Job Description

SALES PERFORMANCE

• Sales Performance (Drive for Results) (Action Oriented).
• Sell Stepan products to established customers and new prospects within territory to meet or exceed stated annual goals as outlined in MBO’s.
• Develop and implement a sales strategy for identified target customers and distributors.
• Negotiate new contracts and/or supply agreements.
• Opportunity management – from identification of opportunity to commercialization.
• Establish a robust projects & opportunities pipeline to ensure sustainable growth for the territory.

MANAGING CUSTOMER RELATIONS

• Make sales calls in professional manner to maintain company image and maximize sales performance.
• Use man-day plan as guide for time management.
• Establish good working relationships with key contacts with customer.
• Identify and establish an in-depth relationship with key decision makers; develop a good understanding of their needs, key issues, and concerns.
• Visit all key customer locations as needed with the appropriate regional personnel to provide continuity across regions and to ensure a consistent message from Stepan.
• Coordinate all Stepan interactions with customer including management visits, R&D programs, technical service support, etc.

INTERNAL ADMINISTRATION RESPONSIBILITY

• Maintain knowledge of and follow company procedures and policies regarding pricing, deliveries, sales terms, forecasts, records, reports, use of company car, etc.
• Specific duties include: regular communication with sales manager, customer sales reports in the Stepan CRM system, monthly reports, expense reports, monthly forecast in SAP.
• Maintain account information and input new opportunities into Salesforce.com, distributor monthly scorecards, target accounts, itinerary, monthly plan, review territory/customer pricing accuracy weekly to ensure accurate pricing for invoices.
• Review open sales orders daily, e-mail and v-mail response daily, follow up on Business Team issues.
• Meet sales commitments, yearly budget preparations, and provide strategic plan inputs.
• Work with customer service and help resolve customer service issues.
• Facilitate resolution of supply, quality, and pricing issues when necessary.

CUSTOMER & MARKET KNOWLEDGE

• Develop a sound understanding of the target industries including key technologies.
• Industry trends, market shares, etc; become recognized as an industry and territory expert.
• Develop a good understanding of customers business, products, manufacturing capabilities and needs, market position, culture, methods of doing business, etc.
• Identify and communicate customer requirements and new opportunities for our products.
• Develop a good understanding of our competitors and their products, strengths and weaknesses, strategic intent, etc.
• Become an active member and participant in key trade organizations and shows.

PRODUCT KNOWLEDGE & OTHERS

• Develop an excellent understanding of Stepan’s product lines including product specifications and physical characteristics, applications, benefits, formulation requirements, etc.
• Develop a good understanding of end-use applications and surfactant requirements.
• Develop a good understanding of the competitive landscape – products, technologies, production capabilities & capacities, R&D, prices – in each market area and communicate to key internal Stepan contacts in leadership, business, R&D, etc.
• Develop a good understanding and utilize internal resources as appropriate.
• Conduct all sales activities to meet company standards for professionalism, ethics and safety.
• Further develop sales, marketing, and personal skills through internal development programs and external training programs.

Full latitude in the scope of functions, within the scope of the Company's general policy, code of conduct, guidance set by General Manager Asia Pacific Surfactant and Global VP Surfactants. Respect of the general policies of Stepan Company and has significant latitude in his missions to harmonize internal practices in Asia and to combine available resources for a better efficiency. Bound by the targets set by Asia Surfactants Management team.

Qualifications

Education