Sales Manager

POSITION TITLE: Regional Sales Manager

DEPARTMENT: Sales

POSITION REPORTS TO: Phibro-Tech Director of Sales

WORK SCHEDULE: Monday – Friday (with ability to flex as needed)

COMPANY OVERVIEW:

Phibro Animal Health Corporation is a publicly traded organization with a rich history spanning nearly 100 years of service. The Company is a global manufacturer of medicated feed additives, feed ingredients, advanced nutrition solutions and vaccines. Phibro's revenues are in excess of $1.3 Billion, and are supported by over 2000 employees worldwide.

Phibro-Tech, Inc. is part of Phibro Animal Health's Performance Products division, located in Santa Fe Springs, California. Since 1984 Phibro-Tech has served the environmental, electronic, semiconductor and water treatment industries by taking in their used materials, recycling them and using those materials to manufacture new products. Phibro-Tech helps all Californians stay safe, healthy and sustainable.

POSITION DETAILS:

Responsible to profitably grow the Environmental Recovery Services (ERS) business and to maximize the profitability of the California Water Technologies (CWT) business by optimizing the product mix to fill the existing plant capacity. 

Position Details

Role will create demand and add value through consultative and technical selling with key influencers and decision-makers. Specific responsibilities include but are not limited to:

Key Responsibilities

• Lead the sales efforts within assigned territory
  • Prospect for and develop new customers
  • Support and retain current customers
  • Seek out opportunities to grow and expand current customer business with current product growth or by adding additional products.
• Utilize Phibro resources and training to develop strong working knowledge of product portfolio
  • Know the scientific principles behind each product and their application
  • Position features and benefits to meet customer needs, increase sales and Phibro results.
• Manage own time and utilize Phibro resources to develop and prioritize customer and prospect objectives to grow sales per assigned budget.
• Must be able to understand the science behind each product within Phibro portfolio and be able to communicate the benefits of each to each customer segment.
• Must be able to effectively communicate the benefits of each product within Phibro portfolio against competitive products and competitive company services
• Achieve budgeted sales and gross margin for Phibro Products in assigned geography
• Participate in development of sales strategy and plans for the region he/she supports.
• Provide input to appropriate Species Business Manager(s), Product Director(s) and Area Sales Manager for:
  • Key competitor activities and sales positioning & pricing.
  • Needs for differentiated customer services to grow and maximize gross margin contribution.
  • Report on industry and customer trends within assigned area
• Proactive use of Phibro's CRM system.
  • Manage assigned customer and influencer database
  • Routinely update with new information and keep customer and competitor information current.
  • Proactively use to execute sales and marketing strategies and tactics to grow sales

Key Competencies Accountable Collaborative Committed Communicating Effectively Demonstrating Initiative Displaying Confidence and Composure Displaying Technical Expertise Driving for Results Establishing Relationships Interacting with People at Different Levels Interpersonal Skills / Communication Leveraging Opportunities Making a Strong Impression Managing Time Negotiating Agreements Presenting and Public Speaking Prioritizing and Organizing Work Problem Solving Serving Customers Showing Caring and Understanding Showing Community and Social Responsibility Supporting Organizational Goals Trustworthy Skills Proven ability to work effectively in a team environment. Must have proven sales skills and previous contact with clients and their operation. Must have proven sales skills. Develop and maintain relationships with internal and external clients. Able to plan and set priorities for accomplishing tasks and goals. A motivated self-starter, work well in groups and demonstrate excellent customer service. Ability to travel as necessary. Must have business acumen, energy and drive, positive attitude, client focused, flexible and empathetic. Strong negotiation skills and project management experience. Able to handle client complaints with calm demeanor and professional attitude. Extensive client interaction skills. Proficiency in Microsoft Office Products Must be proficient using Email, phones, cell phones, and office equipment. Education & Experience

• Bachelor's Degree
• 5 years of industry experience in sales roles

• Experience with, or willingness to learn, Customer Relation Management (CRM) software.

Key Responsibilities:

General

• Accountable for achieving revenue and gross margin targets.
• Maintain key technical contacts with customers.
• Plan and schedule sales calls on customers to solicit orders, maintain established relationships, build new relationships, and answer inquiries and complaints.
• Document sales calls via written call reports.
• Develop and execute account strategies by building personal knowledge
• Provide competitor intelligence including capabilities and sales policies.
• Routinely analyze and report on business performance and make recommendations to ensure sustainable success.
• Complete expense reports on a timely basis.
• Compliance of all company personnel policies and procedures.

ERS

• Understand how the various waste streams received are tested, costed, and processed in the plant.
• Understand the safety and regulatory requirements of the waste business and the facility.
• Review margin reports and develop plans to address low margin business.
• Understand and educate customers on the profile process.
• Bring customers to the plant for onsite presentations and tours.
• Collaborate with existing sales team members to expedite learning of the business and maximize the capability of the team.

CWT

• Give updates during routine calls with our joint venture partner PVS Technologies.
• Visit customers at least once per year to maintain relationships and understand purchasing timelines and dynamics.
• Maintain a list of bids including customer, date, product, pricing and bid winner.
• Develop strategies to reduce risks of losing business due to being under bid. 

Key Competencies & Requirements

Technical:

• Knowledge of chemistry and water treatment a plus.
• Ability to interface with other technical disciplines to develop innovative solutions.
• Ideal candidate has a minimum of 10 years of industry experience
• Strong technical writing ability
• Strong analytical skills
• Sound computer skills with Microsoft Office products

Business:

• Understands the customer's business model and can determine how customer decisions are made and influenced.
• Understands and capitalizes on industry trends and opportunities.
• Good negotiation skills

Personal:

• Excellent communication skills. Able to communicate effectively to both technical and non-technical audiences.  Communicate vertically and horizontally within Phibro and to external stakeholders.
• Ability to resolve conflicts, both internal and external to the organization. 
• Collaborative, builds bridges and effectively interacts with other functions across the team.
• Persistent in pursuit of optimal solutions.  Not easily deterred from meeting his/her objective.
• Resourceful, will seek out alternatives to achieve desired ends.
• High Integrity
• Independent, creative, and entrepreneurial.  Manage own time and utilize Phibro resources to develop and prioritize objectives.

Intellectual

• Problem Solving – moves beyond the immediate information to develop realistic but resourceful solutions
• Analytical Skills
• Good Judgment
• Effective Oral Communication and Written Communication

Reporting Relationships: 

• Strategic direction from the Phibro-Tech Director of Sales and tactical direction from the Plant Manager.

Other Requirements/Expectations

• Bachelor's degree, ideally in Engineering or Science or minimum 10 years related history.
• Can work out of home office.  Local travel to customers and the facility approximately 50% of the time.  Overnight travel may be required monthly.

---