Sales Representative

About IMCD

IMCD is a leading global distributor and formulator of specialty chemicals and food ingredients, headquartered in Rotterdam, the Netherlands. Since our founding in 1995, our entrepreneurial spirit has driven smart, sustainable solutions powered by local know-how and global expertise.

Publicly listed on Euronext Amsterdam (AEX), IMCD operates across EMEA, Asia-Pacific, and the Americas. We partner with top-tier suppliers to deliver tailored solutions across eight business groups, including Beauty & Personal Care, Home Care and Industrial & Institutional Cleaning Solutions, Food & Nutrition, Advanced Materials, Coatings & Construction, Lubricants & Energy, and Industrial Solutions, and Pharmaceuticals.

IMCD’s strength lies in its dual focus on distribution and formulation. Through our global network of technical and commercial experts, we collaborate closely with customers to develop impactful, innovative solutions that shape industries and meet the evolving needs of the markets we serve.

Job Purpose

Responsible for developing and maintaining sales within a specific business unit utilizing the Key Sales Performance Indicator system and other tools made available within the organization. In conjunction with the Principal Managers, ensure that the business plans for each of our product lines are implemented.

Duties and Responsibilities

• Customer relationship management
• Driving profitable sales growth within the assigned account portfolio.
• Professional representation of each relevant principal at the account level.
• Establish connections between customer and Customer Service to ensure day-to-day fulfillment, requests, issues are resolved in a timely/efficient manner
• Develop prioritized account growth plans including annual forecasting and budget
• Manage account profitability – profit contribution
• Deliver assigned sales KPIs (call frequency/maintaining/building/reporting/progressing targets/identifying new targets)
• CRM compliance against Call Prep and Product Reporting – Action items and account updates
• Complete account coverage by Principal
• Active participation in local industry events, trade associations, etc.
• Execute sales activity relative to slow/dead stock
• Monitor contract balances and advise customers of inventory still to be shipped.

Key Performance Indicators

Sales Call Frequency

• Sales representative is responsible for setting, regularly reviewing, and revising Call Frequency Schedule
• Sales representative is responsible for meeting call plan set for each account

Maintaining Existing Business / Profit Contribution

• Minimum requirement – maintain all existing business
• Review variances regularly and report/take action as required
• Ensure margin contribution is maximized (and maintained)
• Review Sales Rep Summary and margin on sales to ensure margins are being maximized and maintained

Developing / Progressing Targets

• Sales representative is responsible for progress on existing targets and identification of new targets
• Minimum requirements – evidence of new business being landed, and new opportunities being added on a regular and consistent basis.

Building / Cultivating Relationships

• Minimum requirements – thorough and complete understanding of the customer’s business and the corresponding principals/product solutions we can offer.
• Multi-level relationship development initiated and planned by the sales representative
• Involvement of other IMCD personnel and principals

Reporting

• Minimum requirements – submitted in timely manner
• Follow guidelines for information required for Existing Business reports
• Follow guidelines for Target Business reports
• The sales representative is responsible for the accuracy and thoroughness of their product reports

Qualifications/Competencies

• Minimum 3-5 years experience in technical sales
• 3-5 years experience in the Plastics and Rubber Industry and/or other type of Polymers (Composites)
• Good working knowledge of polymer chemistry
• Excellent reporting skills both written and verbal
• Good organization and time management skills
• Proven experience in organizing sales calls and schedules, and evidence of detailed reporting is required
• Competency in SFDC, Sales Management Systems and Microsoft Office or equivalent
• Exceptional skills in developing and maintaining client relationships
• Proven track record in developing new sales and accounts
• Demonstrated enthusiasm and self-motivation
• Must be hands on and enjoy a broad range of activities
• Will exhibit an eagerness for contributing beyond immediate duties and getting the job done
• Will be persuasive and will have the ability to persuade
• Will be sufficiently mature to be able to move forward from setbacks

Working Conditions

• Occasional evenings and weekends may be required
• Occasional travel may be required

Compensation

Salary Range: $80,000 - $130,000 per annum

What We Offer

We value our people and are proud to offer a competitive and comprehensive total rewards package, including:

• Defined Contribution Pension Plan (DCPP)
• Annual Bonus Eligibility
• Comprehensive group benefits
• Flexible work schedules
• Learning, Training, and Development Opportunities
• A collaborative, innovative environment that encourages freedom to act and an entrepreneurial spirit

IMCD Canada welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process.

This role is for an existing vacancy within our organization. Artificial intelligence is not used to screen, assess or select applicants for this vacancy.