The Dow Chemical Company has an exciting opportunity for Ultra Filtration (UF) Technical Sales Representative TSR (m / f) to be located in Dubai, UAE and in charge of MENAT market .
This position is for a TSR responsible primarily for the Ultra Filtration Dow Water & Process Solutions product line business development in the MENAT market.
The role will leverage suitable opportunities to support the growth of the waste water water reuse market in the MENAT region
The position involves strategic development and growth of the UF value center in MENAT. Account management skills around technology promotion, innovation, new markets and strategic markets development, partnership development, price, volume and product mix management are required to accelerate profitable growth of this product line and drive Dow references acquisition and share gain.
Beyond today's sales, a key objective is a very ambitious UF growth strategy in MENAT. The individual assuming this role will need a strong focus around new technologies and innovation, solution selling, growth, delivery and sales contribution.
This will require developing strong, in-depth relationships with customers and key stakeholders in the assigned region (end-
users, municipalities, specifiers, OEMs, EPCs, channel partners..). It will require a mentality to hunt, convert conventional technologies and convert opportunities.
A deep knowledge of customer un-met needs and potential Dow solutions will be important. Strong teamwork will be required between the individual assuming this role and other functions contributing to our growth initiatives.
This would include Marketing, Sales Service, Technical Service and Research & Development among others.
Key Responsibilities : Business Management
Work the UF growth strategy in line with markets opportunities, Dow portfolio and innovation offering
Responsible for business strategy implementation within assigned region
Develop a sales plan for assigned territory.
Maintain a high degree of knowledge on Dow Water Solutions (DWS) product line with focus on UF and leverage potential opportunities to grow the WWWR platform
Understand key regulatory dynamics, markets’ segments and applications in depth.
Be a resource to the business on Competitive Intelligence.
Maintain a consumption analysis on products purchased from DW&PS and competition.
Be knowledgeable on market trends within the UF space (SW pre-treatment, WWWR, Surface water ).
Possess a deep understanding of DW&PS market dynamics.
Work closely with related functions to build good teamwork, foster customer satisfaction and deliver business results.
Develop forecasts on anticipated customer product consumption.
Create and work within budget guidelines for region.
Provide needed data to Sales & Operating Teams to efficiently manage the business supply and demand forecasts
Responsible for continuous improvement in the area of overall productivity and efficiency.
Effective management of sales terms and credit with assigned customers.
Achieve a high level of penetration at assigned markets
Maintain strong relationships at all levels of customer organization and water value chain key stakeholders
Effectively assess potential partnership in strategic markets
Develop strong account plans for strategic accounts, lead multi-functional account teams to effectively interface with different customers stakeholders
Create account plans for all Partner (Tier 1) and Target (Tier 2) customers.
Utilize strong sales and technical skills to represent Dow solutions to customers.
Effectively negotiate supply contracts.
Manage customer pricing strategically in line with business goals.
Deliver a high level of service to customers
Effectively resolve any quality or service issues that arise.
Work with customers to define un-met needs.
Develop sales projects around commercial and new business developmental opportunities.
Enter and track opportunities using the Dow tools.
Successfully convert opportunities leading to sales growth.
Accomplish all assigned duties safely and ethically
Participate in regional meetings and programs.
Participate in all key performance management activities - goal setting, EDP, performance reviews, etc.