Job Details

Buckman is a privately held, global specialty chemical company with headquarters in Memphis, TN, USA, committed to safeguarding the environment, maintaining safety in the workplace, and promoting sustainable development. Buckman delivers exceptional service and innovative solutions to our customers globally in the pulp and paper, leather, and water treatment sectors to help boost productivity, reduce risk, improve product quality, and provide a measurable return on investment.

Travel:

• 50% - 75%

Position Summary:

The Solutions Engineer role focuses on bringing application excellence to customers in the form of trial execution and advanced attrition prevention. The position collaborates with the sales team to develop new business opportunities, provides technical expertise and consultation to support account expansion, effectively communicates benefits of Buckman offerings by articulating value proposition to customers, and maintains competitive market knowledge.

Position Responsibilities:

• Execute trials on-site and provide critical coverage required to make the trials successful.
• Manage the lifecycle of the trial from setting up trials for success, securing the right equipment, adherence to evaluation plan workshop/transition workshop, accumulation of trial data, value confirmation with the customer, and conversion.
• Participate in the development of solutions to improve the performance of the customer's processes.
• Serve as a trusted advisor/SME and assist in the upskilling of frontline sales.
• Deliver distinctive technical expertise on complex, out-of-the-ordinary challenges & critical applications to mitigate attrition risk.
• Maintain expert knowledge of Buckman's product portfolio, including new products coming out of the R&D pipeline.
• Split time between running trials and bringing expertise to existing accounts (including attrition prevention).
• Support health checks with the customers.

Main Success Metrics:

• Trial conversion rate.
• Trial duration & costs compared to plan.
• Attrition rate.
• Revenue, GP, and MPC (absolute & YoY growth).
• Utilization of sales tools (Dynamics, Ackumen) – solutions engineer is responsible for trial data integrity.

Competencies Needed for Success:

• Job Competencies – Results Leadership:
• Focus on Results - Consistently achieving results, even under tough circumstances.
• Plans and Aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
• Ensures Accountability - Holding self and others accountable to meet commitments.
• Job Competencies – People Leadership:
• Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
• Job Competencies – Thought Leadership:
• Decision Quality - Making good and timely decisions that keep the organization moving forward.
• Possibility Thinking - Creating new and better ways for the organization to be successful.
• Customer Focus - Building strong customer relationships and delivering customer-centric solutions.
• Technical Job Knowledge - Applying specialized, technical job knowledge that is needed to perform the job successfully.
• Job Competencies – Self:
• Manages Ambiguity - Operating effectively, even when things are not certain or the way forward is not clear.
• Nimble Learning - Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder.

Minimum Qualifications:

• Bachelor's degree (BA/BS) from four-year college or university in Pulp & Paper, Chemical Engineering, Chemistry, or Biology (Pulp & Paper Degree preferred).
• 5 years + proven sales record and/or years related experience and/or training.
• Demonstrated experience in problem-solving, using multiple analytical procedures to identify, characterize, and solve issues and barriers.
• Successful selling record in chemical sales desired.
• Demonstrated understanding of business/finance and terminology desirable.
• Effective verbal and written communication, including the ability to make clear, persuasive, concise, and well-organized oral presentations.

Preferred Qualifications:

• 10 years + proven sales track record.
• 10 years + of chemical or pulp and paper industry experience.
• Solid understanding of smart digital solutions and can identify customer opportunities.
• Experience in Six SIGMA and Lean are a plus.