Job Description
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Sales Excellence Leader
Date:
Jun 1, 2024
Location:
Columbus, OH, US
Company Overview
Grounded by a history that is deeply rooted in innovation, Hexion is a global employer committed to building and protecting the future by producing innovative performance materials. Our materials are the building blocks for critical industries, including construction, agriculture, energy, automotive, and infrastructure protection. Everywhere you look, you will find our materials and people at work to help customers make products that are stronger, safer, and cleaner. When you work for Hexion, you'll join a team that is committed to operating safely and with integrity to build a more sustainable future for all, our associates, our customers, and the communities where we live and work.
Position Overview
Reporting to the VP of Pricing and Commerical Excellence, the main function of this role is developing and implementing sales capability, processes and cross functional routines which tie to our foundational systems that will enable the journey from commodity to solutions based commercial outcomes. The Sales Excellence Leader will analyze market facing data and provide recommendations to optimize sales operations, implement new sales processes, and develop improved coaching to the needed commercial capabilities tied to sales routines. This position requires an individual with strong problem-solving skills and an ability to think strategically with structured plans to build sustainable and repeatable outcomes. If you have a passion for sales and a deep knowledge of sales processes, we invite you to apply.
Please Note: This position can be remote and would require regular travel to Columbus, OH.
Job Responsibilities
Customer Engagement Optimization:
Create customer engagement and sales analytic capability through a CRM platform to enable optimal customer experience, resource deployment and execution tracking.
Adapt latest technology to support team operations improvement activities.
Develop and implement innovative sales processes tied to key KPI which enable increases in revenue and market share.
Monitor and analyze sales data to identify trends and opportunities for improvement.
Customer Segmentation
Collaborate with key internal cross functional stakeholders to generate an organizationally aligned foundational effort on customer segmentation.
Lead and manage the capability enterprise wide which drives a team of diverse cross functional market facing customer/channel touch points.
Supports the integration, alignment, and/or execution on the defined actions within the segment/region.
Advises and contributes to sales teams on sales strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture).
Contributes to operationalizing prioritized sales plays and industry solutions. Identifies opportunities to generate new business and accelerate the closing of existing opportunities.
Create and implement processes to measure the effectiveness of market-based initiatives.
Strategic Account Management:
Establish strategic account management structure and requirements and hold sales managers accountable for account plan quality and completeness.
Drives sales growth through account or business planning. Analyzes the outlook and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks.
As primary orchestrator of the Account Business Plan, contribute to activating sponsorship within segment leaders. Coach managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality.
Contributes to reinforcement and review of quality plans within the segment/region.
Competencies
KEY ATTRIBUTES:
A Strategic Thinker with the ability to develop and marketing strategies that closely align with business strategies and growth objectives.
A Results-Driven Leader with a track record of delivering measurable results, driving brand awareness and positively impacting lead generation and business growth.
A Collaborative Manager who is able to build and lead high-performing teams, collaborate cross functionally, and build strong internal and external relationships.
A Change Agent with a Continuous Improvement Mindset who is willing to roll up their sleeves and execute alongside their team and is committed to staying abreast of industry trends and best practices while continuously identifying improvement opportunities.
A Creative and Adaptive Leader comfortable with creative approaches in use of social media and emerging communications tools.
Minimum Qualifications
EDUCATION:
4-year degree in business or related field required
MBA preferred.
MINIMUM QUALIFICATIONS:
10+ years' experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
OR equivalent experience.
5+ years of experience using data to drive business outcomes or inform business decisions.
5+ years of experience managing relationships with stakeholders, clients, and/or customers.
Experience with CRM systems (e.g. Microsoft Dynamics) preferred.
Strong problem-solving skills and an ability to think strategically.
Other
In order to be considered for this position candidates are required to submit an application for employment through our career site, be at least 18 years of age, willing to take a drug test, submit to a background investigation as part of the selection process, as well as additional periodic background checks as required by the Chemical Facility Anti-Terrorism Standards (CFATS) or regulations adopted by the department of Homeland Security or other regulatory agencies.
Candidates are required to have unrestricted authorization to work in the United States.
If currently an employee of the Company, you must have current satisfactory work performance and in most cases, have been in your current role for 18 months.
Disclaimer: We are not accepting unsolicited assistance from search firms/employment agencies for this employment opportunity. Please, no phone calls or emails to any employee about this position. All resumes submitted by search firms/employment agencies to any employee of the Company via email, the Internet, or in any other form and/or method without a valid written search firm agreement in place for this position will be deemed the sole property of the Company; no fee will be paid in the event a candidate is hired by the Company as a result of the unsolicited referral or through other means.
Nearest Major Market: Columbus
Nearest Secondary Market: Dublin
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We are an Equal Opportunity, Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to gender, minority status, sexual orientation, gender identity, protected veteran status, status as a qualified individual with a disability or any characteristic protected by law.
