Sales Representative

Salary depends on experience
Posted on 09/22/17
Virtual / Travel
5 - 7 years experience
Engineering Services
Salary depends on experience
Posted on 09/22/17

Job Role Summary


The Sales Representative is primarily responsible for customer interface and customer satisfaction.  The Sales Representative also develops new customer relationships consistent with target market and service level strategies, interfaces with customers and represents the voice of the customer within one of several businesses within ExxonMobil Chemical. Sales Representatives may be a member of one or more teams or networks, e.g. Application Development Team, Pipeline Management Team, etc.
Develop and maintain customer relationships

  • Understand customer requirements and match to ExxonMobil's product base, ensuring demand for selected product is within supply capability
  • Utilize Customer Relationship Management pipeline functionality to facilitate management of Performance Product growth opportunities
  • Identify new or improved products and services needs at current and new customers for consideration
  • Support Marketing to develop sales and value-in-use assessment for new product and application developments
  • Gather data for customer masters and provide to Global Customer Service for system entry
  • Develop and manage account plans for each customer utilizing the customer relationship management (CRM) system
  • Gather and properly document market research
  • Develop contract agreements with customers aligned with Sales Contract Management System
  • Ensure agreements are accurately recorded, monitor actual sales orders against the agreements, and review the impact of market changes on existing agreements
  • Conduct sales calls and customer visits to solicit sales from customers and enter in CRM, as per guidelines
  • Negotiate (within guidelines) prices, discounts, volume rebates, and sales terms with customers, and ensure that these are accurately recorded in the system
  • Support customers in the use of ExxonMobil's products, in accordance with the service level strategy, by: providing tailored product and services information, answering customer inquiries about products and technology, providing value-added technical support, and providing Safety, Health and Environment (SHE) information on product use
  • Provide details of anticipated sales demand and demand changes to the Supply Chain
  •  Input sales forecast adjustments to improve accuracy of the customer forecast (within the guidelines set by the Demand Analyst)
  • Perform volume management activities as documented in the volume management system
  • Resolve customer claims and disputes
  • Ensure resolution and closure of customer feedback items
  • Leverage Customer Support Center for customer support activities (maximize Sales Representative time spent developing and executing sales)

Role may be based in a variety of areas in the United States and may be home based if located outside of the Houston area.


Job Requirements


  • Bachelor’s Degree in an Engineering discipline,
  • A minimum of  five years petrochemicalsalesexperience
  • Willingness to travel ~60% of the time

Preferred Knowledge/Skills/Abilities


  • Skilled Sales Function Competencies, including strong analytical and problem solving skills
  • Experience in Project Management and industry knowledge
  • Credible resource with experience in Sales and Marketing
  • Demonstrated ability to influence and drive change management
  • Ability to work with minimal supervision
  • Effective at collaboration and networking
  • Ability to identify best practices and drive global consistency
  • Results orientation with bias for action
  • Strong leadership skills and ability to work beyond area of responsibility
  • Effective interpersonal skills and communication across the organization
  • Strong planning/business acumen/strategic thinking
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