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Technical Sales Manager – NE USA/Canada

Reports to: Head of Sales, North America

Location: Home based in Eastern USA

Travel Requirements: Frequent travel to be expected: Approximately 50% plus occasional overseas trips. Private car with mileage reimbursement

Company Overview

Accsys Technologies PLC is a chemical technology group, focused on the acetylation of wood.

Accsys manufactures Accoya® lumber and Tricoya® wood chips for panel boards. Manufactured through the company’s proprietary acetylation process, these products exhibit superior dimensional stability and decay resistance compared with other natural and treated lumber and composite products.

The Accoya manufacturing operations are in Arnhem, The Netherlands. Accsys has expanded its capacity output in Arnhem with a 33% increase in capacity commissioned in September 2022. North America is currently the second largest market for production from the Arnhem facility. Accsys commenced the construction of a large production facility in Tennessee through a joint venture with Eastman Chemical in Kingsport, TN.  The Kingsport plant, now mid-way through construction will be in production in Q1 2024 and provide for further domestic growth.

Accsys is growing. There are presently approximately 250 employees working together to the company performance and group revenue of $120million for the last reported year to March 31st, 2022.

 

Main Job Purpose / Role Summary 

The key focus of the role is on sales growth in the North American market. With a key focus on Accoya, the Technical Sales Manager will support the commercial and technical activities of our manufacturers using Accoya targeting new manufacturing prospects and working with our domestic stocking distributors to drive business growth. Accoya is frequently called on through Architect specification and this role will provide regular continuous education presentations to architects and work with architects on project specification detail for Accoya.

 

Key Responsibilities 

Support to distributors and manufacturers:

  • Achieving growth and sales targets by supporting the local distributor teams
  • Distributor’s sales team trainings and key manufacturer account visits
  • Development of KPIs (Key Performance Indicators) on activity set jointly
  • Identify growth on existing and new market segments / applications
  • Support development of the annual forecast with distributors and sales volume sequence
  • Initiate new marketing ideas/actions for Distributors, Sub-Distributors / Accsys group (project & OEM related)
  • Become an Approved Manufacturer Program (AMP) Certifier for millwork operations and OEMs in NA
  • Grow our unique System Supplier network with reputable suppliers/brands available (fixings, hardware, glues, sealants, paints/coatings, etc…)
  • Optimize value enhancement with Accoya and new product applications
  • Direct communication channel with Technical Support in EU/UK
  • Competition/market analysis

Support to Architects:

  • Independent development of Architect community through CEUs and relationship development
  • Collaborative architectural and project specification development work with Distributors and manufacturers. Training Distributor and manufacturers in provision of CEUs
  • Build awareness of technical testing / eco labelling / certification in the region contributing to growing sales

 

Person Specifications

1. Qualifications 

Relevant Qualification

2. Knowledge & Experience 

  • Strong track record in technical or specification sales in high performance wood or construction industry related products.
  • Strong technical skills and understanding of the downstream applications of the product.
  • Proficient with Office 365, particularly Power Point and Excel
  • Experienced CRM user

3. Competencies, Skills & Attributes

  • Ambitious, reliable, hardworking and hands on mentality.
  • Structured, collaborative and innovative in work style to resolve issues arising and identify new, tangible opportunities for growth.
  • Able to operate independently in carrying out an agreed plan which involved fostering engagement from market stake holders; for instance, fostering engagement of a distributor and system partner in developing regular business with a manufacturer.

This job description must not be interpreted as a complete summary of job responsibilities or limitation of job holder accountability.  This job description should be recognised as a general requirement of experience combined with attributes considered advantageous to the successful operation of activities.