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Sales Account Manager | Pinova, Inc.

Pinova Incorporated (recently acquired by Firmenich which has over 10,000 employees globally), extracts wood rosin from pine stumps to create a variety of commercial products. We have customers in over 100 countries that use Pinova’s quality resins in a wide variety of specialized markets, including adhesives, construction, food and beverage, and agriculture.

Our employees are the backbone of our business as we strive to put people first. We are looking for our employees to have an entrepreneurial mindset, where our employees will think outside the box and embrace change and collaboration with other departments.

We offer a generous benefit package including medical, dental, vision, life insurance, disability, 401k retirement savings plan with a generous match, and excellent compensation as a part of our package.


Participates in the development of the Sales & Business Development plan with the Sales Director Ingredients Industry, and translates this into a tactical plan required to achieve the performance objectives for the North American region. Understands and identifies changes in the market and competitive activity that threatens the business and recommends appropriate changes to the tactical plans. Identifies new opportunities and Implements tactical plan and Business Development plan for commercialization of new products within the North American region and possibly the Latin American Region.  The incumbent will focus on more than one market in alignment with the developing Performance Specialties Strategy, namely Adhesives, Agrochemicals, and Other specialties as needed. 


Core Process Responsibilities:

•    Participate in the development of the annual and five years Sales & Business Development Plan with the Sales Director Ingredients Industry.
•    Knowledge of applications and performance requirements to properly facilitate customer usage of our offerings.
•    Participate in the development & implementation of tactical plans to achieve performance objectives for the territory.
•    Monitor, evaluate and communicate adjustments needed for tactical plan to achieve commercial performance objectives for the territory.
•    Contribute to identification of new product and or market opportunities, and perform market research to support Business Development and R&D.


Identifies new opportunities to support the product development effort.
Implement new product commercialization within the territory.  
•    Provide strong technical service support to customers
•    Prepare Competitor and Market analysis.
•    Develop and maintain, mid and long-term forecast for territory volumes, prices and revenues through dialogue with customers.
•    Actively provide input on the pricing situation to adapt the pricing strategy and recommends target pricing levels.
•    Lead and/or support in customer negotiations, presentations and meetings.  Actively manage key accounts, 


Formal Education Required:

  • Undergraduate Degree.

Formal Education Preferred:

  • Technical Degree (Chemistry, Chemical Engineering; or Food Science) combined with advanced business degree.

Level & Type of Knowledge/Experience Required:
    5+ years of Sales or Business Development experience in business-to-business markets.

Level & Type of Knowledge/Experience Preferred:
    5+ years of Business Development Experience in the Adhesives, Agrochemicals, Tires, Construction, Coatings or related industry.


Technical Skills:
•    Excellent communication skills and ability to conduct business at large consumer product companies.
•    Strong process and product understanding.
•    Proficiency in PowerPoint, Excel, MS Word, SAP.


Position requires travel primarily in North America : estimation of 30%    Core Competencies:

•    Integrates Business strategies into objectives and action plans
•    Ability to combine strategic thinking with project management and coordination skills
•    Able to effectively interact with different cross functional teams (purchasing, operations, R&D, quality, etc) to build relationships and drive project initiatives forward, both when interacting with customers and within our internal organization
•    Demonstrates innovative thinking in proposing solutions to a range of Business Development and sales problems
•    Involves others in exploring and developing new ideas and driving implementation
•    Understands and is experienced in resolving conflicts and supporting others to resolve their own conflicts
•    Knowledge of regional and global markets
•    Can effectively communicate, both in written and oral form to all levels of personnel, internal or external
•    Promotes open communication across global organization
•    Sales and technical acumen
•    Understanding of different cultures
•    Able to work in a variety of different markets
•    Able to prioritize tasks under chaotic environment



Pinova is an equal opportunity employer and encourages diversity. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status disability status, age, sexual orientation, marital status or other legally protected class.

Nearest Major Market: Brunswick

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