Principal Manager

Overview

IMCD US is seeking a Principal Manager to act as a strategic partner to assigned suppliers, driving sales growth and alignment across commercial, operational, and marketing activities. This role serves as the key liaison between IMCD and its principals, ensuring supplier objectives are clearly communicated, executed, and tracked to deliver sustainable growth.

IMCD US is a leading global distribution partner and formulator of specialty chemicals and ingredients. An entrepreneurial group founded IMCD in 1995 in the Netherlands. Our vision to transform the distribution industry by continuously adding value to the supply chain through expertise and innovation, is what still drives us today. Today, we have operations in over 50 countries, where we successfully combine local knowledge with global expertise to obtain sustainable results.

IMCD is a strong, innovative business partner and accelerator of solutions for suppliers and producers of consumer, industrial and durable goods in diverse business sectors. Our commercial excellence and solid operations structure facilitate healthy growth.

The Principal Manager will work with assigned suppliers to understand their expectations of IMCD as a channel partner with regards to sales growth, communication, logistic expectations (transactional), and marketing (market intelligence).

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• Communicates supplier’s annual growth expectations to Regional Sales Manager (RSM)
• Work with RSM to ensure there is a documented plan to meet the supplier’s growth expectation and track this monthly
• Generates ideas and strategies to RSM for creation of new targets
• Tracks, monthly, YTD performance of IMCD vs. supplier plan (review key variances +/- with RSM)
• Reads call reports for assigned suppliers to stay informed of activity and offer advice on strategies specific to an account; makes joint calls as needed
• Manages special price requests from RSM via IMCD cups/rebate/drop ship process as it relates to sales maintenance and growth
• Takes lead on any turnover business from supplier and communicates specifics to RSM Assistant; tracks weekly, the success of the turnover and reports monthly progress
• Communication
• Takes lead role in growth plan business review; consolidates status of IMCD growth plan, by region; uses IMCD sales process to communicate status of target for supplier reviews
• Ensures IMCD sales team understands who to contact at supplier for technical support by product line or market
• Manages technical literature provided by supplier; makes sure it is current and organized properly in IMCD literature file
• Works with supplier on training needs, webinars (as needed), and new product launches
• Provides suppliers monthly, with any requests, information, or reports
• Logistics
• Communicates supplier expectations of how to transact business to IMCD team:
• Lead time
• Change orders
• Price increases
• Sample request process
• Works with IMCD operations
• Price increases/IMCD list price schedules
• Forecasting needs from Materials Management
• Call report supplier contacts to Sales Support
• Reviews warehouse locations with management for product line, as needed
• Marketing
• Works with IMCD Marketing Department on:
• Market share analysis
• E-mail blasts/as needed by supplier
• Supports supplier needs and identify different ways to support RSM

• Organized
• Willing to do whatever it takes to get the job done
• Excellent interpersonal and written communication skills
• Extremely ambitious with the drive and commitment to succeed
• Ability to ask open-ended questions
• Passionate and committed to contributing to continued sales growth
• Dynamic, outgoing, highly energetic, and self-starter
• Decision-making, problem resolution, and creative thinking skills
• Ability to multi-task activities with shifting priorities
• Desire to learn all products technically
• Focused through daily rituals including action planning and time management
• Well-presented and articulate
• Proficient with common computer programs, including Microsoft Office

• 5 to 10 years in a Specialty Chemical related sales, marketing, or business development…