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Technical Account Manager - Molecular Sieves Job

Date: Feb 15, 2019

Location: King of Prussia, PA, US

Company: Arkema

Req Id 30447 - Posted 01/17/2019 - Sales - King of Prussia. Pennsylvania. US


 

The Technical Account Manager – Molecular Sieves position reports to the Technical Sales Manager – ARKEMA Molecular Sieves Americas

 

JOB DIMENSIONS

 

The Technical Account Manager will be responsible for technical support, sales and business development in North America for ARKEMA’s Molecular Sieves into the Natural Gas, Petrochemicals, Refining and Industrial Gas industries.

 

The Technical Account Manager will be responsible for implementing the sales plan and maintaining relationships with our customers and distributors in the Oil & Gas and Industrial Gas industries. This role includes the technical support provided to customers: technical offers, designs, technical consultations, startup assistance, troubleshooting.

 

KEY ACTIVITIES AND RESPONSIBILITIES

 

Technical support to customers and distributors - 50%

  • Technical support to both our customers and distributors: technical offers, designs, loading supervision, startup recommendations, troubleshooting.
  • The technical proposals submitted to our clients must be customized to each customer / application in order to emphasize ARKEMA’s value proposition.
  • For existing and new accounts, provide all the required technical support, in partnership with our distributors – loading and startup recommendations, operation follow up, troubleshooting, technical recommendations to optimize the operation of the adsorption unit.

 

Account Management - 25%

  • Follow existing accounts: the sales cycle for adsorption units can take 3 to 5 years. Maintaining a reliable, consistent, positive, technically responsible image is critical to the long-term success of the business.
  • The key accountability for this role is to execute the growth strategy of the American business in the Oil & Gas market.
  • Prepare specific sales strategies with our distributors for each opportunity.
  • Ensure an accurate forecasting of sales by monitoring commercial offers, timing of the projects, probability. Report sales opportunities in monthly meetings.
  • Lead proactively the sales process in order to secure a positive outcome of the commercial offers.
  • Develop effective customer relationships at different levels of the organization through the sales process.

 

Business Development - 15%

  • Actively pursue and report new business opportunities in partnership with our distributors.
  • Maintain an action plan to prioritize these opportunities and leverage ARKEMA resources to prepare the best strategy to secure new business.
  • Provide and implement a strategy to grow the business, team-work with the international sales and marketing teams.
  • Deliver growth in the Oil & Gas business: consistently secure new business.

 

Industry & Customer Knowledge - 10%

  • Understand market dynamics, customer’s economic environment, strategic business objectives, technical requirements.
  • Reporting of sales activities and market information.
  • Conferences and trade-shows.

 

CONTEXT AND ENVIRONMENT

  • Highly technical position
  • Must be at ease and well prepared in front of customers and/or management, including good presentation skills, negotiating skills, ability to close a deal/sale
  • Ability to communicate effectively with international counterparts
  • Maintaining a reliable, consistent, positive, technically responsible corporate image is critical to the long-term success of the business
  • On average, business travel is expected to be at the 35 - 40% range.  May be higher at times. There will be 2 to 3 yearly trips to Europe as well.

 

REQUIRED EDUCATION/QUALIFICATIONS /WORK EXPERIENCE

  • Bachelor’s degree in Chemical Engineering
  • 5+ years experience in a technical or technical sales role in an industrial environment, preferably in the Chemical Industry
  • Experience in the Oil & Gas industry a plus
  • Must have a good understanding of financial and economic aspects of the job
  • Optimal time management and organization skills a must
  • Must be self-motivated and comfortable working independently in a matrix structure
  • Strong interpersonal skills, presentation skills and negotiating skills
  • Ability to understand customer needs within the context of Arkema’s financial targets; ability to interact with all levels of an organization.

A designer of materials and innovative solutions, Arkema shapes materials and creates new uses that accelerate customer performance. Our balanced business portfolio spans High Performance Materials, Industrial Specialties and Coating Solutions. Our globally recognized brands are ranked among the leaders in the markets we serve. Reporting annual sales of €8.3 billion in 2017, we employ around 20,000 people worldwide and operate in some 55 countries. We are committed to active engagement with all our stakeholders. Our research centers in North America, France and Asia concentrate on advances in bio-based products, new energies, water management, electronic solutions, lightweight materials and design, home efficiency and insulation. 

Arkema Inc.  provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arkema Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence.


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