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Territory Manager - Midwest US 1

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Date: 17-Aug-2019

Location: Hoffman Estates, IL, US

Company: Tate & Lyle

Job Title: Territory Manager - Southeast

Reporting to: VP of Sales, Industrial

Band: B

Location: Home based/Hoffman Estates, IL/Decatur, IL


This position requires an experienced technical sales professional who possesses a deep knowledge of the paper and pulp industry.  This role provides technical sales coverage in the Southeast region of the US with a primary focus on paper accounts selling our full range of starches.  The successful candidate will have a proven track record of developing and maintaining deep customer relationships and strong internal partnerships to deliver results.  This role must reside in the region or be willing to relocate.



  • Operate as a fully engaged safety champion
  • Develop and execute account plans focused on  growth strategy and manage the opportunity pipeline
  • Develops relationships with key players from the clients operation team, product development, supply chain, procurement and other key contacts
  • Develop growth strategy and manage the opportunity pipeline
  • Work collaboratively with Product Line Managers to bring opportunities and growth to the Industrial Starch product line
  • Account Management, Service and Engineering for existing business
  • Proactively provide custom solutions involving Tate & Lyle products and services
  • Report concise information about trends, technical properties and Tate & Lyle solutions
  • Managing a sales plan and extracting accurate forecasts from customers
  • Approximately 50 to 70% travel required


Key Performance Indicators

  • Volume based contract compliance and total contribution margin generated on a fiscal year basis
  • Account Engagement, including call frequency and quality call reporting
  • Contracting targets including volume growth and target pricing
  • Account Management including quality account plans and forecast accuracy
  • Management and growth of opportunity pipeline, including movement of projects through the sales funnel and ultimately to completion
  • System utilization (BW, Prime, SFDC, SAP)


Required Skills

  • Excellent probing and investigative skills
  • Ability to work with minimal supervision yet stay focused
  • Proven ability to build rapport and develop collaborative working relationships with clients and allied suppliers
  • Unquestioned integrity – ability to influence without authority
  • Outstanding written and verbal communication skills, with the ability to communicate with a wide range of people
  • Highly organized, capable of managing multiple and challenging assignments concurrently; and to move swiftly and decisively, but collaboratively
  • Demonstrated ability to communicate customer needs and market insights to internal departments
  • Experience interacting with cross-functional teams on the customer side
  • Strong Excel, Power Point, Word, SFDC and SAP skills required



  • BS in Chemical or Mechanical Engineering, Paper Science or related field required
  • Minimum of 5 years of technical selling experience in the paper industry
  • Technical understanding of starch chemistry is preferred
  • Ability to prepare and successfully deliver value proposals
  • Willingness to travel

Nearest Major Market: Chicago