Mgr Sales Development Adhesives

Purpose of Job

We are seeking a Manager, Sales Development – IPCA to drive profitable growth across the Inks, Paints, Coatings, and Adhesives markets in the U.S. This role reports to the Senior Manager Sales, Differentiated Portfolio Americas and is responsible for executing commercial strategies, developing new business opportunities, and managing key customer relationships across an assigned territory.

The position plays a critical role in expanding market presence, delivering against multi-year growth targets, and aligning closely with global and regional teams to execute strategic initiatives.

• Grow sales of assigned products within IPCA markets, ensuring profitable and sustainable growth.
• Execute development and sales activities aligned with regional and global business strategies.
• Deliver sales plans, expand into new market segments, and achieve multi-year growth targets.
• Support the global SA Chemicals team in executing agreed strategic initiatives.

Key Accountabilities

• Lead and coordinate all commercial activities within an assigned geographic territory.
• Deliver sales performance aligned with growth and profitability targets.
• Develop and maintain a robust pipeline of opportunities and customer prospects.
• Build strong customer relationships to drive loyalty, retention, and market share growth.
• Identify and develop new business opportunities through active market engagement and stakeholder networks.
• Define and communicate value propositions tailored to customer needs.
• Implement pricing strategies within established guidelines using value-based selling principles.
• Lead negotiation and execution of contracts with customers.
• Provide accurate sales forecasts and maintain pipeline visibility.
• Capture and document customer interactions, opportunities, and market intelligence in CRM systems.
• Gather and communicate market trends, competitive dynamics, and customer insights.
• Collaborate cross-functionally with Marketing, R&D, Sales & Marketing (S&M), and Business Commercialization teams to ensure alignment and execution.
• Support efficient order-to-cash processes and ensure high levels of customer satisfaction.

Working Experience

• 7+ years of experience in the chemical industry, preferably within IPCA, wax applications, or related specialty markets.
• Proven experience in sales, market development, or business development roles.
• Demonstrated track record of driving growth and successfully closing commercial deals.

Formal Education

• Bachelor’s degree in Chemistry, Engineering, or a related technical/commercial field (preferred).

Required Personal and Professional Skills

• Strong commercial acumen with experience in pricing and value-based selling.
• Understanding of chemistries, products, and applications within downstream petrochemical markets.
• Industry knowledge including customers, competitors, and market dynamics.
• Excellent communication, negotiation, and relationship-building skills.
• Customer-focused, solution-oriented mindset with ability to build long-term partnerships.
• Strong organizational skills with ability to prioritize and manage workload independently.
• Proficiency in CRM systems and sales tools.
• Ability to work effectively in cross-functional and multicultural environments.
• Willingness to travel extensively (up to ~65%).