New Business Development Manager - East

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

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