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