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Job Description:

Job Summary

The Converter Market Specialist is responsible for driving profitable sales growth across assigned converter accounts and territories by delivering strong, independent sales coverage. The role involves close collaboration with both converters and end customers/OEMs, supporting opportunities from concept development through delivery.

This position is suited for an experienced sales professional with a proven track record of consistently meeting or exceeding sales targets, strong knowledge of the converter ecosystem, and the ability to manage a territory with limited supervision.

Key Responsibilities

Sales Growth & Market Development

• Drive growth for key 3M converter commodities in the assigned region through direct engagement with converters and end customers.

• Identify and develop new business opportunities while increasing share of wallet with existing converters.

• Work with end customers to identify target applications and partner with converters to win business by demonstrating strong value propositions.

Customer & Partner Engagement

• Build and sustain strong relationships with converters, OEMs, and key stakeholders.

• Support customers from the conceptualization stage through product qualification and final delivery.

• Communicate and demonstrate 3M’s differentiated solutions through high-impact technical and commercial discussions.

Commercial & Financial Excellence

• Demonstrate strong commercial and financial acumen to ensure sustainable and profitable growth.

• Drive commercial effectiveness through disciplined SFDC usage, opportunity management, and sales execution.

• Exceed opportunity creation targets and accelerate closures to improve sales velocity.

Territory & Account Management

• Effectively plan and manage territory coverage, time, and resources.

• Forecast end-customer demand accurately and coordinate with cross-functional teams to ensure timely delivery.

• Continuously review and refine territory plans to meet quarterly and annual objectives.

Cross-Functional Collaboration

• Work closely with marketing, technical, supply chain, and other internal teams to qualify and deliver customer solutions as promised.

• Share customer insights and market intelligence to support better product positioning and strategy refinement.

Leadership & Development

• Demonstrate leadership with customers, partners, and internal stakeholders.

• Take accountability for results, influence peers, and foster collaboration across functions.

• Continuously develop market, product, application, selling, and analytical skills.

Key Result Areas (KRAs)

• Achievement and over-achievement of individual sales targets

• Year-on-Year growth for assigned converter accounts

• Percentage of new business versus total sales

• New opportunity creation and closure rate

• Achievement of NPI (New Product Introduction) sales targets

• Execution of defined sales strategies

• Maintenance of receivables with AR kept current

Basic Qualifications

• Bachelor’s degree (Science or Engineering preferred)

• Minimum 10+ years of experience in sales or business development in a relevant industry

• Strong understanding of the converter market is mandatory

Preferred Qualifications

• Master’s or Postgraduate degree in Marketing from an accredited institution

• Strong communication, interpersonal, and networking skills

Key Competencies

• Strong customer focus and communication skills

• Sales planning and execution excellence

• Data-driven problem-solving ability

• Strong commercial and business acumen

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