialty materials.
• Partner with Application Development / Technical Service (ADTS) and Product Management to convert specs into revenue.
• Train the sales force and branch commercial teams on materials, applications, and value propositions.

Branch Commercial Alignment (Matrix Influence)

• Collaborate closely with Branch Managers (solid-line to Country Manager) to align local sales plans, pricing execution, customer prioritization, and service standards.
• Review branch-level pipelines, forecast accuracy, and margin performance; drive corrective actions.
• Support regional customer visits, joint calls, and strategic negotiations where escalation or executive air cover is needed.
• Ensure consistent commercial policies, terms, and programs across branches.

Key Account Management

• Engage directly with national / strategic accounts and high-potential regional customers. Lead or support contract negotiations, multi-site pricing structures, and supply agreements.
• Drive cross-selling and portfolio expansion (elastomers + plastics + adhesives where applicable).