Job Specifications
Ready to Make an Impact?
As a leading specialty chemicals distribution partner, IMCD has an important role to play in society, including by protecting health and welfare, improving economic prosperity and helping to create a more sustainable future. IMCD operates as a professional services business where highly qualified key people working together in a flat organizational structure are making a real difference. By joining IMCD, you’ll be part of an entrepreneurial, fast-growing group of ambitious and like-minded professionals, where you’ll have the freedom to make your own mark.
IMCD is proud of its people and culture and considers them to be its most valuable asset by far!
Do you want to work for a growing and expertise-driven company? Then we’d love to hear from you!
About IMCD
IMCD is a leading global distributor and formulator of specialty chemicals and food ingredients, headquartered in Rotterdam, the Netherlands. Since our founding in 1995, our entrepreneurial spirit has driven smart, sustainable solutions powered by local know-how and global expertise.
Publicly listed on Euronext Amsterdam (AEX), IMCD operates across EMEA, Asia-Pacific, and the Americas. We partner with top-tier suppliers to deliver tailored solutions across eight business groups, including Beauty & Personal Care, Home Care and Industrial & Institutional Cleaning Solutions, Food & Nutrition, Advanced Materials, Coatings & Construction, Lubricants & Energy, and Industrial Solutions, and Pharmaceuticals.
IMCD’s strength lies in its dual focus on distribution and formulation. Through our global network of technical and commercial experts, we collaborate closely with customers to develop impactful, innovative solutions that shape industries and meet the evolving needs of the markets we serve.
Job Purpose
Maintain and grow assigned sales territory by proactively selling to existing and new customers, primarily by telephone.
Meet or exceed sales key performance indicators (KPIs) including sales to budget, call frequency, variance reporting and usage of SalesForce
Develop and maintain relationships with assigned customers.
Qualify leads from a variety of sources and clearly articulate the IMCD value proposition to new customers
Contact and setup new customers with existing business transitioned from Principals or other distributors
Maintain a working knowledge of products and applications through regular attendance of relevant IMCD Academy sessions and principal trainings.
Actively seeks continuous improvement and self-development
Prioritize and manage time effectively to meet internal & external customer expectations and deadlines.
Effectively and creatively solves problems: assess the situation, have clear understanding of request to help obtain and determine root cause and assign corrective action.
Duties and Responsibilities
Sales
Contact customers by telephone and apply consultative selling techniques to sell new products to new or existing customers.
Address customer questions and inquiries such as product recommendations, providing technical help and redirecting sample and literature requests to appropriate internal contacts
Apply negotiation techniques to pricing discussions with customers to optimize profitability.
Monitor and react to sales variances to minimize lost business.
Track activities in SalesForce working opportunities, follow-up reports and customer summary reports. Maintain a robust pipeline of opportunities to ensure ongoing sales growth.
Collaborate with Regional Sales Manager to determine necessary strategic sales approaches.
Research potential new customers (using web searches, government industry directories, trade shows, outside sales leads, etc…)
Cold-call prospects that are generated by external sources of lead (Principals) – only if these accounts are not already assigned to a specific outside sales representative
Maintain and expand the company’s database of prospects.
Overcome objections of prospective customers.
Emphasize product/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and call reports.
Create and deliver qualified opportunities to Account Managers where appropriate.
Attend periodic sales training where applicable.
Appropriately communicate brand identity and corporate position.
Administrative
Take responsibility to ensure all requests are fulfilled with accuracy and efficiency
Prioritize, communicate and effectively execute all RUSH requests from both internal & external customers
Effectively respond to all requests by actively seeking, inquiring/asking appropriate questions of both internal & external customers to obtain necessary information
Attend all pertinent training sessions, department meetings with active participation
Required Qualifications
Education & Experience
Bachelor of Science degree is necessary for this role
Preference will be given to candidates with food science background
Strong mathematical acumen
Must be funct
About the Company
IMCD is a global leader in the distribution and formulation of speciality chemicals and ingredients, providing solutions to its partners. Across eight Business Groups*, its market specialists collaborate with suppliers and customers to help co-formulate solutions that embrace industry trends. With a global presence across EMEA, Asia-Pacific and the Americas, IMCD offers a range of comprehensive product portfolios. Listed at Euronext, Amsterdam (IMCD), IMCD realised revenues of EUR 4,727 million in 2024 with over 5,126 employ...
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