Head of Sales Specialties

Job Highlights

• Lead, coach, and develop a regional sales team, fostering high performance, collaboration, and accountability
• Define and implement regional sales strategies aligned with global BU objectives, ensuring growth and profitability targets are met
• Oversee pricing strategies, contract negotiations, and margin optimization, ensuring alignment with corporate guidelines
• Drive new business development, identifying opportunities to expand the product portfolio and strengthen the BU’s market position
• Ensure robust execution of sales processes, including forecasting (IBP), S&OP, budgeting, and pipeline management
• Enforce discipline in CRM usage and ensure that call plans, visit reports, and account plans are consistently maintained and leveraged for decision-making
• Continuously monitor market dynamics, customer needs, and competitive activity, translating insights into actionable strategies
• Work closely with Marketing and Global Key Account Managers to align regional priorities with global initiatives
• Represent the BU at industry events, trade shows, and professional associations, strengthening market presence and networking with key stakeholders
• Partner with internal functions including Marketing, Planning, Customer Service, and Credit to ensure seamless customer experience and efficient order-to-cash processes
• Collaborate with peers in other BUs who manage the same customer groups to ensure unified company representation and synergy in account management
• Coordinate with Global Key Account Managers within the BU to align pricing, service, and growth strategies across regions

Experience and Skills

• Bachelor’s degree in Business, Chemistry, Chemical Engineering, or related field (MBA preferred)
• Minimum 8 years of experience in B2B sales, preferably in the specialty chemicals or food ingredient industries.
• Proven leadership experience managing sales teams and distributors
• Excellent communication and stakeholder management skills. Strong commercial acumen, negotiation skills, and strategic thinking
• Experience with S&OP, IBP, and CRM systems
• Fluency in English; Spanish or Portuguese a plus