Job Description:
Context:
Are you a bottom-line results driven individual that prioritizes the customer in every decision? Do you enjoy the challenge of delivering value from building customer relationships? If so, then this Sales Manager position is a highly impactful position managing the revenue from Polyol Accounts and working with them on sustainable solutions (eg circular or bio). Customers’ needs in chemical value chains are rapidly changing especially with respect to sustainability as well as the competitive landscape. This role will manage customer relationships to understand their needs and, with marketing, deliver value propositions that meet such requirements. Delivering excellence in traditional sales accountabilities such as HSSE, negotiation crafting and managing contracts, and expertise in relationship management are table stakes for this role. This business operates in a very dynamic environment and offers great opportunity to develop commercial skills in Chemicals and at the same time allows you to be part of a highly energetic and diverse team!
The purpose of the Chemicals business is to produce vital products that improve standards of living across the region and generating a growing cash surplus. This role focuses primarily on selling polyols (Caradol) for PU Chemistry, generating foams for eg bedding and furniture as well as various other applications like durable windmill coatings and CASE (coatings, adhesives, sealants, elastomers), as well as selling Neodol alcohol and alcohol ethoxylates for detergent and personal care products. The latter product groups are targeted to grow.
With growing sustainability needs for society, our customers and ourselves, the team is working hard on implementing circular and low carbon bio-based solutions together with our high profile partners in the value chain.
On top of this the incumbent will be the Chemicals senior commercial representative, both internally as well as externally. Responsibilities include overall delivery of Chemicals margin and volume, to act as escalation channel for local customer relationships for all Chemical products, supporting EU team leads with sales coaching in Turkiye and representing Chemicals in country to ensure commercial talent attraction.
Dimensions
Geography: Türkiye primarily and Middle-East, Africa. Annual sales volume: 50-60kt
Number of product grades: 30+
Requirements
Experience in B2B marketing and/or sales, Chemicals experience preferred Self starter, hunter, deal maker Strong negotiation and influencing skills. Financial and business acumen – and commercial hunger Ability to build shared vision and alignment in large virtual global networks. Proven and sustained track record of delivery Excellent written and verbal communication skills.
The key accountabilities of this roles:
• Developing and maintaining customer relationships to maximize value for Shell through development and execution of superior customer value propositions
• Grow HODer business to 10kt+
• Act as local escalation channel for customer relationships
• Support sales coaching locally
• Leading negotiations
• Ensuring key commercial and contracting metrics are achieved (margin delivery, DSO, overdues, etc.)
