7310 - PP SALES/BUSINESS DEVT. - RHE1 - SALES REPRESENTATIVE I - 12S

1. POSITION OBJECTIVE (State the purpose of this job and reason for existence)

Maximize Polyolefins resin sales within a designated domestic geographic region. Consistent with Formosa Corporate Strategy and Polyolefins Business Division focus and goals, generate new business and maximize business with existing customers.

2. MAJOR AREAS OF ACCOUNTABILITY (Describe major functions of this job)

Strategic Sales Implementation: Coordinate and facilitate strategies for growth, business and product development. Coordinate and facilitate market strategies and pricing to impact customer product and profitability mix. Coordinate and facilitate on prices and credit terms. Coordinate and facilitate on sales contracts, solicit sales orders and contracts.

Sales Prospecting: Coordinate and facilitate marketing/business development to create, recommend and implement new sales strategic plans and tactics. Develop pre-contract plan, contact decision maker and initiate new sales process.

Customer Contacts & Relationships: Develop and sustain consistently high-quality customer contacts and relationships. Facilitate, collaborate and coordinate with allied internal company contacts to implement and reinforce external customer expectations, commitments and

Formosa Branding.

Marketing & Technical Support: Coordinate and facilitate with Marketing on pricing, competitive sales, and marketing planning and actions. Coordinate, facilitate and mediate to provide ongoing technical support to customers for product quality complaints.

Sales Follow-Up & Customer Service: Consistently and in a timely manner, coordinate, facilitate and mediate on price adjustments or payment discrepancies, on resolution of customer complaints and customer service issues and on consignment sales & samples.

III. QUALIFICATIONS

A. TECHNICAL JOB CRITERIA (Minimal Technical Requirements)

1. Previous Related Experience Required

Minimum 3-years of direct sales experience in the plastics industry. Understanding and experience of the

various Polyolefins products that Formosa sells. Ability to handle small, medium and large accounts with

complex product portfolios with interface at the executive level.

2. Technical Skills Required To Perform This Job

Excellent English, verbal, comprehension and writing skills. Facilitation and large group presentation

skills. Familiarity with the Polyolefins production process, technology and terminology. Apply knowledge

and best practices to sales function to add effectiveness. Knowledge and application of business statistics

including probability and statistical inference. Must have basic computer skills and the ability to use MS

Office.

3. Education (Minimal Education Needed)

B.A. or B.S. Previous related experience and technical skills that both exceed minimum

requirements in lieu of a 4-year degree. However, a 2-year degree would remain as a minimum

formal education requirement.

4. Other Certification/Training Required To Gain Function-Related Technical Knowledge

Continuing education in best practices sales processes and techniques in Polyolefins Industry

sales and marketing publications. Membership in professional association, Best Practice

workshop/seminars. Preferred bilingual with fluency in Spanish.

5. Other Requirements (Physical/Mental Demand, Schedule/Hours, Travel)

Must have regular, reliable attendance as well as the ability to work outside the regular schedule as required.

Frequent travel; irregular schedule. Must perform all duties to the same standards

while travelling as would be expected in the office.

B. FUNCTION-SPECIFIC COMPETENCIES/BEHAVIORS (Selected by Immediate

Supervisor from Guideline for Recruitment, Selection, and Hiring)

•

Integrity, Credibility & Ethics

•

Negotiation Skills

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Self-Confidence

•

Organization

•

Customer Service Orientation

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Teamwork & Cooperation

•

Results Oriented

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Long-Range Planning

•

Relationship Building Skills

•

Conflict Management

What:

Schedule Sales Activity

Generate and qualify leads

Prepare sales action plans and strategies

Develop and maintain customer base

Make sales calls to new and existing clients

Sales presentations covering company products and services to both new and current

clients

Coordinate and facilitate negotiation with clients

Initiate and execute sales contracts with clients

Maintain sales activity records and prepare sales reports

Respond to sales inquiries by phone, electronically and in-person

Ensure customer satisfaction and strong client relationships

Participate and internal and external sales events and meetings

Monitor competitors, market conditions and new product development

How:

Prepare monthly travel schedule for both new and current customer visits

Keep all customer information up-to-date including contact information

Submit New Account Notifications (NAN) and coordinate with Credit Dept on credit lines

Submit Customer Quality Requirements Forms (CQRF) that clearly define customer

quality requirements

Coordinate on samples requests with the input of Marketing and Business & Technology

(BTD). Additionally, track and follow-up on all sample requests advising on the status of

qualification in a timely manner

Collaborate with Marketing and BTD on customer trials and attend if necessary

Track potential customer development

Solicit orders by the 20th of the prior month for the current month

Review all sales activity and target securements and achievements and take necessary

action accordingly

Cultivate customer relationships through entertainment and bonding experiences