Head of Sales, Americas
INEOS Belgium, League City, TX, United States
Business Context
INEOS is a global manufacturer of petrochemicals and specialty chemicals, producing the raw materials that are essential in the manufacturing of a wide range of goods. The chemicals manufactured by INEOS enhance almost every aspect of modern life. INEOS is the 3rd largest petrochemical company in the world with 194 manufacturing sites across 29 countries and employing more than 26,000 people globally.
INEOS Oxide is one of the most diverse, dynamic and successful businesses within INEOS, operating five manufacturing sites in Europe and North America located at Antwerp, Belgium; Cologne, Germany; Lavera, France; Bayport, U.S.; and Plaquemine, U.S. INEOS Oxide is a leading producer of Ethylene Oxide (EO) and Ethylene Oxide Derivatives (EODs), producing a broad range of over 200 products across four key value chains – Ethylene Oxide; Propylene Oxide; Oxo‑alcohols & Esters; and ENB. The total EO production capacity is approximately 1.4 million metric tonnes, and the overall business production capacity is approximately 4.4 million metric tonnes.
Ethylene oxide is an important building block for the preparation of a wide variety of EO derivatives, including various surfactants, as well as many other chemical intermediates such as ethylene glycol, glycol ethers, polyethylene glycols, and ethanolamines.
Role Description The Head of Sales for the Americas will be a key member of the INEOS Oxide U.S. Business Team. Leading a sales team of six Regional Sales Managers, the post holder will be responsible for delivering the budgeted sales volumes for EO, ethanolamines, ethylene glycols, and glycol ethers, based on business manager guidance and overall strategy. The post holder will manage key strategic accounts, lead the U.S. sales team, and provide direction for sales processes and targets, ensuring necessary training is completed. Communication within the INEOS Oxide business will be essential, with weekly and monthly reporting on sales volumes, prices, market trends, competitor issues, and end‑use segment analysis. The U.S. Sales Team will also market INEOS Oxide products from the European asset base.
The U.S. Customer Service Team reports through the Head of Sales via the Customer Service Manager. The Technical Service Team will also be managed by the Head of Sales. The U.S. Sales Team represents customers in the Americas, including direct accounts, distributors, and traders, and cooperates closely with the global INEOS Oxide sales team.
The Head of Sales for the Americas, along with the U.S. Sales Team, represents all internal functions to the customer, resolving internal issues to ensure smooth operations. As the primary face to the markets, the Sales Team is a key source of market information to the wider INEOS Oxide business.
Internal Interfaces & Factors
INEOS Oxide Board – regular reporting of sales performance and market information.
Business Director – alignment on strategy, portfolio development, and key objectives.
Business Managers – alignment on sales strategies, contract strategy, pricing, and volume targets.
Regional Sales Managers – training, direction, and allocation of customer accounts within the team.
Product Managers – ensuring product availability and supporting margin calculations.
European Sales Manager – alignment on global account strategies and export channel strategies.
Supply Chain – forward demand planning, monthly and annual forecasting, and special customer requirements.
Customer Service Manager – leadership, direction, and alignment on customer service.
Technical Service Manager – leadership and direction.
Finance Team – customer credit checks and payment performance.
External Interfaces & Factors
Customer management – account management for major strategic customers.
Feedstocks – understanding feedstock impact and pricing, and macroeconomic factors.
Competitive landscape – monitoring market changes.
Consultants, market, and end‑use sector information – monitoring market trends, prices, and dynamics.
Other INEOS businesses & sales teams – networking and sharing industry knowledge.
Accountabilities
1. Sales Management for the Americas
– Provide leadership and direction to six Regional Sales Managers, develop sales portfolio strategy, negotiate key account strategies, review distribution channels, liaise with European sales, forecast sales and pricing, emphasize net‑back improvement, conduct market studies, manage travel and entertainment budget, monitor performance, re‑allocate customers, expand the customer base, and ensure cross‑functional collaboration.
2. Key Account Management
– Manage relationships with strategic accounts, negotiate contracts, and deliver price, volume, and margin targets in line with commercial plans.
3. Leadership and Direction to the Customer Service Manager & CSR Team
– Guide the U.S. team, ensure the order‑to‑cash process functions fully, and enhance the customer experience.
4. Manage Technical Service Function
– Set targets and provide guidance on regulatory compliance, streamline portfolio to meet regulatory challenges, and stay ahead of regulatory changes.
5. Training and Development of Teams
– Audit direct report activities, set and review sales targets, provide feedback, organize training, and ensure mandatory training compliance.
6. Development and Usage of Tools
– Balance payment terms, pricing, market share, volume, and margin objectives, ensure accurate forecasting, use MS‑Teams/SharePoint for CRM, review customer mix and segmentation, and leverage Sales Information System and Variable Margin Report in QlikView.
7. Safety, Health and Environmental
– Commit to INEOS 20 Principles of Process & Behavioural Safety, Life‑Saving rules, and ensure compliance across the team.
Key Performance Indicators
SHE – zero incidents and 100% compliance with INEOS safety standards across the U.S. Sales Team.
Sales volumes and prices per business targets.
Payment term reduction targets, late payment reduction, sales volume forecasting accuracy, and customer claim resolution.
Market share growth rates and market development targets for the sales region.
Compliance with yearly travel budget and annual training goals.
100% ISO compliance.
Level of Education & Experience in General
Degree or commercial/business qualifications acquired through experience.
Five or more years in the chemical industry with direct sales or customer‑facing experience.
Understanding of oxide products and chemistry (ideally).
Contract negotiation experience (a plus).
Technical Skills
Strong personal and communication skills.
Proven influencing and negotiation skills.
Commercial acumen and deep understanding of sales contracts.
Strong analytical and economic analysis skills.
Understanding of market interactions and dynamics.
Basic knowledge of chemical manufacturing processes, logistics, and technical standards and regulations.
Knowledge of contract law and ABC regulations.
Knowledge of business accounting principles and practice.
Decisiveness and tenacity, proactive mentality, and bias for action.
Innovative and strategic thinking.
Strong influencer.
High numeracy with an analytical mindset and attention to detail.
Calm under pressure and capable of making quick, clear, and reasoned decisions.
Excellent communication and interpersonal skills, natural relationship builder.
Proactive conflict management.
Adherence to INEOS commitment to Safety, Health and Environmental policies and maintenance of personal integrity and ethical behaviours.
ADA Physical Requirements; Environmental Conditions
Employee required to sit and perform tasks requiring repetitive use of hands.
Employee must occasionally walk, stand, and travel by car, airplane, or other means.
Employee must exert up to 20 pounds of force occasionally, up to 10 pounds frequently, or negligible force continuously to move objects.
Employee must have the ability to see written documents, computer screens, and adjust focus.
Hearing – perceive sounds at normal speaking levels with or without correction.
Ability to receive detailed information through oral communication and make discriminations in sound.
Work environment – primarily a temperature‑controlled office environment.
Equal Employment Opportunity Statement INEOS Oxide is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, or protected veteran status. We strive to ensure equal opportunity for all employees and applicants and make hiring decisions based on qualifications, merit, and business needs.
E‑Verify INEOS Oxide participates in E‑Verify. E‑Verify is a system that allows employers to verify the employment eligibility of their employees in the U.S. All new hires at INEOS will be required to confirm their identity and employment authorization through E‑Verify.
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INEOS Oxide is one of the most diverse, dynamic and successful businesses within INEOS, operating five manufacturing sites in Europe and North America located at Antwerp, Belgium; Cologne, Germany; Lavera, France; Bayport, U.S.; and Plaquemine, U.S. INEOS Oxide is a leading producer of Ethylene Oxide (EO) and Ethylene Oxide Derivatives (EODs), producing a broad range of over 200 products across four key value chains – Ethylene Oxide; Propylene Oxide; Oxo‑alcohols & Esters; and ENB. The total EO production capacity is approximately 1.4 million metric tonnes, and the overall business production capacity is approximately 4.4 million metric tonnes.
Ethylene oxide is an important building block for the preparation of a wide variety of EO derivatives, including various surfactants, as well as many other chemical intermediates such as ethylene glycol, glycol ethers, polyethylene glycols, and ethanolamines.
Role Description The Head of Sales for the Americas will be a key member of the INEOS Oxide U.S. Business Team. Leading a sales team of six Regional Sales Managers, the post holder will be responsible for delivering the budgeted sales volumes for EO, ethanolamines, ethylene glycols, and glycol ethers, based on business manager guidance and overall strategy. The post holder will manage key strategic accounts, lead the U.S. sales team, and provide direction for sales processes and targets, ensuring necessary training is completed. Communication within the INEOS Oxide business will be essential, with weekly and monthly reporting on sales volumes, prices, market trends, competitor issues, and end‑use segment analysis. The U.S. Sales Team will also market INEOS Oxide products from the European asset base.
The U.S. Customer Service Team reports through the Head of Sales via the Customer Service Manager. The Technical Service Team will also be managed by the Head of Sales. The U.S. Sales Team represents customers in the Americas, including direct accounts, distributors, and traders, and cooperates closely with the global INEOS Oxide sales team.
The Head of Sales for the Americas, along with the U.S. Sales Team, represents all internal functions to the customer, resolving internal issues to ensure smooth operations. As the primary face to the markets, the Sales Team is a key source of market information to the wider INEOS Oxide business.
Internal Interfaces & Factors
INEOS Oxide Board – regular reporting of sales performance and market information.
Business Director – alignment on strategy, portfolio development, and key objectives.
Business Managers – alignment on sales strategies, contract strategy, pricing, and volume targets.
Regional Sales Managers – training, direction, and allocation of customer accounts within the team.
Product Managers – ensuring product availability and supporting margin calculations.
European Sales Manager – alignment on global account strategies and export channel strategies.
Supply Chain – forward demand planning, monthly and annual forecasting, and special customer requirements.
Customer Service Manager – leadership, direction, and alignment on customer service.
Technical Service Manager – leadership and direction.
Finance Team – customer credit checks and payment performance.
External Interfaces & Factors
Customer management – account management for major strategic customers.
Feedstocks – understanding feedstock impact and pricing, and macroeconomic factors.
Competitive landscape – monitoring market changes.
Consultants, market, and end‑use sector information – monitoring market trends, prices, and dynamics.
Other INEOS businesses & sales teams – networking and sharing industry knowledge.
Accountabilities
1. Sales Management for the Americas
– Provide leadership and direction to six Regional Sales Managers, develop sales portfolio strategy, negotiate key account strategies, review distribution channels, liaise with European sales, forecast sales and pricing, emphasize net‑back improvement, conduct market studies, manage travel and entertainment budget, monitor performance, re‑allocate customers, expand the customer base, and ensure cross‑functional collaboration.
2. Key Account Management
– Manage relationships with strategic accounts, negotiate contracts, and deliver price, volume, and margin targets in line with commercial plans.
3. Leadership and Direction to the Customer Service Manager & CSR Team
– Guide the U.S. team, ensure the order‑to‑cash process functions fully, and enhance the customer experience.
4. Manage Technical Service Function
– Set targets and provide guidance on regulatory compliance, streamline portfolio to meet regulatory challenges, and stay ahead of regulatory changes.
5. Training and Development of Teams
– Audit direct report activities, set and review sales targets, provide feedback, organize training, and ensure mandatory training compliance.
6. Development and Usage of Tools
– Balance payment terms, pricing, market share, volume, and margin objectives, ensure accurate forecasting, use MS‑Teams/SharePoint for CRM, review customer mix and segmentation, and leverage Sales Information System and Variable Margin Report in QlikView.
7. Safety, Health and Environmental
– Commit to INEOS 20 Principles of Process & Behavioural Safety, Life‑Saving rules, and ensure compliance across the team.
Key Performance Indicators
SHE – zero incidents and 100% compliance with INEOS safety standards across the U.S. Sales Team.
Sales volumes and prices per business targets.
Payment term reduction targets, late payment reduction, sales volume forecasting accuracy, and customer claim resolution.
Market share growth rates and market development targets for the sales region.
Compliance with yearly travel budget and annual training goals.
100% ISO compliance.
Level of Education & Experience in General
Degree or commercial/business qualifications acquired through experience.
Five or more years in the chemical industry with direct sales or customer‑facing experience.
Understanding of oxide products and chemistry (ideally).
Contract negotiation experience (a plus).
Technical Skills
Strong personal and communication skills.
Proven influencing and negotiation skills.
Commercial acumen and deep understanding of sales contracts.
Strong analytical and economic analysis skills.
Understanding of market interactions and dynamics.
Basic knowledge of chemical manufacturing processes, logistics, and technical standards and regulations.
Knowledge of contract law and ABC regulations.
Knowledge of business accounting principles and practice.
Decisiveness and tenacity, proactive mentality, and bias for action.
Innovative and strategic thinking.
Strong influencer.
High numeracy with an analytical mindset and attention to detail.
Calm under pressure and capable of making quick, clear, and reasoned decisions.
Excellent communication and interpersonal skills, natural relationship builder.
Proactive conflict management.
Adherence to INEOS commitment to Safety, Health and Environmental policies and maintenance of personal integrity and ethical behaviours.
ADA Physical Requirements; Environmental Conditions
Employee required to sit and perform tasks requiring repetitive use of hands.
Employee must occasionally walk, stand, and travel by car, airplane, or other means.
Employee must exert up to 20 pounds of force occasionally, up to 10 pounds frequently, or negligible force continuously to move objects.
Employee must have the ability to see written documents, computer screens, and adjust focus.
Hearing – perceive sounds at normal speaking levels with or without correction.
Ability to receive detailed information through oral communication and make discriminations in sound.
Work environment – primarily a temperature‑controlled office environment.
Equal Employment Opportunity Statement INEOS Oxide is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, or protected veteran status. We strive to ensure equal opportunity for all employees and applicants and make hiring decisions based on qualifications, merit, and business needs.
E‑Verify INEOS Oxide participates in E‑Verify. E‑Verify is a system that allows employers to verify the employment eligibility of their employees in the U.S. All new hires at INEOS will be required to confirm their identity and employment authorization through E‑Verify.
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