At Dow, we believe in putting people first and we’re passionate about delivering integrity, respect and safety to our customers, our employees and the planet.
Our people are at the heart of our solutions. They reflect the communities we live in and the world where we do business. Their diversity is our strength. We’re a community of relentless problem solvers that offers the daily opportunity to contribute with your perspective, transform industries and shape the future. Our purpose is simple - to deliver a sustainable future for the world through science and collaboration. If you’re looking for a challenge and meaningful role, you’re in the right place.
Dow (NYSE: DOW) is one of the world’s leading materials science companies, serving customers in high-growth markets such as packaging, infrastructure, mobility and consumer applications. Our global breadth, asset integration and scale, focused innovation, leading business positions and commitment to sustainability enable us to achieve profitable growth and help deliver a sustainable future. We operate manufacturing sites in 30 countries and employ approximately 36,000 people. Dow delivered sales of approximately $43 billion in 2024. References to Dow or the Company mean Dow Inc. and its subsidiaries. Learn more about us and our ambition to be the most innovative, customer-centric, inclusive and sustainable materials science company in the world by visiting www.dow.com.
Dow Polyurethanes (PU) has an exciting opportunity for a Sales / Customer Manager on the PU Components Team located in Midland, MI. Will also consider Virtual office-USA.
The customer manager will be responsible to manage and grow sales volume and value of Propylene Glycol, Polyols, and MDI at medium to large accounts spanning a wide variety of downstream applications.
The ideal candidate should be energetic, collaborative, growth-focused and have a high bias for action. The Sr. Sales Manager engages with customers to understand their needs and drive innovation to generate customer value and an unparalleled CX. The candidate must have the ability to establish trust, credibility and strong relationships with multiple stakeholders at accounts and internally at Dow.
Responsibilities / Duties
Meets and exceeds volume and variable margin targets in alignment with regional product & marketing strategies.
Works closely with Vale Center Product Management to align market participation with asset strategy and capabilities.
Leads and coordinates customer relationships at multiple levels (Purchasing, Technical, Marketing, C-Suite). Cultivates cross-functional Dow engagement at the Customer to strengthen commercial relationships, grow business and deliver unparalleled CX.
Identifies, cultivates, and closes new business opportunities aligned with value center strategies.
Builds and cultivates relationships with internal and external stakeholders and demonstrates influential leadership. Builds upon customer intimacy and becomes trusted consultant and advisor for customers. Advocates internally for customer needs.
Creates and shares account plans in CRM with key stakeholders to drive volume and variable margin growth across the business.
Facilitates Voice of Customer (VOC) activities at accounts, in conjunction with Marketing and Technical to understand customer and value chain needs in order to identify areas for growth, innovation, and collaboration.
Collects and utilizes market intelligence and customer feedback to shape sales/marketing plan and provide accurate business forecasts in OMP.
Leads annual contract negotiations and implements price changes.
Uses CRM, DSR, Smart Pricing, and other sales tools at “expert” level. Utilizes CRM to document account plans, customer contacts, reports of call, lead & opportunity management, and all key selling activities.
Required Qualifications
A minimum of a bachelor’s degree or relevant military experience at or above a U.S. E5 ranking or Canadian Petty Officer 2nd Class or Sergeant.
6+ years experience in technical/sales/commercial related positions
A valid U.S. driver’s license is required
A minimum requirement for this U.S. based position is the ability to work legally in the United States on a permanent basis (U.S. citizen, U.S. permanent resident or qualifying Asylee / Refugee).
Preferred Qualifications
Experience in polyurethanes in commercial/technical roles
Your Skills
Business Development: Business development entails tasks and processes to develop and implement growth opportunities within and between organizations. It is a subset of the fields of business, commerce and organizational theory. Business development is the creation of long-term value for an organization from customers, markets, and relationships.
Commercial Acumen: Customer acumen is a combination of the skills, knowledge, mindset and ability to excel in the marketing and sales space. It involves understanding market dynamics, anticipating customer needs, and effectively communicating value to close deals.
Customer Sales: Customer Sales is a method that focuses on the customer's needs and experiences rather than hard-selling a product. The customer's needs get identified and are then matched to the benefits related to the product or service. The goal is to build a long-term relationship rather than a short-term, transactional one.
Influencing Skills: Influencing skills refer to the ability to bring people round to a certain way of thinking about a certain topic, without force or coercion whilst acknowledging their opinions.
Customer Relationship building: Customer relations refers to the methods a company uses to engage with its customers and improve the customer experience. This includes providing answers to short-term roadblocks as well as proactively creating long-term solutions that are geared towards customer success.
Innovation: Innovation is the practical implementation of ideas that result in the introduction of new goods or services or improvement in offering goods or services.
Communication: Professional communication, encompasses written, oral, visual and digital communication within a workplace context.
Financial Acumen: Financial Acumen is a critical skill that refers to the ability to comprehend and apply financial knowledge and insights to make informed decisions. It’s the understanding of the financial effects and relationships of various aspects of your business
Additional Notes
Availability to travel up to 50%
This position does not offer relocation assistance
Midland, MI. Will also consider Virtual office-USA.
Benefits – What Dow offers you
We invest in you.
Dow invests in total rewards programs to help you manage all aspects of you: your pay, your health, your life, your future, and your career. You bring your background, talent, and perspective to work every day. Dow rewards that commitment by investing in your total wellbeing.
Here are just a few highlights of what you would be offered as a Dow employee:
Join our team, we can make a difference together.
About Dow
Dow (NYSE: DOW) is one of the world’s leading materials science companies, serving customers in high-growth markets such as packaging, infrastructure, mobility and consumer applications. Our global breadth, asset integration and scale, focused innovation, leading business positions and commitment to sustainability enable us to achieve profitable growth and help deliver a sustainable future. We operate manufacturing sites in 30 countries and employ approximately 36,000 people. Dow delivered sales of approximately $43 billion in 2024. References to Dow or the Company mean Dow Inc. and its subsidiaries. Learn more about us and our ambition to be the most innovative, customer-centric, inclusive and sustainable materials science company in the world by visiting www.dow.com.
As part of our dedication to inclusion, Dow is committed to equal opportunities in employment. We encourage every employee to bring their whole self to work each day to not only deliver more value, but also have a more fulfilling career. Further information regarding Dow's equal opportunities is available on www.dow.com.
Dow is an Equal Employment Opportunity employer and is committed to providing opportunities without regard for race, color, religion, sex, including pregnancy, sexual orientation, or gender identity, national origin, age, disability and genetic information, including family medical history. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may call us at 1-833-My Dow HR (833-693-6947) and select option 8.