Technical Inside Sales Representative - Coatings & Construction
Location: Ontario
Type: Full-time, Permanent
Ready to Make an Impact?
As a leading specialty chemicals distribution partner, IMCD has an important role to play in society, including by protecting health and welfare, improving economic prosperity and helping to create a more sustainable future. IMCD operates as a professional services business where highly qualified key people working together in a flat organizational structure are making a real difference. By joining IMCD, you’ll be part of an entrepreneurial, fast-growing group of ambitious and like-minded professionals, where you’ll have the freedom to make your own mark.
IMCD is proud of its people and culture and considers them to be its most valuable asset by far!
Do you want to work for a growing and expertise-driven company? Then we’d love to hear from you!
About IMCD
IMCD is a leading global distributor and formulator of specialty chemicals and food ingredients, headquartered in Rotterdam, the Netherlands. Since our founding in 1995, our entrepreneurial spirit has driven smart, sustainable solutions powered by local know-how and global expertise.
Publicly listed on Euronext Amsterdam (AEX), IMCD operates across EMEA, Asia-Pacific, and the Americas. We partner with top-tier suppliers to deliver tailored solutions across eight business groups, including Beauty & Personal Care, Food & Nutrition, Advanced Materials, Home Care & I&I, Coatings & Construction, Pharmaceuticals, Lubricants & Energy, and Industrial Solutions.
IMCD’s strength lies in its dual focus on distribution and formulation. Through our global network of technical and commercial experts, we collaborate closely with customers to develop impactful, innovative solutions that shape industries and meet the evolving needs of the markets we serve.
Role Summary
Maintain and grow assigned sales territory by proactively selling to existing and new customers, primarily by telephone.
Meet or exceed sales key performance indicators (KPIs) including sales to budget, call frequency, variance reporting, forecasting and usage of SalesForce
Develop and maintain relationships with assigned customers and prospect customers.
Qualify leads from a variety of sources and clearly articulate the IMCD value proposition to new customers
Contact and setup new customers with existing business transitioned from Principals or other distributors
Maintain a working knowledge of products and applications through regular attendance of relevant IMCD Academy sessions and principal trainings.
Actively seeks continuous improvement and self-development
Prioritize and manage time effectively to meet internal & external customer expectations and deadlines.
Effectively and creatively solve problems: assess the situation, have clear understanding of request to help obtain and determine root cause and assign corrective action.
Duties and Responsibilities
Sales
Contact customersby telephone and apply consultative selling techniques to sell new products to new or existing customers.
Address customer questions and inquiries such as product recommendations, providing technical help and redirecting sample and literature requests to appropriate internal contacts
Apply negotiation techniques to pricing discussions with customers to optimize profitability.
Monitor and react to sales variances to minimize lost business.
Track activities in SalesForce working opportunities, follow-up reports and customer summary reports. Maintain a robust pipeline of opportunities to ensure ongoing sales growth.
Collaborate with Business Unit Director and Principal Managers to determine necessary strategic sales approaches.
Research potential new customers (using web searches, government industry directories, trade shows, outside sales leads, etc…)
Follow-up on external and internal leads from IMCD website or Principal website – If the account does not exist, yet.
Cold-call prospect accounts
Maintain and expand the company’s database of prospects.
Overcome objections of prospective customers.
Emphasize product/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and call reports.
Create and deliver qualified opportunities to Account Managers where appropriate.
Attend periodic sales training where applicable.
Appropriately communicate brand identity and corporate position.
Administrative
Take responsibility to ensure all requests are fulfilled with accuracy and efficiency
Prioritize, communicate and effectively execute all RUSH requests from both internal & external customers
Effectively respond to all requests by actively seeking, inquiring/asking appropriate questions of both internal & external customers to obtain necessary information
Attend all pertinent training sessions, department meetings with active participation
Education and Experience
Bachelor of Science degree is necessary for this role
Preference will be given to candidates with Polymer chemistry background and/or formulation knowledge in Coatings or Construction.
Must be functionally competent on computer systems
Minimum 3 years technical sales experience in the coatings & construction industry is preferred.
Skills
Ability to sell a broad range of specialty chemicals into various applications.
High degree of resourcefulness, flexibility, and adaptability.
Must be highly organized, flexible, and have the ability to multi-task and prioritize
Effective communication skills with individuals at all levels of the organization, both verbally and in writing.
Strong customer service and troubleshooting skills.
Bilingual is preferred (English and French)
What We Offer
We value our people and are proud to offer a competitive and comprehensive total rewards package, including:
Defined Contribution Pension Plan (DCPP)
Annual Bonus Eligibility
Comprehensive group benefits
Flexible work schedules
Learning, Training, and Development Opportunities
A collaborative, innovative environment that encourages freedom to act and an entrepreneurial spirit
IMCD Canada welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process.
This role is for an existing vacancy within our organization. Artificial intelligence is not used to screen, assess or select applicants for this vacancy.
