Indirect Sales Manager

Description

Marketing Manager, Water

Location

Memphis, Tennessee

Language

English

Travel

25%

Seniority Level:

Manager

Job Success Profile

Buckman is a privately held, global specialty chemical company with headquarters in Memphis, TN, USA, committed to safeguarding the environment, maintaining safety in the workplace, and promoting sustainable development. Buckman delivers exceptional service and innovative solutions to our customers globally in the pulp and paper, leather, and water treatment sectors to help boost productivity, reduce risk, improve product quality, and provide a measurable return on investment. Buckman is in the middle of a digital transformation of its businesses and focused on building the capabilities and tools in support of this.

Position Summary

This role will be a key strategic leader in the sales organization for the Digital Water business in North America. This key leadership role will be responsible for building a high performing indirect channel sales team through distributors, and resellers, analyzing the market and developing strategies and key partnerships that will complement the value proposition of Buckman and maintain and build market share and revenue.

This role would define a clear market strategy for Indirect Channel sales, and through the channel network execute on the strategic plan defined. They would work closely with the Direct Sales Leader based on channel to market preference by customer segment and group ensuring alignment based on market preference. Other key focus areas would be training and support of channel partner, contract oversight, monitoring sales performance, driving regular communication and supporting partners in key conferences and webinars.

Competencies Needed for Success

• Identifies best route to market (Indirect channels) for Buckman Digital Water sales offerings
• Executes a sales strategy with a clear segment focus: Institutional market segment (commercial buildings, hotels, hospitals, universities), light manufacturing and food and beverage accounts in designated geographies
• Identifies and develops network of distributors within target geographies
• Works closely with Direct Sales leader to identify key potential customers/partners, builds relationships and drives sales
• Captures market share from the competition by successfully building network partners and leveraging their sales and market reach.
• Grows sales revenue while increasing profitability. Monitors sales/partner performance and financial results; draws conclusions to make business and workforce decisions. Chooses appropriate course of action to maximize profitability and sales growth.
• Represents Buckman with it's major customers, the business community, and the public.
• Demonstrates an understanding of Buckman's market positions in different geographies within the U.S., customer opportunities, capabilities and competitive threats.
• Participates and represents Buckman at industry trade functions and conducts webinars as appropriate.
• Ensures partner sales team is providing superior service to customers, with high retention rate
• Continuously looks for opportunities to improve the existing business and implements key strategies that have a positive impact (e.g., product rationalization, route density, territory alignment).
• Works closely with digital team to ensure that sales and service processes effectively integrate technology, digital tools and insights in an optimal way

• In conjunction with GM New Business Incubation in developing pricing and business models that support accelerated and profitable growth while delivering innovation to strengthen the Water Division's competitive position in the future.

• Drives global water sales team enablement through partnership with Marketing team and partners to develop material for building new customer
• Leads the digital transformation in the organization
• Demonstrates digital savviness and an openness to digital selling techniques and different routes to market.
• Leads and continually builds a culture that values safety.
• Ensures partners and sales associates work safely by leading and enforcing safety and environmental procedures, rules and regulations.
• Builds a high performing partner network which is focused on building the Buckman offering.
• Coaches and develops sales talent to build talent pools and bench strength.
• Drives accountability for results through tracking partner performance through key metrics for driving success
• Enforces contract performance clauses to ensure partner networks are held accountable for results, outcomes and performance.

Preferred Qualifications

• Minimum 10+ years of WT sales leadership experience in the middle market with progressive leadership capabilities shown.
• Previous sales experience in industries that Buckman serves (Water, Paper, Leather, Performance Chemicals) is strongly desired

Preferred Work Style

• Team player - Rolls up their sleeve and finds ways to contribute to team success. Primarily motivated by team success and outcomes, not by title or activities.
• Mindset - Lifelong learner who uses every opportunity to learn and grow. Aims high and brings a sense of urgency and ownership to all tasks
• Strategic Mindset - A strategic thinker who is good at connecting the dots and seeing around the bend
• Collaboration - Has a pleasant personality who inspires trust and collaboration; Contributes to team Esprit de Corp through positive engagement.
• Possibility Thinking - Energetic and passionate advocate of ideas who is also willing to put in the hard work to see ideas to fruition

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