Sales Manager- KOH

INEOS was founded in 1998 and is one of the largest chemical companies in the world with about 25,000 employees globally. When joining INEOS, you join a large company that offers development opportunities through project and hands-on experience. You join a de-centralized structure that drives agility and autonomy within each business but with the resources of INEOS. INEOS values safety, challenges, creativity, ownership, manners, and spirit.

INEOS KOH is a leading producer of potassium-based chemicals in North America and a strategically located producer of chlorine. It safely and efficiently produces these by the membrane process: KCl salt is electrolytically converted to KOH and Cl2 by the application of electricity in INEOS membrane electrolyzers. The site employs about 100 people mostly located at the site in Ashtabula, Ohio while some leadership & support functions are based out of the INEOS office in Columbus, Ohio.

The Sales/Commercial Manager leads a team of 6 people and sits on the Leadership Team of INEOS KOH, reporting directly to the Chief Operating Officer. The jobholder has ownership of our margin contribution and our customer experience. Their responsibilities include leading our sales organization & customer service function, along with sourcing our strategic raw material (salt).

Act as a leader of the organization

Lead and coach the team to reach the budget targets

Ensure sales strategies are defined in line with budget / S&OP and implemented

Ensure business process excellence is in place to drive world class competencies

Ensure the team has requisite resources, skills, coaching and training to deliver on targets

Help the team prioritize and focus on what matters to achieve company objectives

Develop and maintain a positive team spirit and collaborative work culture

Manage people’s careers, i.e., succession plans, goal planning, yearly appraisals

Maximize margin contribution with a view to meet or exceed budget expectations

Maximize contribution margin through volume and sales price optimization

Be aware of VSDE impacting margin and how to collaborate with Supply Chain to optimize

Define sales strategy in line with S&OP and develop ideas to close the gap to budget if any

Manage and anticipate products seasonality

Build & maintain long-term relationships with customers

Competitive and reliable sourcing of Salt, as well as of purchase for resale materials

Report progress to the INEOS Pigments Group board in weekly reports, and at board meetings

Input realistic targets for budget and forecast submissions

Manage business development projects (tolling agreements, purchase for resale, spec optimization...)

Deliver best-in-class customer experience

Most important activities:

Coach business coordinator and customer service representatives to deliver best customer experience

Define and track KPI accordingly. Reduce number of times an order is touched. Reduce value leakage.

Define prioritization in times of product shortage and ensure proper execution

Ensure full compliance and protect INEOS’ interests

Most important activities:

Maintain an up-to-date Masterfile of key sales information and keep records of relevant documents

Observe anti-trust rules when applicable

Seek internal approvals as per applicable DoA in a timely manner

Negotiate/review T&C and contracts to protect INEOS business interests and deliver business targets

Track working capital (payment terms, DSO, inventory) and define strategy to improve

Qualifications:

Master’s degree (e.g. Business management) or equivalent

10 years’ experience in Sales roles within the chemicals industry.

Management experience

Technical skills

Ability to solve complex problems and to reach solutions

Excellent negotiation skills and analytical skills

Computer literacy (understanding of SAP, fully proficient with MS Office)

Excellent Communication and presentation skills to influence external and internal stakeholders