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FLSA Status: Exempt | Grade Level: S-10 |
Department: Sales | Reports To: V.P. of Sales, N.A. |
Direct Reports: N/A |
Job Summary:
- Lead the commercial growth and business development strategy for an assigned geographic territory. Develop and execute a territory growth plan by strategically targeting new customers, expanding existing account relationships, and prioritizing opportunities that align with Adhesive Research’s long-term business objectives. Serve as the primary commercial leader for the territory by building trusted customer relationships, leveraging deep technical and application knowledge, and leading cross-functional teams to deliver differentiated solutions that drive sustainable, profitable growth and an exceptional customer experience.
Essential Functions:
- Owns the commercial performance and long-term growth strategy for an assigned geographic territory.
- Develop and execute a strategic territory business plan that aligns with AR’s growth priorities, target markets, and long-term business objectives.
- Proactively identify, target, and secure new business opportunities through strategic prospecting, market analysis, and relationship development.
- Grow and strengthen existing customer relationships by identifying new applications, expanding product adoption, and delivering value-driven commercial solutions.
- Develop a deep understanding of customer applications, manufacturing processes, market trends, and AR’s technologies to position differentiated solutions and create competitive advantage.
- Serve as the commercial “leader” for the assigned territory by coordinating and influencing cross-functional teams including Operations, Innovation, Market Development, Product Management, Quality, Supply Chain, Customer Service to deliver exceptional customer outcomes.
- Build trusted relationships with customer stakeholders across technical, operations, and executive leadership levels.
- Lead customer engagements including business reviews, technical presentations, pricing discussions, quotations, and commercial negotiations.
- Champion the voice of the customer by translating market insights into actionable business strategies, product development opportunities, and service improvements.
- Develop and maintain a robust opportunity pipeline and accurate sales forecast to achieve territory sales, profitability, and growth objectives.
- Work closely with Market Development and Product Management to monitor industry trends, competitive activity, and market dynamics to identify emerging opportunities and potential risks.
- Partner with the Innovation teams to support product evaluations, application development, customer qualifications, and scale-up activities for new development.
- Resolve customer challenges by leading cross-functional problem solving efforts and ensuring timely, effective communication and execution.
- Maintain accurate CRM documentation, sales reporting, forecasting, and territory performance metrics.
- Represent AR at customer meetings, industry conferences, trade shows, and other commercial events.
- Continuously evaluate territory potential, prioritize high-value opportunities, and allocate time and resources to maximize long-term profitable growth.
- Exercise sound business judgment in prioritizing customers, opportunities, and resource investments to maximize long-term value for both the customer and AR.
- Travel domestically as required to support customer relationships and business growth.
Job Specifications:
- Bachelor’s degree in a marketing, business, scientific or engineering discipline required; technical and/or mechanical aptitude preferred.
- Minimum of 3-5 years of progressive experience in technical sales, business development, or application engineering within the pressure-sensitive adhesive tapes, specialty materials, or a related technical industry.
- Demonstrated success identifying, developing, and closing new business opportunities while growing existing customer relationships.
- Strong technical aptitude with the ability to quickly develop expertise in AR’s products, applications, manufacturing processes, and customer technologies.
- Ability to understand customer challenges, identify unmet needs, and recommend value-driven technical and commercial solutions.
- Demonstrated ability to lead customer opportunities by coordinating and influencing cross-functional teams without direct authority.
- Strong commercial acumen with experience managing sales pipelines, territory planning, forecasting, and business development activities.
- Excellent relationship-building, communication, presentation, and active listening skills with the ability to engage technical, operational, purchasing, and business stakeholders.
- Proven ability to balance short-term commercial execution with long-term strategic market development and growth.
- Self-motivated, highly organized, and capable of effectively managing multiple priorities in a fast-paced environment.
- Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word), CRM systems, and sales planning tools.
- Demonstrated initiative, resilience, and a growth mindset with a passion for winning new business, delivering exceptional customer experiences, and achieving measurable business results.
- Willingness and ability to travel extensively throughout the assigned territory to support customer relationships and business development activities (~40% -60 % overnight)
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