Descrição
Sales Executive
Buckman – Texas & Georgia
Location: Remote
Language: English
Travel: up to 60%
Buckman is a privately held, global specialty chemical company with headquarters in Memphis, TN, USA, committed to safeguarding the environment, maintaining safety in the workplace, and promoting sustainable development. Buckman delivers exceptional service and innovative solutions to our customers globally in the pulp and paper, leather, and water treatment sectors to help boost productivity, reduce risk, improve product quality, and provide a measurable return on investment.
Position Summary
The purpose of this role is to drive profitable new business growth, ensuring customer retention, and strengthening relationships within assigned accounts. This role grows & maintains sales with existing customers and identifies new opportunities while ensuring operational and financial performance aligns with company objectives. It serves as the primary point of contact for strategic guidance and account growth for individual customers. This role operates in a defined geographical territory with assigned accounts / regions.
Key Outcomes/Responsibilities
Outcome: Revenue Growth & Account Expansion
Actions:
- Drive year-over-year revenue growth through prospecting and closing new water applications & customers.
- Identify and upsell within existing and new customers.
- Prevent attrition and actively maintain relationships to support long-term retention.
- Report sales pipeline in Dynamics and chemical forecasts using Connected Planning (Ackumen) and manage all opportunities in Dynamics.
Outcome: Profitability Optimization
Actions:
- Optimize product mix aligned with customer needs and profitability goals.
- Execute timely and strategic price adjustments (minimum annually).
Substitute or rationalize products to improve cost-efficiency and profitability.
Outcome: Account Retention and Relationship Management
Actions:
- Maintain retention rate across assigned accounts, proactively addressing potential attrition risks.
- Conduct regular strategic reviews with key stakeholders to ensure alignment and satisfaction.
- Lead business reviews with customers to assess value delivered and identify opportunities
Outcome: Strategic Account Ownership
Actions:
- Act as the single point of contact for customer accounts.
- Conduct regular strategic and business reviews with key stakeholders.
- Build multi-level relationships across customer functions (operations, purchasing, etc.).
- Resolve issues promptly and proactively manage account satisfaction.
Outcome: Financial & Operational Accountability (P&L, MPC, AR)
Actions:
- Meet or exceed sales, GP%, and MPC (USD) budgets for the assigned area.
- Suggest and manage customer credit limits and oversee receivables.
- Ensure overdue receivables >30 days are resolved promptly.
- Manage costs in line with account profitability and resource allocation plans.
- Ensure alignment with contractual obligations.
Outcome: Internal Collaboration
Actions:
- Partner with customer service, planning, lab, R&D, and supply chain to align on goals.
- Collaborate with field service teams to ensure high service standards without owning daily execution.
- Align internally to support commercial strategies and customer needs.
Outcome: Application Reliability & Service Oversight
Actions:
- Monitor application results and conduct tests for optimal performance.
- Troubleshoot and resolve process issues quickly.
- Write and maintain accurate service reports.
- Maintain and manage customer equipment to ensure uptime and reliability.
Basic Qualifications
- Education Requirements:
- Job Experience: 7 - 9 years
- String knowledge of Industrial Processes related to cooling & boiler chemical water treatment, basic WWT knowledge coagulation / flocculation
- Experience in Sales or application of chemical products in industrial water treatment
- Relationship management, prospecting and proven sales results
Competencies
- Drives Results - Consistently achieving results, even under tough circumstances
- Plans and Aligns - Planning and prioritizing work to meet commitments aligned with organizational goals
- Collaborates - Building partnerships and working collaboratively with others to meet shared objectives
- Customer Focus - Building strong customer relationships and delivering customer-centric solutions
- Nimble Learning - Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder
We appreciate the interest of recruitment partners, but we are not engaging external agencies for this role.
#LI-TF1
#LI-Remote
