Sales Representative - Silica Products - Full-time

Job Description

PPG: BRINGING INNOVATION TO THE SURFACE
PPG Industries' vision is to continue to be the world's leading coatings and specialty products company. Through leadership in innovation, sustainability and color, PPG helps customers in industrial, transportation, consumer products, and construction markets and aftermarkets to enhance more surfaces in more ways than does any other company. PPG is committed to providing a fulfilling workplace for employees, creating an environment for continuous learning and embracing the ideas and diversity of others. Founded in 1883, PPG has global headquarters in Pittsburgh and operates in nearly 70 countries around the world. PPG shares are traded on the New York Stock Exchange (symbol:PPG). .

To effectively manage customer sales activities in the Silica Northeastern sales territories from home office located within sales region (ex. Pittsburgh, Philadelphia,Richmond, Columbus). These activities are supported internally through interaction with other key functional groups such as Global Sales Manager, marketing, customer service, supply chain, manufacturing, technical and legal for the Silica Products SBU. All activities will be in support of exceeding the established Sales, Profit Plan and Cash flow goals for the territory. These include:

· Responsible for meeting or exceeding sales and profit plan goals for the
Silica Products SBU in the noted territory.
· Support credit manager to minimize accounts that are past due and help to
maximize the SBU cash flow goals.
· Manage overall complexity of customer accounts with full accountability for
key metrics relative to the PPG customer relationship, including but not
limited to: Total Sales; Profit Contribution; New Sales Growth; Receivable
Reduction; and Executive Relationships.
· Prioritize complex array of daily activities in support of Silica Products SBU's
profitability and cash flow goals. These include but are not limited to
customer visits, customer problem resolution, internal production and
capacity issues, coordination and direction of internal technical support
team when required and overall internal support to customer service on
accounts in the territory.
· Demonstrate excellent time management skills by efficiently scheduling
weekly visits to current and prospective accounts within the territory.
· Prospect and develop new accounts via the internet, trade publications or
"cold calls" in support of the Silica Products SBU growth goals with a major
focus in the areas of tire, carrier and coatings.
· Ensure timely and appropriate resolution of customer issues.
· Assess special customer requests in regards to packaging, production and
technical issues and work with appropriate internal SBU functional groups
such as supply chain and technical service groups to develop a mutually
acceptable resolution.
· Gather market information from daily activities and relay the information back
to the appropriate SBU management.
· Provide timely customer requirement forecasts to management and the
supply chain manager.
· Prepare and distribute customer call reports to management when
appropriate level of communication is needed.
· Establish and maintain relationships within a customer's organization at all
levels. These relationships include but are not limited to: purchasing
managers, chemists, technical directors, site managers, and vice presidents
of purchasing, production and technical.
· Determine and plan the appropriate level of customer entertainment within
territory budget constraints to improve and strengthen business relationships.
· Maximize customer price and Silica Products SBU profitability by effectively
promoting and selling price increases.
· Work with the Supply Chain Manager to provide the best product offering to
customers that maximizes profitability for the SBU and supports internal
production goals and capabilities.
· Maintain off list pricing for customers in the SAP system.
· Timely updating of the pricing system with price changes to ensure accurate
invoicing of customers.
· Working with the customer service group to maintain an effective and
efficient order, production and invoicing process.
· Communicate customer sample requests to SBU sample coordinator.
· Manage travel and customer entertainment costs to remain in established
territory budget.
· Working with legal to ensure contracts and transactions meet PPG's legal
requirements and are configured to protect the interests of the SBU.
· Assist with the sales efforts of approved distributors in the Industrial, Carrier
and Coatings area within the geographic territory to build sales and
profitability.
· Create yearly distributor goals documents and facilitate quarterly updates
and communication on progress to reaching goals.

Qualifications

Experience and Education

The incumbent must have good interpersonal skills and the ability to communicate with individual of all levels both internally and externally. A working knowledge of all business functions, such as manufacturing, technical and customer service is a plus. The Sales Representative must be able to multi-task daily activities that will most effectively maximize profit contribution for the SBU. He/she must be able to problem solve on a daily basis and utilize internal resources that are available for conflict resolution and help facilitate customer satisfaction.

The Sales Representative must be a team player but also must be capable of expressing his or her beliefs on sales situations and opportunities to the SBU management. These suggestions should be developed after applying common sense and sound sales principals to the situation.

A degree in business or engineering is required. 3-8 years of prior outside sales experience is required. Experience selling FDA regulated products is preferred. Travel requirement is in excess of 60%.

PPG prides itself on the quality of its employees and as such, candidates who receive a job offer will be required to successfully pass a hair drug/toxins test and a background check.

PPG Industries, Inc. offers an opportunity to grow and develop your career in an environment that provides a fulfilling workplace for employees, creates an environment for continuous learning, and embraces the ideas and diversity of others. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, color, creed, religion, national origin, age, disability status, protected veteran status, marital status, sexual orientation, gender identity or expression, or any other legally protected status. PPG is an Equal Opportunity Employer.