Senior Sales Representative

Sales Representative

The Sales Representative drives profitable growth by identifying, developing, and converting new business opportunities within the paints and coatings market. This role manages a defined territory, maintains and expands relationships with direct accounts and distributors, and serves as the primary commercial and technical contact for customers. You will build strategic account plans, lead solution development in collaboration with internal teams, and translate market trends and customer needs into compelling value propositions and new product opportunities. The position is fully remote and requires frequent domestic travel to engage customers, prospects, and internal stakeholders.

Responsibilities

• Identify and deliver new business opportunities (NBOs) within the assigned territory by continuously assessing, clarifying, and validating customer needs.
• Uncover, quantify, and prioritize growth opportunities and risks for the product portfolio, working closely with Marketing, Technical Sales, and Technical Service to drive profitable growth.
• Develop and execute effective plans to capitalize on identified new business at customers in the territory, including regional key accounts and distributor partners.
• Lead solution efforts that best address customer needs while remaining aligned with company priorities, coordinating with internal colleagues and proactively resolving issues.
• Maintain a robust list of new business opportunities for direct accounts and distributor partners, and regularly review business performance, rationale, and NBOs with the leadership team.
• Follow up on new leads promptly and diligently, ensuring timely progression through the sales pipeline.
• Partner with supply chain and other internal stakeholders to evaluate investment opportunities that support additional sales revenue and profitable growth.
• Maintain and grow customers in the territory by strengthening relationships with current and potential customers and expanding contact networks at key accounts and distributors.
• Review the route-to-market strategy and propose and execute plans to convert distributor sales into direct sales when beneficial.
• Represent the company's products and technologies to customers and distributors, including negotiating pricing within established guidelines and account growth plans.
• Create, implement, and execute a comprehensive territory sales plan that aligns with regional and global commercial objectives.
• Serve as the primary customer contact for technical and business issues for direct accounts and distributors within the territory, ensuring responsive and effective support.
• Proactively analyze sales performance and provide recommendations to management to maximize sales, contribution margin, and operating profit.
• Align with leadership to set and deliver territory growth targets for volume, revenue, margin, and milestones, monitor progress, and communicate forecasts and deviations.
• Ensure products and technologies are clearly understood by customers and that technical issues are resolved by working closely with Technology, Finance, Customer Service, and Supply Chain.
• Record customer information, meetings, and agreements accurately, completely, and on time in agreed formats and systems.
• Identify market trends by researching, networking, and understanding markets, customers, competitors, products, technologies, applications, value propositions, and company capabilities in coatings markets.
• Run full analyses of existing sales in target markets with internal teams to understand the added value delivered by the current product portfolio and generate ideas and projects for new product developments.
• Create and present compelling business cases for identified opportunities to support internal decision-making and resource allocation.
• Arrange meetings with new prospects, understand their culture and pain points, and introduce a tailored coatings value proposition.
• Collaborate with internal colleagues to deliver proposals that address prospects' needs, concerns, and objectives, pursue leads, and lead the conversion of prospects into customers.
• Coordinate with other sales managers regionally and globally, share best practices, and drive and track opportunities and successes across markets.
• Represent the organization professionally, demonstrating required values and behaviors in all internal and external interactions.
• Support marketing by gathering and sharing information on customer usage of key products and by providing sales forecasts to supply chain on a monthly basis.
• Write detailed call reports after each customer visit and share insights with the broader organization to support alignment and follow-up.
• Attend trade shows, seminars, and sales meetings to promote products, build relationships, and stay informed about industry developments.
• Gather and report information about competitors, products, and practices, obtain literature and samples where possible, and regularly provide analysis of this information to management.
• Continue personal development by staying current on products, applications, technical service, competitive activities, and advertising and promotional trends through literature, and consultation with marketing, technical service, and innovation teams.
• Negotiate contracts and agreements with clients and suppliers, define pricing strategies, and monitor market trends to optimize commercial outcomes.
• Adjust sales forecasting as needed based on market intelligence and customer insights.
• Manage relationships with key stakeholders and clients, ensuring long-term partnership and satisfaction.
• Ensure compliance with legal and regulatory requirements in all commercial activities.
• Prioritize resources to support business growth and achieve strategic commercial objectives.

Essential Skills

• Minimum of 10 years of experience in Sales, Technical Sales, or Business Development within an international paints and coatings company.
• Proven track record in developing and growing commercial relationships, successfully selling new products, and increasing revenue and margin.
• Demonstrated experience in strategic marketing planning and execution.
• Strong experience in customer value propositions and value-adding sales approaches.
• Excellent business skills with a history of creating and delivering new business and market development opportunities.
• Outstanding capability to connect market trends to customer needs and translate technology and product features into clear value propositions.
• Bachelor's or Master's degree.
• Strong interpersonal skills with the ability to build trust and influence stakeholders at multiple levels.
• Excellent communication and presentation skills, including the ability to translate complex issues into simple, actionable understanding.
• Ability to prioritize and multitask effectively in a high-pressure, rapidly changing environment.
• High level of resilience in times of organizational change, with the ability to overcome resistance and communicate clearly.
• Self-starter mentality with dedication, passion, and high enthusiasm for commercial growth.
• Proficient in Microsoft Office Suite, including Outlook and Teams.
• Experience using Salesforce.com or similar CRM platforms to manage accounts, opportunities, and reporting.

Additional Skills & Qualifications

• Strong commercial mindset with a proactive, growth-oriented profile.
• Influential and engaging style that creates buy-in for ideas and motivates others to act.
• Ability to drive collaboration, alignment, and high performance across cross-functional teams.
• Capacity to combine strategic thinking with hands-on implementation in the field.
• Proven ability to deliver on commitments and meet or exceed territory growth targets.
• Comfort working in an international environment with a global outlook and coordination across regions.
• Experience preparing and presenting business cases for new opportunities.
• Experience in coatings markets, including familiarity with customers, competitors, products, technologies, and applications.
• Commitment to ongoing professional development, staying current on products, applications, technical service, and competitive activities.
• Strong analytical skills to interpret sales data, market intelligence, and competitor information and translate them into actionable recommendations.

Work Environment

This is a 100% remote position that offers flexibility in your day-to-day work location while requiring frequent and regular domestic travel, typically 5070%, to visit customers, prospects, trade shows, seminars, and internal meetings. You will work extensively with digital collaboration tools such as Microsoft Outlook, Teams, and a CRM platform like Salesforce.com to manage accounts, opportunities, and communication. The role involves a dynamic, fast-paced commercial environment focused on international paints and coatings markets, where you collaborate closely with Marketing, Technical Sales, Technical Service, Technology, Finance, Customer Service, and Supply Chain teams. You will operate in a results-driven culture that values professionalism, customer focus, and continuous improvement, with opportunities for personal development and exposure to global best practices.

Job Type & Location

This is a Permanent position based out of East Windsor, NJ.

Pay and Benefits

The pay range for this position is $100000.00 - $130000.00/yr. Individual compensation offered for this position within this range will depend on many factors, including qualifications, skills, relevant experience, job knowledge, geographic location, internal equity, and other pertinent job-related factors.

Dental Vision Health 401K Bonus Potential PTO