Top Benefits
About the role
Ready to Make an Impact?
As a leading specialty chemicals distribution partner, IMCD has an important role to play in society, including by protecting health and welfare, improving economic prosperity and helping to create a more sustainable future. IMCD operates as a professional services business where highly qualified key people working together in a flat organizational structure are making a real difference. By joining IMCD, you’ll be part of an entrepreneurial, fast-growing group of ambitious and like-minded professionals, where you’ll have the freedom to make your own mark.
IMCD is proud of its people and culture and considers them to be its most valuable asset by far!
Do you want to work for a growing and expertise-driven company? Then we’d love to hear from you!
About IMCD
IMCD is a leading global distributor and formulator of specialty chemicals and food ingredients, headquartered in Rotterdam, the Netherlands. Since our founding in 1995, our entrepreneurial spirit has driven smart, sustainable solutions powered by local know-how and global expertise.
Publicly listed on Euronext Amsterdam (AEX), IMCD operates across EMEA, Asia-Pacific, and the Americas. We partner with top-tier suppliers to deliver tailored solutions across eight business groups, including Beauty & Personal Care, Home Care and Industrial & Institutional Cleaning Solutions, Food & Nutrition, Advanced Materials, Coatings & Construction, Lubricants & Energy, and Industrial Solutions, and Pharmaceuticals.
IMCD’s strength lies in its dual focus on distribution and formulation. Through our global network of technical and commercial experts, we collaborate closely with customers to develop impactful, innovative solutions that shape industries and meet the evolving needs of the markets we serve.
Job Purpose
Responsible for developing and maintaining sales within a specific business unit utilizing the Key Sales Performance Indicator system and other tools made available within the organization. In conjunction with the Principal Managers, ensure that the business plans for each of our product lines are implemented.
Duties and Responsibilities
Meeting Sales and Margin budget based on annual sales budget.
Account management:
- Ensure Optimal Account coverage by meeting Sales Call Frequency
- Deliver assigned sales KPIs (maintaining/building relationship/reporting/progressing targets/identifying new targets)
- Collaborate and support DCSR for optimal Account Management
- Build multi-layer relationship at all accounts to continuously improve customer intimacy
- Key Account Penetration: Ensure complete understanding of Key Account activities, corporate objectives, challenges, competitors and requirements. Ensure a multi-layer relationship is in place and maintained with KA plans reviewed annually and communicated to the Business Unit Director, B&PC and HC.
Customer relationship management
- Strengthen customer’s partnership
- Understand customer’s urgencies needs and adapt to their pace
Establish connections between customer and CSR’s to ensure day-to-day fulfillment, requests, issues are resolved in a timely/efficient manner
Develop prioritized account growth plans including annual forecasting and budget
Margin Maximization: Manage account profitability – profit contribution
CRM compliance against Call Prep and Product Reporting – Action items and account updates
Complete account coverage by Principal
Active participation in local industry events, trade associations, etc.
Execute sales activity relative to slow/dead stock
Monitor contract balances and advise customers of inventory still to be shipped.
Participate in other Commercial related assignments: Market Map, Training, New product promotion, Marketing Campaigns etc.
Key Performance Indicators
Sales and Margin Budget
- Review sales variances monthly vs budget and communicate plans to Sales Director for any required support/adjustments required.
Sales Call Frequency
- Sales representative is responsible for setting, regularly reviewing, and revising Call Frequency Schedule
- Sales representative is responsible for meeting call plan set for each account
Maintaining Existing Business / Profit Contribution
- Minimum requirement – maintain all existing business
- Review variances regularly and report/take action as required
- Ensure margin contribution is maximized (and maintained)
- Review Sales Rep Summary and margin on sales to ensure margins are being maximized and maintained
Developing / Progressing Targets
- Sales representative is responsible for progress on existing targets and identification of new targets
- Minimum requirements – evidence of new business being landed, and new opportunities being added on a regular and consistent basis.
Building / Cultivating Relationships
- Minimum requirements – thorough and complete understanding of the customer’s business
- Multi-level relationship development initiated and planned by the sales representative
- Involvement of other IMCD personnel and principals
Reporting
- Minimum requirements – submitted in a timely manner
- Follow guidelines for information required for Existing Business reports
- Follow guidelines for Target Business reports
- The sales representative is responsible for the accuracy and thoroughness of their product reports
Qualifications/Competencies
Minimum 3-5 years’ experience in technical sales.
Familiar with Home Care industry standards with a strong knowledge in homecare market.
Degree in Science, engineering or similar training with post-secondary degree education.
Experience in Beauty and Personal Care is an asset.
Proven experience in organizing sales calls and schedules, and evidence of detailed reporting is required
Competency in SFDC, Sales Management Systems, CRM Platforms and Microsoft Office or equivalent.
Exceptional skills in developing and maintaining client relationships.
Proven track record in developing new sales and accounts.
Demonstrated enthusiasm and self-motivation.
Must be hands-on and enjoy a broad range of activities.
Will exhibit an eagerness for contributing beyond immediate duties and getting the job done.
Excellent negotiation skills and ability to win business.
Operates exceptionally under pressure with excellent conflict resolution skills.
Working Conditions
Weekend and evening work may be required. Frequent travel is required.
What We Offer
We value our people and are proud to offer a competitive and comprehensive total rewards package, including:
Comprehensive group benefits
Flexible work schedules
Learning, Training, and Development Opportunities
A collaborative, innovative environment that encourages freedom to act and an entrepreneurial spirit
IMCD Canada welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process.
This role is for an existing vacancy within our organization. Artificial intelligence is not used to screen, assess or select applicants for this vacancy.
About IMCD Group
IMCD is a global leader in the distribution and formulation of speciality chemicals and ingredients, providing solutions to its partners.
Across eight Business Groups*, its market specialists collaborate with suppliers and customers to help co-formulate solutions that embrace industry trends. With a global presence across EMEA, Asia-Pacific and the Americas, IMCD offers a range of comprehensive product portfolios.
Listed at Euronext, Amsterdam (IMCD), IMCD realised revenues of EUR 4,443 million in 2023 with over 4,700 employees in over 60 countries on six continents. IMCD's dedicated technical and commercial experts work in close partnership to tailor best-in-class solutions for around 60,000 customers and a diverse range of world-class suppliers.
For you, and for us, we are creating a world of opportunity.
*Our business groups are Home Care and I&I, Beauty & Personal Care, Food & Nutrition, Advanced Materials, Coatings & Construction, Pharmaceuticals, Lubricants & Energy and Industrial Solutions.
Top Benefits
About the role
Ready to Make an Impact?
As a leading specialty chemicals distribution partner, IMCD has an important role to play in society, including by protecting health and welfare, improving economic prosperity and helping to create a more sustainable future. IMCD operates as a professional services business where highly qualified key people working together in a flat organizational structure are making a real difference. By joining IMCD, you’ll be part of an entrepreneurial, fast-growing group of ambitious and like-minded professionals, where you’ll have the freedom to make your own mark.
IMCD is proud of its people and culture and considers them to be its most valuable asset by far!
Do you want to work for a growing and expertise-driven company? Then we’d love to hear from you!
About IMCD
IMCD is a leading global distributor and formulator of specialty chemicals and food ingredients, headquartered in Rotterdam, the Netherlands. Since our founding in 1995, our entrepreneurial spirit has driven smart, sustainable solutions powered by local know-how and global expertise.
Publicly listed on Euronext Amsterdam (AEX), IMCD operates across EMEA, Asia-Pacific, and the Americas. We partner with top-tier suppliers to deliver tailored solutions across eight business groups, including Beauty & Personal Care, Home Care and Industrial & Institutional Cleaning Solutions, Food & Nutrition, Advanced Materials, Coatings & Construction, Lubricants & Energy, and Industrial Solutions, and Pharmaceuticals.
IMCD’s strength lies in its dual focus on distribution and formulation. Through our global network of technical and commercial experts, we collaborate closely with customers to develop impactful, innovative solutions that shape industries and meet the evolving needs of the markets we serve.
Job Purpose
Responsible for developing and maintaining sales within a specific business unit utilizing the Key Sales Performance Indicator system and other tools made available within the organization. In conjunction with the Principal Managers, ensure that the business plans for each of our product lines are implemented.
Duties and Responsibilities
Meeting Sales and Margin budget based on annual sales budget.
Account management:
- Ensure Optimal Account coverage by meeting Sales Call Frequency
- Deliver assigned sales KPIs (maintaining/building relationship/reporting/progressing targets/identifying new targets)
- Collaborate and support DCSR for optimal Account Management
- Build multi-layer relationship at all accounts to continuously improve customer intimacy
- Key Account Penetration: Ensure complete understanding of Key Account activities, corporate objectives, challenges, competitors and requirements. Ensure a multi-layer relationship is in place and maintained with KA plans reviewed annually and communicated to the Business Unit Director, B&PC and HC.
Customer relationship management
- Strengthen customer’s partnership
- Understand customer’s urgencies needs and adapt to their pace
Establish connections between customer and CSR’s to ensure day-to-day fulfillment, requests, issues are resolved in a timely/efficient manner
Develop prioritized account growth plans including annual forecasting and budget
Margin Maximization: Manage account profitability – profit contribution
CRM compliance against Call Prep and Product Reporting – Action items and account updates
Complete account coverage by Principal
Active participation in local industry events, trade associations, etc.
Execute sales activity relative to slow/dead stock
Monitor contract balances and advise customers of inventory still to be shipped.
Participate in other Commercial related assignments: Market Map, Training, New product promotion, Marketing Campaigns etc.
Key Performance Indicators
Sales and Margin Budget
- Review sales variances monthly vs budget and communicate plans to Sales Director for any required support/adjustments required.
Sales Call Frequency
- Sales representative is responsible for setting, regularly reviewing, and revising Call Frequency Schedule
- Sales representative is responsible for meeting call plan set for each account
Maintaining Existing Business / Profit Contribution
- Minimum requirement – maintain all existing business
- Review variances regularly and report/take action as required
- Ensure margin contribution is maximized (and maintained)
- Review Sales Rep Summary and margin on sales to ensure margins are being maximized and maintained
Developing / Progressing Targets
- Sales representative is responsible for progress on existing targets and identification of new targets
- Minimum requirements – evidence of new business being landed, and new opportunities being added on a regular and consistent basis.
Building / Cultivating Relationships
- Minimum requirements – thorough and complete understanding of the customer’s business
- Multi-level relationship development initiated and planned by the sales representative
- Involvement of other IMCD personnel and principals
Reporting
- Minimum requirements – submitted in a timely manner
- Follow guidelines for information required for Existing Business reports
- Follow guidelines for Target Business reports
- The sales representative is responsible for the accuracy and thoroughness of their product reports
Qualifications/Competencies
Minimum 3-5 years’ experience in technical sales.
Familiar with Home Care industry standards with a strong knowledge in homecare market.
Degree in Science, engineering or similar training with post-secondary degree education.
Experience in Beauty and Personal Care is an asset.
Proven experience in organizing sales calls and schedules, and evidence of detailed reporting is required
Competency in SFDC, Sales Management Systems, CRM Platforms and Microsoft Office or equivalent.
Exceptional skills in developing and maintaining client relationships.
Proven track record in developing new sales and accounts.
Demonstrated enthusiasm and self-motivation.
Must be hands-on and enjoy a broad range of activities.
Will exhibit an eagerness for contributing beyond immediate duties and getting the job done.
Excellent negotiation skills and ability to win business.
Operates exceptionally under pressure with excellent conflict resolution skills.
Working Conditions
Weekend and evening work may be required. Frequent travel is required.
What We Offer
We value our people and are proud to offer a competitive and comprehensive total rewards package, including:
Comprehensive group benefits
Flexible work schedules
Learning, Training, and Development Opportunities
A collaborative, innovative environment that encourages freedom to act and an entrepreneurial spirit
IMCD Canada welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process.
This role is for an existing vacancy within our organization. Artificial intelligence is not used to screen, assess or select applicants for this vacancy.
About IMCD Group
IMCD is a global leader in the distribution and formulation of speciality chemicals and ingredients, providing solutions to its partners.
Across eight Business Groups*, its market specialists collaborate with suppliers and customers to help co-formulate solutions that embrace industry trends. With a global presence across EMEA, Asia-Pacific and the Americas, IMCD offers a range of comprehensive product portfolios.
Listed at Euronext, Amsterdam (IMCD), IMCD realised revenues of EUR 4,443 million in 2023 with over 4,700 employees in over 60 countries on six continents. IMCD's dedicated technical and commercial experts work in close partnership to tailor best-in-class solutions for around 60,000 customers and a diverse range of world-class suppliers.
For you, and for us, we are creating a world of opportunity.
*Our business groups are Home Care and I&I, Beauty & Personal Care, Food & Nutrition, Advanced Materials, Coatings & Construction, Pharmaceuticals, Lubricants & Energy and Industrial Solutions.