Primary Role: Take the lead commercial role in screening, developing and increasing sales for KRAIBURG TPE products while maintaining ongoing business inside the assigned geographic region. This includes identifying and qualifying new business opportunities with targeted OEM’s and regional molders or processors, developing strong customer relationships to leverage KRAIBURG’s value proposition, and coordinating all follow-through needed to close new business.
Key Job Responsibilities
Identify strategic OEM and processor accounts which are aligned with KRAIBURG’s product offering, market expertise and support capabilities. Establish synergy between the customer’s business strategy and KRAIBURG’s product and service capabilities.
Along with product development personnel, effectively screen and validate potential TPE growth opportunities consistent with the customer’s technical and end-use application requirements.
Implement KRAIBURG TPE’s product, pricing and market strategies.
Prospect for new business within the assigned region via lead generation and regular customer visits. Develop account relationships across the technical, engineering and purchasing levels to drive new TPE applications resulting in profitable sales growth.
Negotiate pricing, contracts and technical delivery agreements where necessary to insure a profitable return on KRAIBURG TPE resources invested consistent with our product/market strategies and business policies and practices.
Manage all aspects of product pricing, sampling and order fulfillment within the region.
Understand key players, applications, requirements, market trends and unmet needs as well as KRAIBURG TPE’s potential and share within the targeted industry. Become an industry and product expert to translate successes across the industry.
Continually monitor the competition within the region to better understand issues or threats and develop plans to eliminate barriers.
Identify and establish linkage between design firms, processors and OEMs to coordinate new business development programs. Communicate directly and regularly with customer support personnel and international colleagues where needed on global projects.
Coordinate with product development, application/market specialists and customer support personnel to achieve the desired KTU sales goals through a team approach.
Establish individual performance standards, assignments and objectives - - measure and provide feedback. Develop, execute and achieve sales plans and budgets. Manage expenses and report in a timely fashion.
Communicate regularly and broadly to appropriate colleagues, departments and management. Ensure smooth transitions to regional sales, customer service, global partners and manufacturing.
Become involved in local industry trade associations. Coordinate and provide commercial focus to any regulatory or agency efforts.
Adhere to all KRAIBURG TPE safety, travel, ethics, and Human Resource policies.
College degree or equivalent based on prior work experience within the plastics industry. A technical degree is a plus.
Minimum of 3+ years of plastics industry experience, preferably within the TPE compounds sector, or with a major plastics resin manufacturer.
Proven track record of generating and qualifying new sales leads and closing new business opportunities.
Excellent interpersonal communication skills along with strong commercial sales, business acumen, price negotiation and presentation capabilities.
Strong inner drive, self-motivation and goal-orientation.
Experience with key account management and strategic planning tools.
Proficiency in Microsoft Office tools – Word, Excel, and PowerPoint. Experience with SAP environment or integrated CRM systems a plus.
KRAIBURG TPE (www.kraiburg-tpe.com) manufactures thermoplastic elastomers based on HSBC (hydrogenated styrene block copolymers) and markets them all around the world. In addition to custom solutions, under the THERMOLAST® brand the company offers a broad spectrum of standardized compounds covering a wide range of applications. With its high-performance HIPEX® compound, KRAIBURG TPE is opening up t...he world of rubber for all thermoplastics processing companies and with the new compounds COPEC® and For-Tec E it is entering new dimensions in terms of haptics, adhesion and resistance for consumer electronics products. KRAIBURG TPE has production sites in Germany, USA and Malaysia. The sales organization covers France, Italy, Poland, Spain, China, India, Taiwan, Thailand, Vietnam, Brazil and Mexico. In further countries KRAIBURG TPE is represented by distributors.