Segment Manager-HI&I

Segment Manager-HI&I

About IMCD Group

IMCD Group, headquartered in Rotterdam, The Netherlands, is a leading global partner for the distribution and formulation of speciality chemicals and ingredients. IMCD is a strong, innovative business partner and solutions provider for producers of consumer, industrial and durable goods in multiple business sectors: Advanced Materials, Beauty & Personal Care, Coatings & Construction, Food & Nutrition, Home Care I&I (Industrial & Institutional), Industrial Solutions, Lubricants & Energy, and Pharmaceuticals.

In partnership with our suppliers, we offer a broad and deep product portfolio. With our over 80 application laboratories across 60 countries, we co-create formulations and offer solutions that allow our business partners to make products with a positive impact on the world of today and tomorrow. Our teams focus on providing commercial and operational excellence, using the best digital and logistics tools available to create a world of opportunity for our partners.

In 2025, with over 5,200 employees, IMCD realised revenues of EUR 4,779 million. IMCD N.V.'s shares are traded at Euronext Amsterdam (symbol: IMCD) and included in the Dutch ESG AEX index, as one of 25 companies within the AEX and AMX indices demonstrating best ESG practices.

Unleash a new element, Element [E]

IMCD has introduced a new, missing element to the chemical periodic table - Element [E]. For us, it stands for our Employees and their Entrepreneurial mindset, the driving force behind our success.

Position Summary

The Segment Manager is responsible for owning the commercial strategy, growth execution, and technical leadership for an assigned market segment. This role drives segment-level growth by developing customer and supplier strategies, leading complex technical and commercial engagements, and advancing IMCD's portfolio and market presence through disciplined opportunity and relationship management.

Essential Job Functions

Lead and execute the segment growth strategy, including market penetration, opportunity creation, and portfolio expansion to achieve revenue, margin, and market share objectives.

Serve as the segment-level technical and commercial expert, engaging with customers, principals, and internal teams to support application development, solution positioning, and value-based selling.

Identify, qualify, and manage new business opportunities and key accounts, driving the full sales cycle from prospecting through close using IMCD sales processes and CRM tools. May retain and fully manage accounts as part of role.

Assess portfolio gaps and lead the identification, onboarding, and development of new principals, including business case development, launch planning, and performance tracking.

Partner cross-functionally with sales, marketing, supply chain, and operations to ensure successful execution of segment initiatives, customer satisfaction, and supplier expectations.

Monitor market, customer, and competitor trends; develop forecasts and provide insights and recommendations to sales management and leadership to inform strategic decisions.

Represent IMCD at industry conferences, trade shows, and customer events to strengthen market presence and expand professional networks.

Qualifications

Education

Bachelor's degree required; preference for Chemistry, Chemical Engineering, Materials Science, Life Sciences, Business, or a related technical discipline.

Experience

Minimum 6 years of progressive experience in technical sales, business development, segment/market management, or specialty chemicals.

Demonstrated experience managing complex customer relationships, technical selling, and cross-functional initiatives.

Knowledge, Skills & Abilities

Strong understanding of industry development and manufacturing processes, ingredients, and applications.

Proven ability to translate technical concepts into commercial value propositions.

Strategic thinking with the ability to develop and execute growth roadmaps at the segment level.

Excellent communication, presentation, and relationship-building skills with customers, principals, and internal stakeholders.

Strong analytical, organizational, and pipeline management skills.

Proficiency with Microsoft Office and CRM tools (e.g., Salesforce).

Preferred Qualifications

Advanced degree in a technical or business discipline.

Experience onboarding and managing supplier/principal relationships.

Prior success launching new products, principals, or market segments.

Work Environment & Physical Requirements

Primarily remote, desk-based role with frequent virtual collaboration.

Significant travel required, up to 50-75%, including overnight travel for customer visits and industry events.

Ability to travel by air and ground transportation and move between customer, conference, and office locations.

Ability to lift and transport up to 20 lbs. of materials such as sample kits or presentation equipment.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Compensation & Benefits

A successful candidate's actual compensation will be determined after considering factors such as work history, experience, skill set, and education. This does not include the value of IMCD's benefits package, which offers bonus eligibility, healthcare, dental, vision, retirement plans, and additional programs designed to support employee well-being.