Manages customer relationships, drives retention and satisfaction, develops sales strategies, delivers savings projects, grows existing applications and volumes, pursues new opportunities, prepares forecasts and reports, and resolves customer concerns. The role requires extensive travel across assigned U.S. territories and collaboration with customers and internal teams to improve processes, reduce costs, and meet annual sales targets.
Sales Executive
Buckman - United States
Location: USA
Texas, Alabama, Georgia, and Indiana
Language: English
Travel: 60-75%
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.
Position Summary
The Sales Executive key responsibilities include overseeing and maintaining the relationship with the account to ensure customer satisfaction and address any issues that arise. The role involves developing and implementing sales strategies to increase revenue, preparing regular sales reports and forecasts to track performance, and informing strategic decisions. Providing exceptional customer service by responding promptly to inquiries and resolving any concerns is also a crucial part of the job.
Key Outcomes
- Managing the relationship with the customer in a manner that makes Buckman attractive and prevents attrition.
Actions: Business reviews, service reports (customer requested subjects and frequency), customer entertainment (lunch, dinner, teams building exercises), providing savings projects, responding to service calls as needed, data mining for issues as requested - Sales Executives should bring savings projects to the customer to help improve their process (>10% of sales each year).
Actions: proposing chemical and/or digital solutions to lower customers costs, identifying process changes and assisting customers with implementation, optimizing applications or process variables/controls - Sales Executive should reach annual sales targets by increasing volumes or obtaining new applications
Actions: commercializing new applications, increasing volumes of existing applications to improve customer performance, working with sales manager to identify target applications
Competencies Needed for Success
- Creating a climate where people are motivated to do their best to help the organization achieve its objectives
- Holding self and others accountable to meet commitments
- Building partnerships and working collaboratively with others to meet shared objectives
- Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences
- Developing people to meet both their career goals and the organization's goals
Minimum Requirements to Apply
- Bachelor's degree (BA/BS)
- Proven sales record and or years related experience and/or training
- Successful selling record, preferably in chemical sales. Specific training in pulp/paper and water science is desirable.
- Demonstrated understanding of business/finance and terminology desirable.
- Possess a valid Driver's License and acceptable Motor Vehicle Record.
Preferred Qualifications
- Facilitation/training skills
- Metrics/data analytics
- Communication training
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