Sales & Business Development Manager – Renewable Diesel

Job Summary: Under general direction, the Sales & Business Development Manager is responsible for customer relationships, increasing sales, and driving strategic growth initiatives. Key avenues for success include: effectively connecting throughout all levels of the customer organization – including senior level management, collecting customer and market insights, identifying and uncovering needs, positioning winning solutions, building deep customer relationships, and closing the deal. This is a key role within our organization advising and guiding sales strategy, delivering top line growth, and working within a collaborative team based selling model. This role will be responsible for leading an internal team focused on strategic growth in the global Renewable Diesel market. A great opportunity for a player – coach role focused on a core product line tied directly to the company’s growth strategy.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Build credible & strong customer relationships focusing on:

– Advocating for customers.

– Face to face interactions with customers and the identified markets we serve.

– Prospecting and establishing new sales leads and contacts.

– Developing multiple relationships & communication pathways within a customer organization including Engineering, Plant Management, General Management, Finance, and Procurement Sourcing.

– Development and management of strategic account planning including internal coordination ensuring alignment with customer, segment, and global strategies.

– Support conference strategies including assessments, booth support, and presentations.

– Maintaining up-to-date understanding of industry trends and technical developments.

– Identifying opportunities & advise on available technology or service solutions.

– Clearly articulate Crown’s value proposition, offerings, and market advantages.

– Efficient & timely responses on general inquiries, opportunities, and formal RFP’s.

– Obtaining and coordinating data and information flow to the customer.

– As needed, resolving customer issues with products, projects, and service.

• Top-Line business growth:

– Identify, develop, & manage a robust opportunity pipeline focused on a 12-24 month planning horizon.

– Drive opportunities and close the deal in an efficient and professional manner.

– Deliver against sales goals.

– Cross functional & global collaboration.

– Coordinate proposal development and technology offering with internal sales operations and technical teams.

– Deep understanding of technology/service value and total cost of ownership, TCO.

– Margin & pricing management.

– Working with appropriate internal and external stakeholders to finalize contracts.

– Support market development & go-to-market, GTM, delivery with new innovation launches.

– Prepare customer field report after each customer visit and distribute to appropriate internal stakeholders.

• Coaching an internal team to develop commercial strategy, market offering, and progress meeting goals with the Renewable Diesel segment.

• Perform other related duties as required and assigned.

MINIMUM JOB REQUIREMENTS:

Education/Experience

• Bachelor’s degree in a technical field – chemistry, chemical, or mechanical engineering preferred.

• MBA preferred

• 8+ years Commercial, Sales, or Operations experience within the Food/Agriculture complex or Petroleum industry.

• Demonstrated sales experience.

Specific Skills

• Experience building and shaping a strategy for an emerging market.

• Experience in sales & new business development in emerging markets.

• Entrepreneurial spirit and approach

• Strong Competitive desire to succeed & win.

• High integrity and ethics.

• Excellent communication skills, both written and verbal.

• Effective at problem solving, negotiation, and conflict resolution.

• Outcome focused with the ability to manage competing priorities and work well under pressure.

• Strong attention to detail.

• Customer advocate & customer service focus.

• Establish and maintain effective working relationships with co-workers, customers, and vendors.

• Previous experience managing, leading, and developing talent in a team first environment is a plus.

• Responsive to requests and inquiries from internal and external customers.

• Understand and follow oral and written instructions.

• Operate office machines and type at a speed necessary for successful job performance.

Specialized Knowledge, Licenses, etc.

• Well developed sales and presentation skills.

• ERP and customer relationship management, CRM, experience.

• Knowledge of computers and applications, such as Microsoft Word, Excel, and PowerPoint.

PHYSICAL REQUIREMENTS:

• Ability to sit, stand, bend and move about.

• Reaching by extending hand(s) or arm(s) in any direction.

• Finger and hand dexterity required to manipulate objects.

• Communication skills using the spoken word.

• Ability to see within normal parameters.

• Ability to hear within normal range.

• Ability to physically lift and carry up to 25lbs.

• Ability to travel either internationally or domestically approximately 50% of the time.

WORKING CONDITIONS:

• Working conditions are normal for an office environment.

• Plant environment approximately 20% of the time; some exposure to chemicals, hazardous materials, and noise. May work at heights, in confined spaces, and in inclement weather conditions.

LANGUAGE:

• Required: Proficient in English

• Preferred: Spanish, Portuguese, Nordic languages a plus.

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