Job Information
ALBEMARLE Refining Solution Account Manager in United States
REQ-25250
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Job Description
Purpose of Function:
Directly Accountable for some customers in his/her own region for the sale of FCC catalysts
Retain existing accounts and win new opportunity
Prepare Account plan (3 year +) for assigned Strategic Account(s). Account plan to include comprehensive detail of Strategy, Objectives, Activities, and milestones.
Prepare Negotiation Plans for assigned regional customers and contribute to all other Negotiation plans for Global Strategic account.
Define priorities and resource allocation required to achieve objectives for his/her Accounts.
Value selling principles
Account Management:
Represents Ketjen in front of the Strategic Account and coordinates business activities with that customer
Drafts, negotiates, and implements all contracts, agreements, NDA’s and compliance documents for Strategic Account(s).
Coordinates or prepares quotes for Sales to all accounts
Coordinates Relationship Matrix for Account(s) including regional HQ visits (international travel if necessary)
Coordinates all testing and product qualification with Account(s)
Accountable for the execution of the Sales Plans of all accounts
Account leadership:
Coordinate activities of Cross functional team of Sales, Technical Service, Segment Specialist, R&D support and Legal
Increase Team efficiency by supervising and steering team members activities in line with Account plan [Strategy, Objectives, Activities, and milestones]
Directly Accountable for up-to-date demand planning for his or her Account(s)
Promotes, monitors and ensures flawless execution of essential processes and procedures for the functional role of team member (SFDC, Negotiation plans, check list…)
Defines, together with Director of Sales and Technical Service, Asia Pacific, Sales resources required and their allocation
Qualifications:
Technical degree in Chemistry, Engineering or similar with experience in Sales and/or process engineering in one or more of the following fields: oil refinery / process technology licensor / engineering company / specialty chemicals supplier
Ideally has good negotiation skills, understands sales cycle management process and the value chain in a refinery
Experience in working in the Japanese refinery industry preferred. Experience in FCC would be highly preferred.
Sales Experience of min. 5 years.
Experience in different regions/locations is a plus
Excellent command of English and Japanese both oral and written
Strong Communication skills, Experience in Change and Influence Management, able to listen and react with proper argumentation
Able to effectively deal with ambiguity as well as priority setting to allow optimal execution of business and sales strategies
Able to build internal and external relationships at high level in different and complex reality (50% travel required).
Have good presentation skills
Understand of compliance requirements
Training in compliance and business ethics at multi-national corporation
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