Sales Representative - Ashland Distribution - Ashland Inc.

Ashland Inc. (NYSE: ASH), a Fortune 500*, diversified chemical company provides innovative products, services and solutions to customers around the globe. Ashland has sales and operations in the United States and in more than 100 countries worldwide. Our operations include four divisions:  Ashland Performance Materials, Ashland Distribution, Valvoline and Ashland Water Technologies.   At Ashland our vision is to enable growth and to add value to all we touch. This includes our products, our services and our people. In fact our people - employees, customers and vendors - define who we are. They are the driving force behind everything we do.   Ashland is a market-focused, processed-centered organization that strives to perform for each customer. Not only do we value our customers but we value our employees, and we work to offer them a dynamic and challenging environment. We hold ourselves to high standards at Ashland, and we value integrity and honesty.   *FORTUNE 500 is a registered trademark of Time Inc.   Sales Representatives manage sales in territory to reach sales dollar, gross profit dollar, account number, penetration and product goals established with District Sales Manager. They service existing accounts. They are responsible for coordinating divisions sale and delivery of our products in a fashion that meets our customer's needs. Identifies new accounts and working with District Manager develops a strategy to sell the account. They provide technical assistance to customers regarding the application of material primarily through individual knowledge or by working with Technical Service Representatives within Ashland or by soliciting information from our supplier's technical service team.   Primary Functions: 1) Planning: a. Develops annual sales plan for territory that aligns with line of business and district strategy. Manages territory to reach specific sales dollar, gross profit dollar, account number and penetration at accounts to achieve goals outlined by District Manager. Plans itinerary two weeks in advance to realize sales goals and maximize use of time. b. Utilizes Business Warehouse report writer to extract sales information from SAP on territory and account activity on an on-going basis. Actively uses this information to better manage outcomes at the account. 2) Pricing: a. When selling to the customer the Sales Representative secures market pricing or above for Ashland's products and services. Implements price increases with customers when market conditions dictate a change. Secures agreement with customer on service related charges by showing value derived by customer or rationale for the additional expense. b. Manages competitive situations effectively. Confirms that an actual competitive situation exists by soliciting information from customer and validating it's accuracy. Apply critical thinking to determine most effective path forward for Ashland. Recommend course of action to District Manager. Effectively implement chosen strategy at the account.   3) Organic Growth: a. Deep knowledge and skill in overall sales process, preparing for customer calls, anticipating and overcoming customer objections. b. Understands what percentage of customers existing distribution spend Ashland has captured. Of the remaining business identifies what percentage might be adequately served by existing Ashland product and services. Identifies those accounts in where incremental growth would align with territory, district and line of business strategy. c. Develops deep understanding of customer's business including near and mid term business need/projects. Understand the value the customer is seeking by working with a distributor. Identifies and communicates how Ashland meets that need. Determine if those needs match Ashland line of business, district and territory strategy. Positions Ashland to capture a high percentage of the customer's distribution spend when it aligns with our go-to-market strategy by identifying and soliciting future opportunities. d. Is able to develop realistic and accurate forecast of customer demand. Updates and informs colleagues through Salesforce.com when necessary.   4) Managing Working Capital: a. Accounts Receivable:  Ensures that customer pays Ashland within the terms of their agreement. When necessary is able to confront customers when they are past due and secure reimbursement to the Company. Is able to land business within the terms Ashland seeks (without extending additional terms). b. Inventory: Ensures that material ordered to meet anticipated customer need is sold in a timely manner within material planning guidelines. Identifies and implements plans to alternatively sell aging material to minimize impact on Ashland's working captal.   5) Prospecting / Qualifying New Business: a. Accesses information about market activity in the geography within territory. Identify prospect accounts though market intelligence from multiple sources (supplier, Ashland library and information services, market surveys / databases). b. Qualify prospects to determine if they align with Ashland strategy and meet Ashland expectations of a customer (credit worthiness). Make cold calls and prospect calls to continue to keep the number of future sales opportunities full. Translate opportunities into accounts sold.   6) Informing: a. Maintains all necessary information regarding sales territory and accounts in Salesforce.com (includes: two weeks of sales itineraries, leads, opportunities, wins, losses). Responds to requests for information in a timely fashion. Maintains accurate information in Ashland systems to avoid post sale customer service or pricing issues. b. Works collaboratively with Customer Service, Purchasing, Sourcing and Logistics to ensure Ashland is able to succeed at meeting customer needs. This includes active participation in Play-to-Win team meetings. Lend critical thinking business issues identified. Actively support and implement solutions identified by the team.   7) Collaboration / Change: a. Be a personal champion of change by modifying personal sales activities / tasks to align with customer acquisition, order-to-cash, plan-to-deliver process changes. b. Collaborate by lending constructive support to other members of the Ashland team (Corporate Accounts, Sourcing, Purchasing, Customer Service, Logistics).   *Completion of a 4 year College Degree*Strong interpersonal skills*Must be willing to relocate.  Position will train in Columbus, OH for three (3) months and then relocate to Southeast Region.*Prior Sales experience a plus*Experience with salesforce.com, SAP,and other software packages is beneficial.*Must be authorized to work in the United States Ashland has a history of attracting the best people and keeping them. The reasons are simple:  industry competitive salary and benefits, pay-for-performance incentive plans and a diverse work environment where employees feel challenged and valued. People come to Ashland and stay. As a growing Fortune 500 specialty chemical company, we offer opportunities for development and advancement throughout our global organization. If you are looking for a relationship with a company instead of simply a job, this may be a great fit.   In addition to our career opportunities, look at our track record of consistent earnings and our spirit. Look at our values, which define who we are and what we care about as a company. What you have to offer an employer is special.  What Ashland has to offer you can not be found just anywhere.   Ashland Inc. is proud to be an Equal Opportunity Employer.     TO APPLY FOR THIS POSITION, please select the Apply button provided below. If no Apply button is provided, please copy and paste the URL below into your address bar. This will take you to Ashland's Career Center. Once there, enter job number 9430321 in the Keyword Search field to find this posting and apply online. https://ashland.taleo.net/servlets/CareerSection?art_ip_action=FlowDispatcher&flowTypeNo=13&pageSeq=1&art_servlet_language=en&csNo=2   We do not accept resumes from external staffing agencies or independent recruiters for any of our openings unless we have a signed recruiting agreement in place to fill a specific position.