<table class="MsoTableGrid" style="width:492.35pt;border-collapse:collapse;border:medium none currentcolor" border="1" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:17.0pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;background-color:#e2efd9;padding:0.0cm 5.4pt 0.0cm 5.4pt"> Job Purpose (Please describe overall purpose and scope of the job) </td> </tr> <tr style="height:41.55pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;border-top:none;padding:0.0cm 5.4pt 0.0cm 5.4pt" valign="top"> Sappi is seeking a Technical Sales Manager to drive the growth of the Valida business within the homecare market. Across global markets, there is increasing demand for high-performance, sustainable ingredients with a reduced carbon footprint. Derived from renewable cellulose fibre, Valida offers a differentiated, bio-based alternative for formulators seeking to improve both product performance and environmental impact. In this role, you will take ownership of developing the homecare segment by combining technical application expertise with commercial execution. You will build and convert a robust opportunity pipeline, expand our customer base, and strengthen partnerships with distributors and key accounts. Success in this role requires the ability to translate formulation needs into value propositions, influence customer decisions early in the development cycle, and position Valida as a preferred solution in homecare applications. </td> </tr> </tbody> </table> <table class="MsoTableGrid" style="width:492.35pt;border-collapse:collapse;border:medium none currentcolor" border="1" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:17.0pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;background-color:#e2efd9;padding:0.0cm 5.4pt 0.0cm 5.4pt"> Principle Accountabilities (Please identify 6-8 key accountabilities of the job) </td> </tr> <tr style="height:17.0pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;border-top:none;padding:0.0cm 5.4pt 0.0cm 5.4pt"> <table class="MsoNormalTable" style="border-collapse:collapse;border:none" border="1" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:137.95pt"> <td style="border:none;padding:0.0cm 5.4pt 0.0cm 5.4pt" valign="top"> <ol style="margin-top:6.0pt;margin-bottom:6.0pt"> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Identify, develop, and convert new business opportunities; deliver on revenue, volume, and profitability targets </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Build and maintain strong relationships with key customers and regional distributors, ensure alignment and effectiveness of distributor activities </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Translate product capabilities into customer value propositions, support product evaluations and collaborate with R&D on application development </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Provide market insights and customer feedback to guide product improvement and innovation </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Manage the full sales cycle, including negotiations, contracts, and CRM (Salesforce) reporting, coordinate order-to-cash processes with internal teams </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Act as primary contact for technical inquiries and complaint resolution</li> </ol> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> <table class="MsoTableGrid" style="width:492.35pt;border-collapse:collapse;border:medium none currentcolor" border="1" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:17.0pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;background-color:#e2efd9;padding:0.0cm 5.4pt 0.0cm 5.4pt"> Key Performance Indicators (Please write down specific targets/measures that the job aims to deliver) </td> </tr> <tr style="height:17.0pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;border-top:none;padding:0.0cm 5.4pt 0.0cm 5.4pt"> <ul style="margin-top:6.0pt;margin-bottom:6.0pt"> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Achievement of sales targets (revenue, volume, margin) </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Growth of homecare customer base and pipeline conversion rate </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">New product introductions and application wins </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Customer satisfaction and retention </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:12.0pt;font-family:Arial, sans-serif;color:black;text-indent:0.4px">Distributor performance and engagement effectiveness</li> </ul> </td> </tr> </tbody> </table> <table class="MsoTableGrid" style="width:492.35pt;border-collapse:collapse;border:medium none currentcolor" border="1" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:17.0pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;background-color:#e2efd9;padding:0.0cm 5.4pt 0.0cm 5.4pt"> Key Competencies (Please indicate leadership, behavioural, technical competencies required of the job) </td> </tr> <tr style="height:34.95pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;border-top:none;padding:0.0cm 5.4pt 0.0cm 5.4pt"> Commercial & Technical <ul style="margin-top:6.0pt;margin-bottom:6.0pt"> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Strong technical sales capability within functional additives or specialty ingredients </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Proven ability to influence formulation decisions and create value-based sales arguments </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Solid understanding of homecare formulations and performance testing is highly preferred </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Strategic thinking combined with hands-on execution </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Strong negotiation and contract management skills </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Financial and business acumen </li> </ul> Behavioural <ul style="margin-top:6.0pt;margin-bottom:6.0pt"> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Entrepreneurial, self-driven, and results-oriented </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Comfortable operating in an evolving and ambiguous environment </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Strong relationship builder with a customer-centric mindset </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Collaborative team player, able to work effectively across functions and cultures </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.4px;font-size:11.0pt;font-family:Calibri, sans-serif;text-indent:0.4px">Resilient and adaptable, with a proactive approach to problem-solving</li> </ul> </td> </tr> </tbody> </table> <table class="MsoTableGrid" style="width:492.35pt;border-collapse:collapse;border:medium none currentcolor" border="1" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:17.0pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;background-color:#e2efd9;padding:0.0cm 5.4pt 0.0cm 5.4pt"> Job Requirements (Please indicate qualification, knowledge, skills and experiences required of the job) </td> </tr> <tr style="height:17.0pt"> <td style="width:492.35pt;border:solid windowtext 1.0pt;border-top:none;padding:0.0cm 5.4pt 0.0cm 5.4pt" valign="top"> <ul style="margin-top:6.0pt;margin-bottom:6.0pt"> <li style="margin:6.0pt 0.0cm 6.0pt 0.2px;line-height:15.0pt;font-size:12.0pt;font-family:'Times New Roman', serif;text-indent:0.2px">Bachelor’s or Master’s degree in Chemistry, Chemical Engineering, or a related field </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.2px;line-height:15.0pt;font-size:12.0pt;font-family:'Times New Roman', serif;text-indent:0.2px">Proven experience in technical sales or business development within functional additives, preferably in the homecare market </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.2px;line-height:15.0pt;font-size:12.0pt;font-family:'Times New Roman', serif;text-indent:0.2px">Demonstrated success in developing new business and managing key accounts in a B2B environment </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.2px;line-height:15.0pt;font-size:12.0pt;font-family:'Times New Roman', serif;text-indent:0.2px">Experience working with distributors in international markets is a strong advantage </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.2px;line-height:15.0pt;font-size:12.0pt;font-family:'Times New Roman', serif;text-indent:0.2px">Exposure to adjacent markets such as personal care is a plus </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.2px;line-height:15.0pt;font-size:12.0pt;font-family:'Times New Roman', serif;text-indent:0.2px">Familiarity with innovation processes and stage-gate development in B2B industries </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.2px;line-height:15.0pt;font-size:12.0pt;font-family:'Times New Roman', serif;text-indent:0.2px">Fluent in English; additional European languages (German, French, or Spanish) are an advantage </li> <li style="margin:6.0pt 0.0cm 6.0pt 0.2px;line-height:15.0pt;font-size:12.0pt;font-family:'Times New Roman', serif;text-indent:0.2px">Proficient in CRM tools (e.g. Salesforce) and standard business software</li> <li style="margin:6.0pt 0.0cm 6.0pt 0.2px;line-height:15.0pt;font-size:12.0pt;font-family:'Times New Roman', serif;text-indent:0.2px">High level of integrity and commitment to Sappi’s values and sustainability principles</li> </ul> </td> </tr> </tbody> </table>

Technical Sales Manager Valida (Maastricht, Netherlands) @ Sappi Papier Holding

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