90 Day Plan - Adhesive Sales Warrior

Notes de l'éditeur

1. So you will know a little about me, I am originally from Ohio where I began my career in sales with Chemcentral in raw material chemical distribution. I have been married to my college sweetheart for 19 years, we have two boys 12 & 14, and have been living in Arizona for the past 12 years. My most relevant experience to the adhesives position I am interviewing for is my 12 years as a Technical Sales Rep for Ashland Performance Materials. developing new sales of thermoset polyurethane and EPI adhesives for the building and construction adhesives business. This was a technical sales position focusing primarily on structural , code regulated applications in markets such as engineered wood, structural building panels, and residential & commercial doors. This experience is very similar to the type of sales environment I anticipate facing with Huntsman.
2. Before I begin training, I first would need to complete the on boarding process. This covers everything from the necessary new hire documentation to getting me set up in the adhesives business with the tools needed to function and communicate .Computer , cell phone, fleet car, benefits enrollment, travel profile, everything needed to be documented and included in the necessary enterprise systems, fully functional, and ready for training. To help me coordinate training and communicate with resource contacts it would help to have an up to date org chart and contact list for the division and the adhesives business. I would also like to have the list updated in this on boarding process adding my name and contact information. Once on board, I’m ready to meet the adhesives business and begin training.
3. The logical first step for me is to get to know Huntsman from the corporate level to the Adhesives business level. To get an overview of the key products and technologies, capabilities and competencies for the Divisions.Polyurethanes, Advanced Materials, Textile Effects, Performance Products and PigmentsThis would also be a chance for me to get an overview of the adhesives business. This general overview look at Huntsman as a whole is the pre requisite for the more detailed Adhesives business training.
4. The business plan review makes sense to me as the first introduction to the adhesives business. A strategic plan typically spells out the details of where the business is and where it is going. The goal is to become familiar with Dougs plan for the success of the adhesives business. What the market and sales strategy is and how my efforts should be focused to be in line with that strategy . This “big picture” review of the business plan will help me better understand the current status and priorities of business resource groups I will meet with in the next phase of training.
5. With an understanding of the corporation, the division, and the adhesives business, I am ready to start learning at the more tactical level.This is where I learn to use my weapons to identify opportunities, attack problems for our customers, and kill competitors at customers and prospects. Learning;Details of our adhesive technologies and end use applicationsHow our products are manufacturedHow customers are serviced from order entry to invoice collection. Policies and proceduresThis is where I begin to develop product knowledge, application knowledge, and service knowledge. This will help me to know how to function as a sales representative within Huntsman and how we service our customers and prospects.
6. Looking at the training from each of the business resource areas in more detail.When I have gone through training with all of the resource groups both internal to the business and cross functional to the division, I have completed basic training and I am ready to get out into the field fo battle and meet customers and prospects.
7. With an understanding of the business I am in and how we work, I am ready to learn about the customers, their businesses , and the applications where Araldite and other products are used. Go to slide…Traveling with other sales or technical service will help me learn…
8. Now I am ready to start putting it all together. The opportunity pipeline, as the name implies, is the listing of all identified companies and applications within those companies where there may be revenue potential to pursue in growing sales. It is the center piece of territory planning, time & travel management, and budgeting. In building the Opp Pipeline, I am using market information, customer information, and application information to research in my territory for prospects that are in line with the business plan and market strategy…..Here I am showing a sample of lead sources for building the opportunity pipeline for the Southwest territory.
9. This is an example of an opportunity pipeline. This is one I made. If Huntsman has their own internal pipeline database application in excel or lotus I would obviously use that. With the Pipeline populated with opportunity, I am ready to attack the territory, qualify prospects for opportunity, and create opportunity to apply Huntsman as a solution that creates value for customers.
10. This is a potential time line for training that I put together. Obviously I am flexible to accommodate for schedules in coordinating time with training resources. I also assume Huntsman has some format for training that would overide or superceed. In general, I would like to have a certain level of business training before seeing customers but I am comfortable that I could be in the territory by the third week in joint calls, and working on new sales development in my territory within around 4 to 6 weeks. I am greatful for this opportunity. I have a 20 years experience in new business development sales. 12 of those are in technical sales of polyurethane adhesives in technical and structural applications.