Head of Commercial Elastomers

Job Description:

Head of Commercial, Americas Region

Huntsman is seeking a Head of Commercial, Americas Region supporting the Elastomers Business Platform, Huntsman Polyurethanes Division located in The Woodlands, Texas. This position will report to the Vice President, Global Elastomers.

Job Scope

Responsible for Elastomers P&L in the Americas. Lead and manage all Sales and Technical Service activities for Elastomers in the Americas region. Ensure that profitable business growth is accelerated, and commercial success is achieved in accordance with the PU26 and New Horizon business strategies. Serve as a member of the Elastomers Business Team (EBT) with appropriate collaboration among peers, exhibiting business leadership across the business.

In summary, as the Head of Commercial, Americas Region, you will:

• Ensure the desired business strategies are successfully accomplished by managing and directing the regional Sales and Technical Service teams in the Americas.
• Lead the Sales and Technical Service resources to ensure that speed of delivery and financial investments are aligned to the largest value-generation opportunities and are consistent with the business and market strategies.
• Manage and deploy the Technical Services team to convert new opportunities to sales with a focus on diversification among core markets and achievement of profitability goals.
• Collaborate with both the Performance and Marketing teams to draft an annual Sales plan. Ensure the Sales plan agrees with the Global Elastomers business strategy. Align the Sales plan with the defined budget of Global Elastomers.
• Monitor Forecast Accuracy by participating in a cross-functional (Performance and Commercial) exercise two times each month (BOM and EOM) and provide updates to management.
• Engage with Marketing, Production, Supply Chain, and Application Development teams on the formation and execution of the regional strategic plan. Monitor delivery using the defined KPIs.
• Together with the Performance team, monitor margin quality of Elastomers in the Americas region by implementing best practices of Pricing Excellence.
• Maintain and update forecasted volumes for the region using the tools provided by the business to ensure delivery of the strategic objectives defined.
• Maintain sales volumes, product mix, and selling price by keeping current with supply and demand dynamics, changing market and customer trends, economic indicators, and competitors.
• Determine annual Gross Profit and EBITDA plans by implementing marketing strategies while analyzing trends and results. Evaluate growth opportunities in new markets and customers and report back to Marketing. Work with Marketing to evaluate these opportunities and execute plans in line with this evaluation.
• Understand the value drivers of the business and identify profitable commercial opportunities to grow revenue and market share.
• Maintain and improve professional and technical knowledge by attending external networking events and establishing professional networks where appropriate.
• Develop a high-performance team by exhibiting leadership behaviors and developing team and individual capabilities to maximize the full potential of each team member and position the business on an accelerated growth trajectory.

Qualifications

You must possess the below minimum qualifications to be initially considered for this position. Preferred qualifications are in addition to the minimum requirements and are considered a plus factor in identifying top candidates.

The candidate must have an unrestricted right to work for Huntsman in the United States.

Minimum Qualifications

Education required

• Bachelor’s degree or equivalent in an appropriate discipline such as Chemistry or Engineering.

Experience required

• 15+ years of commercial experience, with 5+ years at a senior level with responsibility for negotiating major contracts and experience leading Sales and Technical Service teams.

Skills and Knowledge

• Excellent knowledge of PU/TPU technology and applications.
• Well-developed and proven commercial acumen.
• Driving continuous improvement.
• High focus on cost management.
• Strong customer intimacy.
• Resiliency and drive.
• Cultural awareness.
• High entrepreneurship.
• Ability to deal with ambiguity.
• Strong level of integrity.
• Strong interpersonal skills.

Achieving Valuable Results

• Focuses on key activities, prioritizing what is important.
• Gives regular feedback on progress.
• Sets clear, challenging goals.
• Identifies and manages the most efficient process to get things done.
• Measures performance against goals.
• Provides direction and guidance to help others achieve their business goals.

Building Teams and Relationships

• Actively listens and responds to others’ needs and suggestions.
• Ensures everyone is aware of the impact and importance of their work on achieving overall objectives.
• Helps others maintain self-esteem in difficult situations.
• Gives individuals freedom to meet goals in their own way.
• Recruits staff of the right caliber for business needs.
• Integrates people into teams when needed.

Using Resources

• Eliminates unnecessary activities.
• Coordinates resources and activities effectively.
• Identifies and organizes resources needed to accomplish tasks.
• Distributes work in a well-planned manner.
• Delegates both routine and critical responsibilities to increase effectiveness.
• Manages others well from a distance, making things happen without being physically present.

Developing Others

• Holds development discussions with individuals.
• Ensures all team members have quality development plans.
• Provides challenging tasks and assignments related to planned development areas for individuals.
• Provides feedback and coaching in a manner that encourages learning.
• Selects new team members based on their potential contribution to the team.
• Provides recognition when people grow and develop, as well as for immediate performance.
• Predicts what people are likely to do in different situations.

Personal Conviction

• Walks the talk; personal behavior is consistent with expectations communicated to others.
• Constructively challenges colleagues and more senior people on critical issues.
• Pushes self hard when faced with tough challenges.
• Maintains effectiveness in tough locations and conditions.

Customer Focus

• Takes responsibility for resolving customer concerns.
• Anticipates and responds to future customer needs.
• Implants a drive for quality throughout the team.

Preferred Qualifications

• Experience navigating high-level interactions with senior-level positions at external customers.
• Experience managing internal contacts from all regions within Huntsman Corporation.
• Ability to switch between strategic long-term issues and short-term tactical delivery.
• Understanding of local customs and cultures, with the ability to bridge the gap between local realities and corporate needs.

Working Environment

• The Elastomers business covers a wide variety of market segments that are highly differentiated in nature. The job holder must fully utilize market assessments, understand elements of the technology, and allocate appropriate sales resources to achieve desired results.
• The Elastomers business services both mature market aspects and emerging market dynamics. The job holder must be able to manage both markets efficiently.
• This role requires collaboration across regions and functions within Huntsman Corporation.

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