Account Manager - Chemical Intermediates

SI Group   •  

Virtual / Travel

Industry: Manufacturing & Automotive

  •  

5 - 7 years

Posted 65 days ago

This job is no longer available.

General Description: Account Manager's primary role is to support the maximization of profitability of the Chemical Intermediates segment over the short and long term via coordination with the global SBU team and engagement of customers, leveraging a combination of contract and spot sales strategies. This role requires a consistent, high level ofengagement with the customer base and other members of the Chemical Intermediates SBU to meet the global SBUs profitability goals.


Regional Account Management:

  • To set and achieve the annual sales budget (total margin) in conjunction with the Director of Sales and other business functions
  • Submit monthly reports
  • Interact with customers and distributors/agents on a regular basis to establish and maintain relationships and stay current with respect to customer needs and market knowledge. Complete timely call reports and distribute through appropriate distribution channels.
  • Sell SI Group product portfolio, utilizing Brand promotion, to appropriate customers to help achieve company revenue and profitability objectives.
  • Support cross-regional sales efforts; maximization of global profitability takes precedent over regional sales performance
  • Prepare annual Account Plans for assigned accounts. Prepare Key Account strategies for the top customers or potential customers and execute accordingly.
  • Manage price changes to maintain/improve profitability that achieves Company margin and profit expectations for current, new, and modified products.
  • Maintain accurate rolling forecast as set by SI Group to include volumes, pricing and unit margins.
  • Manage sales contracts (purchase & supply agreements) where appropriate by negotiating, amending or updating information, as necessary. Proactively review contracts on a regular basis to ensure customer requirements are met and SI Group is achieving maximum value.
  • Understand the market in assigned region and identify and promote realistic growth opportunities for existing and new products.
  • Provide commercial, new product & marketing information and guidance to business and technical personnel as appropriate. Update project validity and financial information in Pipeline Planner.
  • Facilitate customer specification approval and reviews and technical product presentations/awareness to customers in conjunctions with Technical Service Managers. Complete timely technical call reports and post in associated CRM system
  • Contribute to resolving customer complaints and problems in accordance with the Corrective Action Report (CAR) procedures.
  • Regularly meet with Distributors/Agents to discuss direction of the business, sales goals, new product goals, and other topics as necessary. Manage their expectations to ensure the Company's commitment to and compliance with quality goals and objectives are being met, and review their performance and accomplishments annually. Take any necessary corrective action.
  • Process sample order requests and follow-up afterwards to receive a product evaluation from the customer.

International Account Management – Level 1 Accounts:

  • Develop, maintain and execute the International Account Plans that have been assigned
  • Conduct quarterly communications with the defined regional sales counterparts to discuss the account with the following actions in mind:
  • Assist in facilitating contracts, supply and RFQ where appropriate
  • Assist in facilitating new product opportunities
  • Develop and ensure consistent SI Group message
  • Leverage regional best practices
  • Understand and help drive the execution of: market strategy, product selection, pricing, manufacturing site selection, sales process, payment terms, channel management, and resolve any conflicts between the regions
  • Summarize actions and key issues from the communication meeting and communicate with SBU's core team

International Account Management – Level 2 Accounts:

  • Conduct appropriate communications with the defined regional sales counterparts to discuss the account with the following actions in mind:
  • Assist in facilitating contracts, supply and RFQ where appropriate
  • Assist in facilitating new product opportunities
  • Develop and ensure consistent SI Group message
  • Summarize actions and key issues from the communication meeting and communicate with SBU's core team

Environment, Health and Safety:

  • Take responsible care for the health and safety of self and others
  • Commit to a clean, safe and healthy environment
  • Use and take proper care of protective clothing and other health and safety facilities and equipment provided
  • Report any situation believed to present a risk to health and safety of self and others
  • Support the Behavioral Safety Program Contribute to managing SI Group's Quality Program, ISO 9001 and RC 14001 Standards, in conjunction with relevant regional quality management employees
  • Understand the regulatory and EHS conditions of the Rubber and Adhesive market in assigned region.
  • Assist in administering Product Stewardship functions of the Responsible Care® Program under the guidelines of the American Chemistry Council.

Qualifications

Education and Experience

  • BS in Chemistry, Chemical Engineering or Business Administration with a science minor
  • MBA or equivalent desirable
  • Min. 5 years' experience in chemical sales and business development with a proven track record
  • Strong analytical, strategic, organizational, reporting, presentation, and communication skills
  • Ability to work effectively in an international team environment
  • Proven leadership and teamwork qualities
  • Commercial Instincts: Contract term knowledge, negotiating skills, price/value mgmt, closes the deal
  • Business Acumen: Understands economic drivers, cost conscientious, finance fundamentals, drives for result
  • Customer Relationship: Adaptable style, communicates effectively, passion/energy for service
  • Industrial Alertness: Strong industry relationships and knowledge, creates competitive advantage, supports value proposition and brand
  • Extensive travel in North America