Job Title: Sales Manager Department: Sales
Reports to: Country Manager Location: Mexico City Office (SDE/SSE)
Job Summary
Lead the national commercial strategy with a strong focus on technical sales of elastomers under a distribution model. This role drives commercial growth, ensures strategic alignment across regions, and develops the sales force nationwide. Although Branch Managers report directly to the Country Manager, the Sales Manager is accountable for commercial performance coordination with each branch.
Key Responsibilities
Commercial Strategy & Growth
- Develop and execute national sales strategy across priority segments (automotive, industrial, consumer, construction, etc.).
- Identify and develop new markets, applications, and channel opportunities.
- Own national sales targets: revenue, margin, mix, new accounts, and strategic product penetration.
Sales Team Leadership
- Lead, coach, and develop the direct sales organization (outside sales, inside sales, key account leads).
- Set annual/quarterly targets by territory, segment, and rep; manage performance cadence (pipeline reviews, QBRs).
- Build a results-driven, accountable commercial culture.
Technical Sales – Elastomers & Specialty Materials
- Provide technical-commercial guidance in rubber, polymers, compounding, bonding systems, and specialty materials.
- Partner with Application Development / Technical Service (ADTS) and Product Management to convert specs into revenue.
- Train the sales force and branch commercial teams on materials, applications, and value propositions.
Branch Commercial Alignment (Matrix Influence)
- Collaborate closely with Branch Managers (solid-line to Country Manager) to align local sales plans, pricing execution, customer prioritization, and service standards.
- Review branch-level pipelines, forecast accuracy, and margin performance; drive corrective actions.
- Support regional customer visits, joint calls, and strategic negotiations where escalation or executive air cover is needed.
- Ensure consistent commercial policies, terms, and programs across branches.
Key Account Management
- Engage directly with national / strategic accounts and high-potential regional customers.Lead or support contract negotiations, multi-site pricing structures, and supply agreements.
- Drive cross-selling and portfolio expansion (elastomers + plastics + adhesives where applicable).
Forecasting, Pricing & Reporting
- Own national forecast process: demand outlook, run-rates, project tracking, and gap closure plans.
- Work with Finance, Supply Chain, and Product Management to align inventory positioning, pricing strategy, and profitability targets.
- Report commercial results in monthly business reviews; escalate risks early.
Required Education/Experience:
Education: Bachelor’s in Engineering, Chemistry, Materials Science, or Business; advanced degree (MBA, technical specialization) preferred.
Experience: 8+ years B2B technical sales; 3+ years leading sales teams. Prior experience in elastomers, rubber compounding, specialty materials, or industrial distribution strongly preferred.
Key Knowledge Areas:
- Elastomer applications & industrial end-markets
- B2B distribution and channel management
- Multi-branch commercial alignment (influence without direct authority)
- Contract / pricing strategy & margin management
- CRM discipline, forecasting, and data-driven decision making
Core Competencies:
- Commercial leadership & coaching
- Strategic & analytical thinking
- Executive communication & negotiation
- Matrix collaboration (sales–operations–supply chain)
- Results orientation with customer focus
Physical Requirements & Work Setting:
Schedule: Full-time.
Base: Mexico City (frequent travel to branches nationwide; ~40–60%).
Contract: Full-time, above-market benefits; performance bonus eligible.
Why Join Us?
Rewarding work and responsibilities.- Ability to have an impact immediately and ongoing.
- Excellent culture and collaborative team.
Formerra is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.