AdvanSix plays a critical role in global supply chains, innovating and delivering essential products for our customers in a wide variety of end markets and applications that touch people’s lives, such as building and construction, fertilizers, plastics, solvents, packaging, paints, coatings, adhesives, and electronics. Our reliable and sustainable supply of quality products emerges from the vertically integrated value chain of our three U.S. based manufacturing facilities. AdvanSix strives to deliver best-in-class customer experiences and differentiated products in the industries of nylon solutions, chemical intermediates, and plant nutrients, guided by our core values of Safety, Integrity, Accountability and Respect.
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Why work at AdvanSix?
• We provide benefits that are industry competitive and focused on employee well-being
• Total Rewards program includes a competitive compensation, health, dental, vision & wellness programs, paid vacation, 401K with company matching, health savings programs, disability & life insurance, employee assistance program
• Tuition reimbursement for continued education, certifications, training, and development
• Work within a fast paced and innovative company, meeting passionate colleagues and partners with diverse backgrounds and experiences
The Sales Manager LATAM Region’s objective is to drive Nylon Solutions growth in the LATAM region through the consistent application of best practices, tools and processes designed to optimize the company’s selling strategies and structures. The candidate will be responsible for driving growth throughout the region through direct sales, customer relationships and raising brand awareness utilizing strong sales skills and methods. The candidate will be responsible for refining, codifying and implementing sales and business development strategies across the verticals of Packaging, Engineering Plastics and Fiber and Filament in LATAM and Mexico.
Reside in LATAM region, preferably Brazil or Mexico or Gulf Coast US
Key Areas of Accountability
Customer Focus
- Cultivate dynamic customer relationships with LATAM regional targeted accounts.
- Refine and update strategic key account plans for top accounts focused on prospecting, managing and growing market share.
- Identify and champion new customer and new market opportunities including sustainable solutions.
- Lead and collaborate on joint, customer-led innovation topics.
- Promote all product categories and innovative solutions as appropriate to meet customer need and grow organically.
- Assemble communications of key account interactions to broader organization through consistent use of call reports.
- Make commercial recommendations to commercial team regarding customer solutions.
- Develop deep insights in understanding customers’ pain points and their underlying needs for their specific end-uses through the value chain.
Targeted Outcomes
- Direct accountability for meeting sales targets and forecasting future sales plans.
- Responsible for monthly, quarterly, and annual forecasting of customer orders to ensure order to cash processes work efficiently and all customer orders are fulfilled
- Manage ongoing base business and growth programs at customers including negotiation of regional volume, pricing, supply commitments, and possible contracts in alignment with the strategic key account plan.
- Manage pipeline of existing and new sales opportunities to deliver upon growth targets.
- Manage monthly pricing changes at the customer level ensuring forecasted sales revenues and operating income objectives are achieved.
Leadership
- Work across the enterprise to communicate customer needs and trends. Fully participate in establishing and deploying effective sales and operational processes to successfully meet customer expectations.
- Own and manage distributor and sales agent relationships in region and develop cohesive coverage plan of accounts and strategies for the LATAM region.
- Represent AdvanSix at industry meetings and conferences to promote company offerings and develop the prospect pipeline.
- Lead contract negotiations and renewals with support from commercial team
Influence, Collaboration, and Communication
- Identify key decision makers at accounts and build effective relationships across the organization.
- Develop and implement strategic key account plans and support achievement of goals and metrics.
- Establish relationships, communication, and engagement with commercial leadership across the organization.
- Collaborate with the technology team to develop new products to address dynamic market need.
- Provide feedback to marketing and other supporting functions regarding market trends and other factors impacting sales.
- Research and report to commercial leadership competitive market activity and understand the specific activity at individual accounts while keeping abreast of regional market map.
- Demonstrate consultative and value selling fostering a win-win relationship with clear growth and business development mindset.
Education / Qualifications
- Minimum bachelor’s degree in business, Chemical Engineering, Chemistry, or a related degree
- 5+ years Sales and Marketing experience throughout LATAM region, preferably in Nylon or Polymers and ability to lead and coordinate overall sales effort for the region.
- Strong familiarity in key verticals across Packaging, Engineering Polymers and Fiber and Filament
- Multi-lingual. English, Spanish, Portuguese
- Reside in LATAM region, preferably Brazil or Mexico or Gulf Coast US
- Leadership and lateral influence skills necessary
- Strong communication skills – written and oral
- Ability to commit to significant LATAM-based travel with occasional travel to the U.S.
Additional Skills/ Knowledge:
- Practical experiences in leading change management and associated tools and practices
- Rigor in synthesizing diverse datasets to develop informed and strategic decision making for sales growth, salesforce deployment and account planning.
- Leadership impact and courage to be able to consult and challenge with the business leaders regarding their needs while addressing gaps and operational plans.
- Takes intelligent risks to drive momentum and can tackle ambiguity to convert to clear operating frameworks.
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AdvanSix is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, veteran status, or any other protected classification.
To all agencies: Please, no phone calls or emails to any employee of AdvanSix about this opening. All resumes submitted by search firms/employment agencies to any employee at AdvanSix via-email, the internet or in any form and/or method will be deemed the sole property of AdvanSix, unless such search firms/employment agencies were engaged by AdvanSix for this position and a valid agreement with AdvanSix is in place. In the event a candidate who was submitted outside of the AdvanSix agency engagement process is hired, no fee or payment of any kind will be paid.