Representative, Sales

• Strategic Market Development
  • Deliver planned financial results (AOP) by driving profitable revenue growth and achieving gross margin targets.
  • Execute aggressive prospecting and cold calling to develop a robust sales funnel, focusing on high-value applications in apparel, industrial, and technical textiles.
• Customer-Centric Sales Excellence
  • Utilize advanced selling tools (e.g., scorecards, business reviews) and CRM systems to manage account portfolios effectively.
  • Establish and execute long-term account development plans, networking across all levels of the customer’s organization to ensure brand loyalty and cross-selling success.
• Technical Consultation & Solution Selling
  • Exercise professional judgment to recommend appropriate fiber grades (e.g., based on denier, tenacity, and shrinkage) for specific customer applications.
  • Collaborate with Technical and Customer Service teams to ensure product processability (e.g., spinning trials) and overall customer satisfaction.
• Financial & Operational Oversight
  • Develop and manage sales budgets, expense budgets, and provide accurate annual/periodic sales forecasts.
  • Manage the full commercial cycle, including competitive pricing strategies, AR collection, and the avoidance of bad debts.
• Industry Compliance & Representation
  • Promote solutions that align with sustainability standards (e.g., GRS - Global Recycled Standard) and chemical safety regulations (ISO/REACH).

Serve as the primary company representative at international trade shows and conferences to enhance market presence.

Essential Duties & Responsibilities

The purpose of the Sales Function is to deliver:

• Profitable revenue growth, including robust new business development.
• Achieve stated gross margin targets as a percentage of sales.
• Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
• Establish, track and close new business targets consistent with long-term growth objectives.
• Implement marketing programs and provide feedback on resource needs and emerging opportunities.
• Establish account development plans and network resources up, down and across both the customer’s organization and Avient.
• Develop, execute and manage sales plans, sales budgets, and expense budgets.
• As an individual and sales team member, contributes to the company's planning of both long- and short-term business objectives. This will include periodic and annual sales forecasts, as well as the setting of sales volume goals.
• Prospecting and cold calling.
• Deliver the planned results (AOP).
• Exercises discretion and judgment with respect to specific selling activities. These include, but are not limited to, solutions including appropriate product grades to be offered for specific applications and markets; appropriate use of standard product grades versus a custom compounded product and; competitive pricing of products.
• Work both directly and cooperatively with channel partners to close business based on customer's purchasing requirements.
• Maintains current accounts as well as develops new accounts. This includes independent assessment of a customer's needs and the presence of competitive pressures.
• May be required to serve as a primary company representative at trade shows, conferences and in other promotional settings.
• Create and maintain CRM data and sales statistics as required.
• May work with Technical and Customer Service team to ensure customer requirements and satisfaction is met.

Scope

Personnel: Individual contributor.

Budget: None.

Sales Revenue: Territory specific.

1. Technical & Regulatory Expertise

• Industry Knowledge: Background in plastics with exploration in Fiber applications.
• Compliance Proficiency: Solid grasp of chemical industry regulations (REACH, RoHS) and textile-specific certifications (GRS).
• Systems Literacy: High proficiency in CRM management and data-driven sales statistics to optimize territory performance.

2. Soft Skills & Professional Competencies

• Strategic Judgment: Ability to independently assess customer needs and competitive pressures to offer optimized pricing and product solutions.
• Effective Communication: Proven ability to network "up, down, and across" complex organizational structures, both internally and externally.
• Results Orientation: A self-driven mindset with the ability to manage multiple projects under the pressure of a global, fast-paced chemical market.