Head of Sales, Industrial Formulators

Head of Sales, Industrial Formulators (US & Canada)

Location: USA – Remote

BASF’s Care Chemicals division is a globally leading supplier to the cosmetics, detergents and cleaning industries. We are looking for a Head of Sales to join our Industrial Formulators team.

As Head of Sales, Industrial Formulators, you will lead all sales efforts for BASF into the various North American Industrial Formulators markets, including agriculture, construction, chemical processing, and upstream ingredient providers to the CASE market. You will lead a sales team in a growing market by understanding customers’ needs and driving the sales of a strategic, profitable product mix through collaboration with Product Management, Supply Chain, Marketing, Technical Service, and Research and Development. You will drive growth with customers while gathering market intelligence, building deep customer relationships, and building a robust NBD pipeline. This position will require availability to travel approximately 50% of the time.

Key Responsibilities

• Own sales metrics and reporting: define KPIs (pipeline coverage, win rate, average deal size, sales cycle length, churn risk), maintain dashboards, and provide transparent weekly/monthly executive updates
• Design and implement territory and account segmentation: align resources to highest-value opportunities, optimize coverage models and distribute accounts to maximize growth and efficiency
• Recruit, develop and retain top sales talent: hire for skill and culture fit, run onboarding programs, and create career progression paths to keep high performers engaged
• Define value-based pricing and proposal strategies: support commercial negotiations, ensure solutions are positioned on value rather than price, and negotiate contracts that balance growth and margin
• Champion continuous improvement: run deal reviews, post-mortems, and best-practice sharing; iterate on sales plays based on data and customer feedback
• Ensure compliance and governance: enforce contract approval workflows, maintain accurate CRM data, and uphold legal and regulatory requirements in all sales activities

Requirements

• Bachelor’s degree in business management, chemistry, engineering, marketing or related field. MBA is preferred
• Proven leadership skills with managing and leading high-performing teams
• 8-10 years of commercial experience, with strong preference for industrial markets, such as CASE raw materials, construction, and chemical manufacturing segments
• Strong written and verbal communication skills for customer facing and engaging key stakeholders both internally and externally
• Demonstrated ability to deliver results under pressure in a dynamic environment
• Strong commercial acumen to maximize growth potential of the business
• Ability to travel through the region for approximately 50% of the time

Pay Range: $144,800 – $181,000. Actual pay will be determined based on education, certifications, experience, and other job-related factors permitted by law.