Industrial chemical sales is about understanding customer needs, building long-term customer and supplier relationships, and solving everyday challenges. We interviewed Sirpa Nuutinen, who works as a Senior Sales Manager at Berner Industries.
How has your career path evolved and what do you find most inspiring in your work?
II have always been interested in international business, and I ended up in the chemical industry somewhat by chance. After my studies, I joined a scholarship programme in Germany and worked as a trainee at the major chemical company Degussa (now Evonik). This experience later led me to the import and distribution of chemicals in Finland. At that time, German language skills were particularly valued in the industry.
I have enjoyed working in industrial chemical import and distribution throughout my entire career. People in this field often stay for a long time – and so have I. At Berner Industries I am responsible for sales to the chemical and metal refining industries, as well as for the procurement of several products and for supplier relationships. I work in close co-operation with our logistics coordinators: they take care of the practical steps in the supply chain, while I am responsible for the commercial terms, pricing and negotiations with both customers and suppliers.
Sales has felt natural to me since I was young, but in industrial customer work it is crucial to truly understand the customer’s real needs. What I particularly value in this role is the opportunity to build long-term, personal yet professional relationships. Buyers are, above all, people, and my goal is to become a natural partner for them – someone they are happy to contact when new needs or opportunities arise. Trust is built by keeping promises, being flexible and ensuring reliable availability. I still get excited about meeting new customers, and I appreciate the fact that at Berner Industries we can influence which products we sell and where we source them from.
What does a typical workday look like? What kind of customers do you work with and what situations arise during the day?
At Berner Industry, Sales Managers are responsible for the entire sales process without a separate field sales organisation, which makes the work very versatile. I am in contact with customers every day by email and phone, and more extensive discussions are held either face to face or in Teams meetings.
Our customer base is diverse: large international and domestic corporations, middle-size companies as well as small businesses. My key contacts work in procurement, production and product development, and each of them operates in a slightly different way. In my role, it is important to adapt to these different ways of working and to build trust that supports smooth cooperation over the long term.
During the day, I respond to customers’ product and availability enquiries, obtain purchase prices from suppliers, request freight rates from the logistics team and prepare quotations for customers. I monitor the development of sales and inventory levels and share market information with colleagues. At the same time, I may be resolving delivery challenges, preparing cost calculations and looking for new sourcing channels. Amid all this, I still need to be able to focus on major commercial negotiations and contracts, where the real results are achieved and the success of long-term cooperation is determined.
The work is at times hectic, especially at the end of the year and before the summer holiday season, but the variety keeps it interesting. In addition to my own expertise, my most important work tool is my computer. I use it for everything from quotations and contract negotiations to sales follow-up.
What is the most rewarding and the most challenging aspect of your work?
The most rewarding thing is seeing long-term co-operation bear fruit: the customer trusts us and places repeat orders. The most challenging aspect is the element of unpredictability. Logistics or the raw material market can change quickly, and then creativity, flexibility and quick decision-making are required.
Ultimately, it is the overall picture that is most rewarding. Sales is a marathon, not a sprint. Customer relationships are built over time, and trust is the most important currency. And of course, having an excellent team is a real privilege – good team spirit is something our customers can also sense.