End Use Manager, Coatings

July 31, 2014

BYK-Gardner USA (, a member of world-wide organization Altana, develops and sells instrument solutions for the quality control of color, appearance and physical properties.

Job Description:

BYK-Gardner serves many small niche end use markets where there are limited numbers of
potential and current customers. By maintaining sales personnel dedicated to these
end use markets we have the resources to develop intimate personal relationships with
virtually every customer and prospect within each end use.

Through the development of our outside and inside sales force, we have proven that
direct personal contact with our customers is the most effective means to grow our
business. Therefore we will optimize our growth potential with a structure that allows
direct personal contact with every potential customer in each end use.

Through a structured proactive, systematic and thorough approach, we will step by step
personally contact all identified customers and prospects within each end use, identify
current and future potential, and maximize current and future sales.

This position is a direct sales role with sales responsibilities for all Color and Appearance
products into a specific End Use Market (coatings, paint makers).

This position is responsible for developing an End Use business plan with quarterly reviews, including routine daily documentation of sales calls and visits as well as a rolling 4-week travel schedule.

The business plan will include a listing of all specific End Use accounts and the relative classification in relation to the sales potential of the accounts (S, A, B and C). The End Use Manager is to directly manage and proactively develop all accounts, and is expected to develop target specifiers (Brand Owners) who could specify BYK-Gardner Color and Appearance solutions to their supply chains.

Since the End Use Manager is developing this market, they will need to develop programs with marketing to help to identify leads and opportunities. To be clear, the primary role of this End Use Manager is to target specific companies and contact them directly to determine who are the key decision makers and influencers are and get an appointment to sell color and appearance instruments.

In addition to selling all the BYK-Gardner color and appearance solutions and products, installation and training will be provided on the higher priced instruments that make up a large percentage of sales.

Since this territory is a large geographical region, good time and territory management skills will be a needed skill set. In addition, this End Use Manager will have direct contact with the various business groups within these target accounts and from time to time may be required to coordinate key information with other sales and business managers, product managers and management. In addition, the End Use Manager will be expected to cooperate in cross divisional activities within ALTANA and attend seminars, trade-shows, conferences and sales calls when assigned.

This position is classified as Exempt
No direct reports
Up to 80% travel required; must have valid drivers license


Location: Great Lakes areas – Chicago to Pittsburgh

Desired Skills and Expertise:

At least four (4) years of progressive technical sales experience required;
Remote, national or territory-based sales preferred
Bachelor’s degree in Marketing, Engineering or related discipline
Excellent oral, written and interpersonal communication skills
Ability to effectively deliver customer presentations
Effective time management capabilities
Proficiency with MS Office Suite; SAP knowledge preferred