The posting
Location: Mexico City, Mexico Purpose: The purpose of the Senior Territory Manager is to drive sales growth, strengthen customer relationships, and expand market opportunities in Mexico in alignment with the business strategy of the Ravago Chemical North America (RCNA) segment. This role leads and supports Sales Representatives, drives execution of business growth strategies, and manages key supplier relationships to achieve sales, profitability, and market expansion objectives. Areas of Responsibility / Tasks Performance must reflect appropriate level of expertise and achievement of the desired results for the items listed below.
Drive profitable sales growth and achieve annual revenue and gross margin objectives for the Mexico market through direct customer engagement, business development, and effective leadership of Sales Representatives. Serve as the primary commercial leader for Mexico, building strong relationships with key customers, suppliers, and industry stakeholders while representing RCNA in the marketplace. Develop, manage, and strengthen strategic relationships with key suppliers, aligning supplier growth strategies with RCNA's business objectives while identifying new product opportunities, supporting portfolio expansion, and driving profitable growth within the Mexico market. Design and implement a strategic business plan that expands company’s customer base and ensures that RCNA has a strong presence in the Mexican marketplace. Responsible for selecting new sales reps, setting their annual objectives, coaching and performance monitoring of sales reps revenue, GM2, call reports, CRM, etc. This position is also responsible to adjust account assignments where needed.. Work with corporate team to set a positive tone between the sales team and customer service, credit, logistics, IT, and product management. Review all documents from customers that may need legal review including contracts, supply/rebate agreements, consignments agreements and customer terms and conditions/quality manuals. Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs and communicating those needs internally and to our supply partners. Work with sales team to present accurate volume budgets on an annual basis. Identify emerging markets and market shifts while being fully aware of new products and competition status. Identify and pursue new business opportunities, products, and market segments that support RCNA's strategic objectives in Mexico. Performs other similar and related duties as required
Supervisory Responsibilities An inspiring leader selects the best possible candidate for each position, provides structure, direction, feedback, recognition, and accountability; in addition to facilitating team processes, on-going training, and delegation for the following Employees within the Ravago culture and policies.
Sales Representative Operations Specialist.
Key Partnerships A team player must cultivate successful relationships with the following individuals to achieve alignment and support.
Ravago Chemicals Sales Force Segment Team Operations Team Suppliers
Competencies; Knowledge, Skills, Abilities (KSA) To perform this role successfully, an individual must have experience achieving desired result(s) in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent within our culture.
Organizational Positioning Proven ability to balance strategic leadership with direct customer engagement, serving as both a sales leader and individual contributor within the Mexico market. Knowledge and successful experience with chemical related laws and ability to interpret and apply them through
Ravago’s business processes. Personal & Interpersonal Skills Strong communication skills, keen listener, sophisticated verbal and written skill Documented record of achievement in the sales representative position. Significant, demonstrable market intelligence and product knowledge Excellent presentation skills Keen understanding of customer needs and requirements. Must have solid business acumen and understanding of a variety of functional areas within the business. Strong leadership skills, with demonstrated ability to supervise and manage others. Provide leadership, guidance, development and motivation to staff to achieve superior results and accomplish overall business objectives. Must be able to provide the right balance of guidance/support and autonomy, based upon employees’ level of skills, knowledge and competence.
Minimum Qualifications/ Education / Experience / Certifications
Education & Experience:
Bachelor's degree – required Degree in Business, Marketing, Chemistry, Chemical Engineering, Material Science, or a related field preferred. Minimum of 5 years of relevant work experience in similar title and scope of responsibility – required Demonstrated experience in the CASE (Coatings, Adhesives, Sealants, and Elastomers) and/or Metalworking and Lubricants industries required, with a strong understanding of material science-based products and applications preferred. Proven experience developing business and managing customer relationships within the Mexican market required. Experience leading or mentoring sales teams and driving profitable growth preferred. Knowledge of polymer, chemical, or specialty materials markets preferred.
Location:
Ideally located in the Mexico City metropolitan area, with the ability to travel throughout Mexico and internationally as needed.
Language Skills:
Fluent in English and Spanish (written and verbal) required.
Systems Experience:
Microsoft suite: Outlook, Excel - Required (Teams, SharePoint, PowerPoint preferred)
Licenses / Certifications:
Valid Driver’s License Passport – preferred Ability to obtain and maintain a U.S. Visa and travel internationally as needed.
Work Environment / Conditions The work environment/conditions described herein are representative of those that an incumbent may experience.
This job primarily operates in an office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and mobile communications devices. This job also requires assisting with the planning and making of joint calls, with their Account Manager team, along with Segments and Suppliers as needed.. Schedules may vary from week to week based on business demands in excess of 40 hours with or without notice.
