This is a commercially driven but technically deep role focused on selling performance chemistry into sophisticated formulators.
You will operate at the interface of chemistry, formulation science and commercial strategy — targeting coatings manufacturers and specialist industrial producers.
This role is about value creation, technical substitution and strategic growth, not transactional order taking.
What You Will Be Responsible ForStrategic Account Development
* Identify high-potential coating formulators
* Map technical decision makers (R&D, procurement, technical directors)
* Build multi-level relationships within customer organisations
* Develop long-term supply frameworks rather than spot sales
* Protect margin while growing volume
Technical Substitution & Performance Selling
You will actively identify opportunities to replace incumbent multinational suppliers through:
* Understanding formulation structure and performance requirements
* Analysing current additive systems (dispersants, defoamers, rheology modifiers, polymers)
* Proposing alternative chemistries with cost or performance advantages
* Supporting lab trials and comparative testing
* Translating test data into commercial value
You must be comfortable discussing:
* Acrylic and styrene acrylic dispersion behaviour
* Acrylate and methacrylate chemistry
* Surfactant adsorption and dispersion mechanics
* Polymer function in varying systems
* Foam control mechanisms (mineral oil, silicone, hybrid technologies)
* Rheology modification and viscosity control
* Compatibility issues and stability mechanisms
Market Intelligence & Commercial Positioning
You will be expected to:
* Monitor raw material trends (acrylic acid, styrene, butyl acrylate, mineral oils, energy impact)
* Understand competitor positioning
* Track margin movement and cost drivers
* Advise leadership on pricing strategy
* Anticipate market shifts rather than react to them
This is especially critical in volatile petrochemical markets where pricing agility is essential.
Technical–Commercial Bridge
You will serve as the bridge between:
* Internal technical teams
* Customers' R&D departments
* Commercial leadership
You must be able to:
* Translate lab performance into commercial language
* Translate commercial constraints into technical objectives
* Identify formulation simplification opportunities
* Contribute to product development strategy
New Product & Portfolio Expansion
Beyond selling existing products, you will:
* Identify gaps in the portfolio
* Recognise emerging formulation trends
* Recommend new chemistry platforms
* Help shape product positioning
* Contribute to technical marketing content