Descrio
New Business Development Manager - East
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.
Location

• United States

Language

• English

Travel

• 50%

Position Summary
The New Business Development Manager will focus on growing new accounts and new customers in target industry by having subject matter expertise, strong relationships, and excellent value messaging. This role is responsible for prospecting new targets, building Customer relationships, and closing new business aligned with Buckman's strategic growth priorities.
Position Responsibilities

• Seek out new opportunities at target accounts (not existing accounts) prioritized by GMS, Sales Director, and RSM
• Introduce new customers to Buckman as the first point of contact, articulate Buckman's value proposition, and convert leads to trials to new customers at new mills with no Buckman presence
• Maintain a deep understanding of prospect customer's goals, strategy, and needs that Buckman can solve
• Own the customer relationship until close; responsible for smooth handoff to service rep and sales executive
• Effectively communicate the benefits of Buckman offerings by articulating value proposition to customers

Main Success Metrics

• Works Safely
• Qualifying new Opportunities
• Closing Sales at New Customers
• Value Pricing
• Voice of Customer
• Deliver Customer Innovation
• Trial Management
• Winning and supporting bids

Competencies Needed for Success

• Job Competencies - Results Leadership:
• Focus on Results - Consistently achieving results, even under tough circumstances.
• Plans and Aligns Planning and prioritizing work to meet commitments aligned with organizational goals.
• Ensures Accountability - Holding self and others accountable to meet commitments.
• Job Competencies - People Leadership:
• Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
• Engages & Inspires - Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Job Competencies - Thought Leadership:
• Decision Quality - Making good and timely decisions that keep the organization moving forward.
• Possibility Thinking - Creating new and better ways for the organization to be successful.
• Customer Focus - Building strong customer relationships and delivering customer-centric solutions.
• Technical Job Knowledge - Applying specialized, technical job knowledge that is needed to perform the job successfully.
• Job Competencies - Self:
• Manages Ambiguity- Operating effectively, even when things are not certain or the way forward is not clear.
• Nimble Learning - Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder.

Minimum Requirements to Apply

• Bachelor's degree (BA/BS) from four-year college or university
• Pulp & Paper, Chemical Engineering, Chemistry, or Biology. Pulp & Paper Degree preferred.
• 10 years proven sales record preferably in chemical sales. Specific training in pulp and paper science
• Mastery at Insight Selling
• Demonstrated understanding of business/finance and terminology desirable.

Preferred Qualifications

• 10 years proven sales track record
• 10 years of chemical or pulp and paper industry experience
• Solid understanding of smart digital solutions and can identify customer opportunities

#LI-JT1