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Regional Sales & Engineering Manager - Cellasto Job

Date: Jun 16, 2017

Location: Wyandotte, MI, US

Company: BASF

Regional Sales & Engineering Manager - Cellasto-1701870

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, age, citizenship, color, religion, sex, marital status, national origin, disability status, gender identity or expression, protected veteran status, or any other characteristic protected by law.

At BASF, we create chemistry through the power of connected minds. By balancing economic success with environmental protection and social responsibility, we are building a more sustainable future through chemistry. As the world’s leading chemical company, we help our customers in nearly every industry meet the current and future needs of society through science and innovation.

We provide a challenging and rewarding work environment and are always working to form the best team—especially from within, through an emphasis on lifelong learning and development.

And we are constantly striving to become an even better place to work. BASF has been recognized by Forbes Magazine as one of America’s Best Employers in 2016. Come join us on our journey to create solutions for a sustainable future!

Where the Chemistry Happens…

BASF is focused on global challenges of today and the future. Our people change the world every day, and we're working hard to build the best Sales and Engineering Team. We are the leader in sustainable performance chemical solutions.

Regional Sales & Engineering Manager (1701870) – Wyandotte, MI

As the Regional Sales & Engineering Manager, you will work to drive revenue growth through effective strategic and tactical leadership of the NAFTA regional sales and engineering team. Provide leadership (disciplinary and functional) to the sales and engineering organization that does not have specific local Global Key Account (GKA) leadership in the region. Work across the global organization to promote and influence sales priorities. Must lead by example and demonstrate a deep technical understanding of all microcellular polyurethane product offerings.

Formula for Success: You Will…
- Build the best team and people management on a regional level.
- Provide leadership to the Sales & Engineering organization (provided the Global Key Account Manager (GKAM) is not located in the region), lead team development; and support non-local GKA teams with HR issues.
- Be responsible for the financial performance of relevant regional accounts (sales volume and value, P&L, Share of Market - SOM).
- Hold regional market accountability (regional part of GKA's which are steered by other regions, Sales, P&L and SOM market view) for accounts such as VW in Europe.
- Maintain disciplinary leadership of GKA team members if GKAM is not located in region.
- Prepare regional budget and oversee expenditures to ensure cost effectiveness of all Sales & Engineering activities.
- Be responsible for approval of first-level price exceptions outside of price list limits for regional accounts.
- Develop and execute the regional strategy.
- Transfer and launch New Business Development (NBD) projects in the region.
- Develop and implement pricing strategies and price corridors for regional accounts.
- Manage financial controls and reporting for regional accounts and region (market view).
- Play a key role in new project acquisition (Sales & Engineering).
- Oversee Application Development (part design) for regional accounts and new applications.
- Facilitate training activities for Engineering and Sales (exchange of best practices).
- Responsible for project management, manage the project pipeline, and secure IP protections.
- Develop sales forecasts (mid-/long-term).

Key Shared Accountabilities (With Regional Business Manager (BM) & Global Key Account Manager (GKAM))
- Regional strategy; pricing decisions below limit price; escalation of conflicts between Region and GKA; definition of regional account targets (Volume, Net Sales, P&L, and Share of Market) for operational plan and regional strategy.
- Coordination of OEM accounts which are not considered a global key account.
- Support and coordination of GKAM activities for GKA which are steered from other regions.
- Training of GKA Team members.
- Design to cost (e.g. low scrap rate, value engineering).
- Nonconformance management; customer scorecards.

Parameters for Success (KPI's):
- Volume, Net Sales, P&L, Share of Market (SOM) regional accounts
- Sales, P&L and SOM Region (regional part of GKA)
- Customer KPI´s (regional accounts)
- Fix costs regional team
- Achievement of regional account plan
- Market share in the Region
- Implementation of new innovations

Leadership Core Responsibilities:
- Coach and develop team members to reach their full potential
- Support development assignments and movement of talent across units
- Motivate and challenge to drive high performance
- Commit to "hiring the best" internally and externally
- Create an inclusive environment which embraces and derives value from diversity
- Execute performance and career development discussions
- Role model and enable development of competencies in others needed to implement the BASF strategy
- Establish and support a safety culture in which all accidents are preventable

Create Your Own Chemistry: What We Offer You…

Adding value to our customers begins with adding value to you. You@BASF is the suite of benefits, perks, programs and unique opportunities we offer to support you—the whole you—in all stages of your life and career. With you@BASF, you create your own chemistry.

The total rewards that you receive as a BASF employee go way beyond a paycheck. From competitive health and insurance plans, to robust retirement benefits that include company-matching contributions, to making sure you never stop learning, we believe investing in you is investing in our success. Working for a large, global organization, you’ll have a chance to grow professionally and personally, expand your network and build a rewarding and dynamic career.

Qualifications - BASF recognizes institutions of Higher Education which are accredited by the Council for Higher Education Accreditation or equivalent

Ingredients for Success: What We Look for in You…
- Bachelor’s degree required, preferably in a technical discipline such as Engineering or similar field; advanced degree is a strong plus. A degree in other disciplines, combined with a proven sales and/or marketing background in products with similar technical complexity, will be considered.
- A minimum of 15 years of experience in sales, marketing, and/or new business development, with desired expertise in key segment/sub-segment areas including chassis, suspension, and/or automotive
- Solid Sales and Marketing background to automotive OEM and Tier 1 accounts.
- Working knowledge of the automotive industry and Tier 1 parts supplier issues, with experience in price and contract negotiations
- Proven track record in developing and executing marketing, sales, and account strategies
- Deep experience in customer product, application, and performance requirements
- Knowledge of SAP software preferred
- Must possess a high degree of leadership and organizational skills with the ability to influence various functional groups to achieve business goals
- Excellent prioritization and project management skills
- Persuasive presentation development and delivery skills (internal and external).
- Ability to analyze complex business systems and value chains using information from a variety of sources
- Integrative thinking is a must to utilize this information as a key input into the strategic account and business planning process
- Experience working in the chassis and suspension area of the vehicle
- Knowledge of Automotive OEM processes and procedures
- Experience with polyurethanes and engineering plastics is preferred

Leadership Expectations: As a leader at BASF, you will play a key role in creating value for the company through people. Our top candidate will be expected to enable greater personal success among our employees through quality people development, coaching, and performance management. Leaders at BASF are role models to help employees develop the competencies needed to implement BASF's strategy. Our expectation is that leaders will coach and develop team members to reach their full potential, and support relevant development assignments, opportunities and moves while motivating and challenging employees to drive high performance. Our leaders must be committed to "hiring the best" internally and externally at the same time they are creating an inclusive environment which embraces and derives value from diversity. Finally, a leader at BASF must establish and support our safety culture in which all accidents are preventable.

Primary Location: US-MI-Wyandotte
Function: SALE - Sales
Job Type: Standard
Shift: Day Job
Organization: N-PMN-Performance Materials NA

Nearest Major Market: Detroit

Job Segment: Sales Engineer, Engineer, Sales Management, Regional Manager, Sales, Engineering, Management