Sales Manager, Americas Infrastructure

Role and Responsibilities

Sales Strategy Development:

• Formulate and implement a comprehensive, value-based sales strategy that leverages key capabilities, differentiators, and benefits to demonstrate value to customers, thereby enabling sustainable margin expansion
• Regularly review the strategy to ensure alignment with changing market dynamics

Revenue Growth:

• Drive sales performance to meet or exceed revenue targets
• Identify and pursue new business opportunities to expand market presence
  

Customer Relationship Management:

• Build and maintain strong relationships with key customers and stakeholders
• Ensure effective communication of capabilities, differentiators, and benefits of Aurorium's offerings to drive effective selling
  

Team Leadership:

• Lead, mentor, develop, and coach a high-performing sales team
• Recruit, develop, manage, and motivate a high-performing organization
• Provide ongoing value-based sales training and coaching to direct reports
  

Sales Forecasting and Reporting:

• Provide accurate sales forecasts and regular performance reports to senior management
• Actively participate in the monthly Sales, Inventory, and Operations Planning (SIOP) process, business reviews, and provide forecasts to review/adjust P&L goals

Collaboration:

• Work closely with marketing, innovation, and operations teams to ensure cohesive strategy execution
• Partner with marketing and innovation teams to ensure effective communication of capabilities, differentiators, and benefits for the company's offerings

Compliance:

• Ensure all sales activities comply with company policies and industry regulations and are performed in a safe manner
• Comply with company Health, Safety, and Environmental policies, procedures, and arrangements
• Report all Health, Safety, and Environmental accidents, incidents, and near misses promptly
• Act in a safe and responsible manner at all times

Sales Funnel Management:

• Effectively manage and timely progress opportunities through the sales funnel by regularly monitoring and updating the status of each lead, identifying potential bottlenecks, and implementing strategies to accelerate the sales cycle
  

Contract Negotiation:

• Lead the sales team with strong negotiating skills to close favorable new supply contracts for Aurorium and improve existing contracts coming up for negotiation
  

Problem Solving and Innovation:

• Actively participate in continuous improvement activities
• Take responsibility and ownership for own learning and development in the spirit of continuous improvement of both self and the business
• Assist in the training, mentoring, and assessment of other team members
• Exercise autonomy and judgment subject to overall direction or guidance

Specific Role Requirements

Education and Qualifications:

• Bachelor's degree in business, Marketing, Chemistry, or a related field. MBA or equivalent advanced degree preferred
• Minimum of 10 years of sales experience in the specialty materials industry, with at least 5 years in a leadership role

Key Skills, Knowledge, and Experience:

• Deep understanding of the Infrastructure market
• Strong sales acumen with a proven ability to develop and execute successful sales strategies
• Exceptional leadership and team management skills
• Excellent verbal and written communication skills
• Strong analytical and problem-solving abilities
• A customer-centric approach with the ability to build and maintain strong client relationships
• Ability to thrive in a fast-paced, dynamic environment
• Demonstrated prior sales revenue and gross margin growth driven through conversion of new customers and new product opportunities
• Proven experience in working within cross-functional teams to deliver results, including marketing, R&D, and operations
• Proven experience in developing and successfully executing a strategy for sales revenue and gross margin growth
• Demonstrable experience of successful commercial organizational redesign
• Drives full accountability for the delivery of sales revenue and gross margin targets, offers innovation and is driven to ensure results are met
• Demonstrated clear understanding of the differences between account management and business development and is comfortable and successful with both and can lead a team to deliver both initiatives
• Displays drive, passion, and enthusiasm and is a change agent
• Serves as a key user of key sales metrics and influences the team to understand the data of the metrics
• Demonstrable understanding of a value-based selling and marketing approach.
• Demonstrates strong negotiation skills, confident to handle complex negotiations directly as well as support and coach team through various negotiations opportunities
• Self-motivated and ability to work within a fast-paced environment
• Critical thinking skills and analytical abilities which allow assessments of situations and opportunities
• Excellent proficiency within Microsoft products (Outlook, Excel, Word, PowerPoint)
• Excellent proficiency within CRM System (Salesforce experience preferred)
• Ability to frequently travel to other Aurorium locations, vendors, and customer locations
  

Aurorium Core Values:

• Credible: Keeps their word and honors their commitments, acts with integrity, and holds themselves accountable to their decisions and actions
• Outcome-oriented: Adheres to an unparalleled standard of excellence in everything they do, to deliver results with real impact
• Driven: Passionate about delivering authentic, world-class experiences that engage customers and inspire greatness
• Empowered accountability: Empowered to achieve common goals and accountable for delivering performances and results that exceed standards

If you have the energy, drive, and passion for joining the Aurorium team, we would love to hear from you. Apply today!

Aurorium offers competitive total compensation packages, including benefits such as medical, dental, vision, life, 401(k), disability insurance, flexible spending accounts, health savings accounts, paid time off, and paid holidays.

Aurorium is a global Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of and will not be discriminated against based on gender, sexual orientation, gender identity, race, ethnicity, religion, age, veteran status, disability status, genetic information, or any other protected category.#LI-Onsite