Head of Sales, Americas

Role

Company: INEOS Oxide

Interested in joining a winning team? A team whose employees share in the ownership of the business and are empowered to make a difference?

COMPENSATION NOTE: Indicative grade - Hay 37/S1, subject to job grade evaluation and candidate level of experience.

Business Context

INEOS is a global manufacturer of petrochemicals and specialty chemicals, producing the raw materials that are essential in the manufacturing of a wide range of goods. The chemicals manufactured by INEOS enhance almost every aspect of modern life. INEOS is the 3rd largest petrochemical company in the world with 194 manufacturing sites across 29 countries and employing more than 26,000 people globally.

INEOS Oxide is one of the most diverse, dynamic and successful businesses within INEOS, operating 5 manufacturing sites in Europe and North America. These are located at Antwerp, Belgium; Koln, Germany; Lavera, France; Bayport, US; Plaquemine, US. INEOS Oxide is one of the world’s leading producers of Ethylene Oxide (EO) and Ethylene Oxide Derivatives (EODs), producing a broad range of 200+ products spread across 4 key value chains – Ethylene Oxide; Propylene Oxide; Oxo‑alcohols & Esters; ENB. The total EO production capacity is ~ 1.4 million mt and the total production capacity for the overall business is ~ 4.4 million mt.

Ethylene oxide (EO) is an important building block for the preparation of a wide variety of EO derivatives (EODs), including various surfactants, as well as many other chemical intermediates including Ethylene Glycols, Glycol Ethers, Polyethylene Glycols and Ethanolamines.

Role Description

The Head of Sales for the Americas will be a key member of the INEOS Oxide US Business Team. Leading a Sales Team of 6 Regional Sales Managers, the post holder will be responsible for delivering the budgeted sales volumes of EO, Ethanolamines, Ethylene Glycols and Glycol Ethers, based on the Business Managers guidance and overall strategy. The post holder will look after some of the key, strategic accounts in the Americas and will also lead the US Sales Team, providing direction in terms of sales processes and targets and also ensuring that any necessary training for the Sales Team is completed. Communication within the overall INEOS Oxide business will be a key requirement, with weekly and monthly reporting on sales volumes, prices, market trends and competitor issues. End use segment analysis will be a key requirement. The US Sales Team is also responsible for marketing of INEOS Oxide products from the European asset base.

The US Customer Service Team will report through the Head of Sales, via the Customer Service Manager. The Technical Service Team will also be managed by the Head of Sales.

The US Sales Team will represent customers within the Americas, including direct accounts, distributors and traders. Co‑operation within the global INEOS Oxide sales team is important, especially for some specific customers which are present in more than one region.

The Head of Sales for the Americas, together with the US Sales Team, represents all internal functions to the customer, solving internal issues to ensure a smooth overall operation. As the main face to the markets, the Sales Team is a key source of market information to the wider INEOS Oxide business.

Internal Interfaces & Factors

• INEOS Oxide Board – regular reporting of sales performance and market information.
• Business Director – alignment on strategy, portfolio development and key objectives.
• Business Managers – alignment on sales strategies, contract strategy, pricing & volume targets.
• Regional Sales Managers – training, direction, allocation of customer accounts within the team.
• Product Managers – ensuring product availability and supporting margin calculations.
• European Sales Manager – to align on global account strategies; to align on channels to export markets.
• Supply chain – forward demand planning; monthly and annual forecasting; special customer requirements.
• Customer Service Manager – provide leadership and direction; alignment on CSR Team.
• Technical Service Manager – provide leadership and direction.
• Finance Team – customer credit checks; payment performance.

External Interfaces & Factors

• Customer management – all aspects of account management for some major, strategic customers.
• Feedstocks – understanding feedstock impact and pricing and changing macroeconomic factors.
• Understanding the competitive landscape; gaining strong market connections to understand market changes.
• Logistics scheduling / disruptions.
• Consultants/Market/End use sector information – to monitor market trends, prices and dynamics.
• Other INEOS businesses & sales teams – to network and share industry knowledge.

Accountabilities

• Sales Management for the Americas.
• Provide leadership, direction and guidance to the team of 6 Regional Sales Managers.
• In alignment with the Business and Product Managers, and based on market knowledge and feedback, develop sales portfolio strategy for all the key product groups from the Plaquemine and Bayport assets.
• Specific customer account strategies should also be developed by the US Sales Team, especially for the key, strategic accounts.
• Review and develop the appropriate channels to market for each product & region, including a full review of the distribution strategy for the US and including creating relationships and a strategy with traders.
• Liaise with the Head of Sales in Europe to ensure a coherent strategy for global customers.
• Ensure sales volume and pricing forecasts are done to support the overall Business & Product Management Teams and to support the financial forecasting process.
• Practice and emphasize a net‑back look within the customer base and strive to increase the net‑backs.
• Market studies as required by the INEOS Oxide Board / Business Managers, either sector based or product based.
• Manage Travel and Entertainment Budget.
• Monitor performance against plans and implement improvement plans where needed.
• Periodically review and where appropriate re‑allocate new and existing customers to Regional Sales Managers; define key accounts and action plans aligned with the US Business Managers.
• Continuously add to and expand the existing customer base targeting higher margins.
• Ensure that the Sales Team interacts effectively across the functions, including Product Managers, Supply Chain, Procurement, Manufacturing & Finance.
• Key Account Management – for key strategic accounts, deliver price, volume and contribution margins in line with commercial plans.
• Effectively manage relationships with key accounts and negotiate and manage contract negotiations with these accounts directly.
• Leadership and Direction to the Customer Service Manager & CSR Team – provide leadership, direction and guidance across the US Team, in particular to the Customer Service Manager.
• Ensure that the order‑to‑cash process is fully functioning and that the Customer Service Team are enhancing the customer experience.
• Manage Technical Service Function – set targets and provide guidance to Tech Service regarding regulatory, compliance and administrative challenges.
• Work on streamlining portfolio to meet and stay ahead of regulatory requirements and challenges from regulatory changes.
• Training and development of Teams – audit direct reports’ activities and performance providing constructive feedback as appropriate; set sales targets and review delivery with direct reports; organize training and development measures; ensure that team is up to date on all mandatory training requirements.
• Development and Usage of Tools – set the targets and track the right balance between payment terms, pricing, market‑share and volume / margin objectives in the customer portfolio and go‑to‑market; ensure forecasting tool is used and data provided appropriately accurate and timely for the type of business and markets we have; utilize MS‑Teams / SharePoint for customer relationship management to collect/retain and report market information, customer information, contracts, visit reports etc.; continuously review and challenge the customer mix and segmentation to optimize sales manager workload and the services offered to customers; effectively utilize current tools such as the Sales Information System and the Variable Margin Report within QlikView.
• Safety, Health and Environmental – ensure compliance of all Team members for all matters of governance, safety and compliance.

Key Performance Indicators

• SHE – zero incidents & 100% compliance with INEOS safety standards across the US Sales Team.
• Sales volumes and prices as per business targets.
• Meet further sales KPIs such as payment term reduction targets, late payment targets, sales volume forecasting accuracy & customer claim resolutions across the Americas.
• Success in delivering market share growth rates and market development targets for the sales region.
• Meet yearly travel budget and meet annual training goals across the US Sales Team.
• 100% ISO compliance.

Desirable Candidate Profile

Level Of Education & Experience In General

• Degree or commercial/business qualifications acquired through experience.
• 5+ years in the Chemical industry; direct Sales or customer facing experience in that period.
• Ideally, an understanding of Oxide products and chemistry.
• Contract negotiation experience a plus.
• Fluency in English essential.

Technical Skills

• Strong personal and communication skills are required.
• Proven influencing and negotiation skills.
• Commercial acumen; deep understanding of sales contracts.
• Strong analytical and economic analysis skills.
• Understanding of market interactions and dynamics.
• Basic understanding of chemical manufacturing processes, logistics and technical standards and regulations.
• Knowledge of contract law and ABC regulations.
• Knowledge of business accounting principles and practice.

Behavioural Skills

• Decisive and tenacious in pursuit of objectives, demonstrating a proactive mentality and bias for action.
• Ability to think innovatively and strategically.
• Strong influencer.
• Highly numerate with an analytical mind‑set, and attentive to detail.
• Calm under pressure, able to make quick, clear and reasoned decisions in a dynamic environment.
• Excellent communication and interpersonal skills, natural relationship builder.
• Proactively and positively manages conflict.
• Adheres to INEOS commitment to Safety, Health and Environmental (SHE) policies; maintains personal integrity and ethical behaviours.

ADA Physical Requirements; Environmental conditions

• Employee required to sit and perform tasks requiring repetitive use of hands.
• Employee must occasionally walk, stand and travel by car, airplane or other means.
• Exert up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects.
• Employee must have the ability to see written documents, computer screens, and to adjust focus.
• Hearing: Perceiving the nature of sounds at normal speaking levels with or without correction.
• Ability to receive detailed information through oral communication and to make discriminations in sound.
• Work Environment – the job is performed mainly in a temperature‑controlled office environment.

Equal Employment Opportunity Statement

INEOS Oxide is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, or protected veteran status. We strive to ensure equal opportunity for all employees and applicants and make hiring decisions based on qualifications, merit, and business needs.

E‑Verify

INEOS Oxide participates in E‑Verify. E‑Verify is a system that allows employers to verify the employment eligibility of their employees in the U.S. All new hires at INEOS will be required to confirm their identity and employment authorization through E‑Verify.

Our culture is one of honesty and integrity with an emphasis on safety, health and environmental performance. On our team, people are acknowledged for embracing new practices that help create real value for customers.