06 Jun
Strategic Account Manager
Texas, Clearlake 00000 Clearlake USA

Vacancy expired!

Job Description

Our Client’s Catalysts GBU manufactures primarily catalysts for petroleum refining processes such as Fluid Cracking (FCC) and Clean Fuels (CFT). Markets are global and supplied by 3 (FCC) and 3 (CFT) plants including a JV for FCC in Brazil and a JV for CFT in Japan.

The product market combination is characterized by highly specialized industrial chemicals for international markets of multinational customers. Customers are major, regional, and independent oil companies with 750 refineries spread over almost every country. Customers choose suppliers based on product performance in their processes and/or test laboratories, technical services, logistics,

relationship, trust, added value and competitive pricing.

Worldwide there are two main competitors and several regional players in FCC and worldwide five main competitors CFT. In FCC application segments are Resid (main objective for units processing heavy feeds), VGO (main objective units processing lighter feeds) and Max C3= (units processing either heavy of light feed to maximize C3=).

In CFT the segments are ULSD (to produce low sulfur diesel), VGO (units processing VGO as feedstock for conversion units), HC/HCPT (treating and cracking heavy feedstocks under hydrogen to middle distillates type of products), Resid (either fixed bed or ebulating bed operations treating and converting very heavy feed to lighter intermediate products for further treatment/conversion).

The product line is complex with custom-made products for almost every FCC unit and combinations of a variety of products for each CFT unit.

Sales are done by our own sales force, organized in Sales Teams per product line responsible for (sub-) regions and/or major accounts. R&D is organized globally and directed by business, technology, and R&D managers with an important contribution as regards market intelligence/trends from technical in house application experts.

Purpose/Key Objective

Looking for a Senior person with 12+ years of Complex Chemical Salesexperience.

  • Sell Client's CFT and FCC products and grow sales revenue at strategic accounts in North America.
  • Own the

    Client's customer interface.
  • Maintain and improve market, customer and competitor information.

Accountabilities

  • Achieve/exceed sales objectives through both revenue & profit through value added proposals.
  • Take a leading role in developing value propositions with business leaders and supporting functional groups to demonstrate performance improvements and/or cost savings for customers.
  • Successfully negotiate, implement and secure key/large business opportunities through long-term supply agreements.
  • Forecast accurate sales volume and revenues.
  • Factual and timely internal reporting by using company tools.

Responsibilities

  • Present a three year forward looking account plan annually
  • Build and maintain key customer relationships at various senior management levels.
  • Identify and develop new opportunities.
  • Translate market plans to actionable tasks and tactics supporting business strategy.
  • Develop, teach and apply Challenger Selling tools and techniques.
  • Optimize Albemarle internal relationships with business, technical service, S&OP, manufacturing, CSR and finance to maximize rate of success

Organization

Reports to: Global Sales Director

Supervises:
None

Functional (dotted line) responsibilities/network:

  • Technical field sales representatives (max 3)
  • Technical specialist (max 2)
  • Field support representatives (max 2)
  • Sales support representatives (max 1)

Key figures:

  • Number of customers: 1

  • Number of CFT units: 182

  • Number of FCC units: 14

  • Number of countries: 2

  • Current Sales CFT: 25 MM

  • Current Sales FCC: 60 MM

Qualifications

Key Competencies

Customer Focus

Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

Business Acumen

Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

Politically Savvy

Understands the objectives of the customer and the various forces of power within the customer. Able to navigate various customer demands in order to maximize Albemarle’s presence and results.

Negotiating

Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

Decision Quality

Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions

Drive For Results

Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.

Integrity and Trust

Is widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; admits mistakes; does not misrepresent him/herself for personal gain.

Perseverance

Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.

Problem Solving

Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and does not stop at the first answers.

Additional Information

VISA:Applicant must be a U.S. citizen or a current Green Card holder

To move forward, I would need the following from you ASAP!

1. Your

UPDATED

resume in word format.

2. Your Availability, Immediate, two weeks etc

3. Four professional, verifiable references, email addressandphone number.

4. Your Salary requirements.

No Corp-to-Corp !

Must become a W-2 employee!

Work Status: US Citizen or Valid Green Card Holder will work with a Corp to Corp!

Vacancy expired!


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