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Sales and Key Account Manager Job

Date: Nov 21, 2018

Location: King of Prussia, PA, US

Company: Arkema

Req Id 30307 - Posted 11/21/2018 - Sales - King of Prussia. Pennsylvania. US


 

 

Job Title:  Sales and Key Account Manager – Functional Additives BU – Organic Peroxides

 

Location:  King of Prussia, PA or remote

 

SITUATION IN ORGANIZATION

Directly reports to:  Business Director – Functional Additives - Organic Peroxides.  This role has 4 direct reports at Account Manager or Senior Account Manager levels.

 

JOB DIMENSIONS

The Sales and Key Account Manager manages a team(s) of account managers and is responsible for directly managing key, complex accounts for the business.  This role works with minimal guidance and direction from business unit (BU) leadership and is primarily responsible for:

  • Preparing and achieving the teams’ sales volume, price, margin and strategic goals, with a focus on promoting profitable growth, long-term retention and satisfaction of team’s customer base.
  • Talent attraction, retention, development and management of team members, including planning and communication, prioritizing and goal-setting, providing feedback, and coaching. Ensures quality standards are met and sustained for self and team.
  • Proactively developing and facilitating deep knowledge of the team’s critical customers, industry, market dynamics, and value proposition.  Also, establishing effective ‘partnerships’ with decision makers and influencers at multiple levels within key customers’ organization (includes vertical and horizontal penetration).
  • Collaborating with other Managers/Directors across the business unit and Arkema network, including those in Sales, Marketing, Business Unit Leadership, Customer Service, R&D, Supply Chain and Manufacturing.
  • Acting as a business unit (BU) ambassador by educating, informing and sharing relevant information on team’s customers/products/solutions with other Arkema BUs and senior leadership, in the interest of collaboration and maximizing customer relationships across Arkema.
     

KEY ACTIVITIES AND RESPONSIBILITIES

Strategic planning and management of sales objectives and team:

  • Develops the team’s strategic sales plan; communicates and sells the vision to the sales team.
  • Establishing and achieving or exceeding budgeted sales volume, price and margin for the team.
  • Drives and monitors team effective account management:  developing and maintaining account plans, customer retention, managing working capital, credit, and customer satisfaction.
  • Establishing and achieving or exceeding additional strategic team goals.
  • Cascades team’s goals and priorities to individual sales people.
  • Collaborates with Business Managers to develop pricing strategies, also working in alignment with designated margin and strategic business goals and customer needs/shifts. 
  • Provides guidance and insights on sales presentations, complex negotiations and contracts as well as preparing presentations, contracts and proposals for key accounts.
    • Translates complex products, offerings, and applications to existing and potential customers.
  • Develops, utilizes and analyzes effective reporting tools and performance metrics.  
  • Establishes and owns the team budget.
  • Ensures that the team is actively monitoring the competitive landscape and downstream market dynamics, and formulating/communicating the appropriate response strategies.
  • Provides regular updates/presentations to Arkema senior leadership on progress/changes to the team’s accounts.
  • Optimizes workforce planning, with a focus on optimal market/customer coverage. 

 

Driving key partnership for self and team with customers and key/critical accounts, including:

  • Establishes effective ‘partnerships’ with decision makers and influencers at multiple levels within key customers’ organization, including vertical and horizontal penetration.
  • Works with individual sales people to close deals, especially deals that are falling behind expectations
  • Networks across the BU and/or Arkema organization to effectively and efficiently resolve high-level customer issues/problems,
  • Ensures the highest standards are achieved for customers in the areas of health, safety, and environmental compliance.

 

Talent Management and Development of Sales team, including:

  • Introduces and shares market best practices to team members (in the areas of technical sales strategies, sales operations, technology, reporting and analytics). 
  • Embraces Arkema’s Sales Excellence initiatives and ensures team is aligned and moving forward in similar manner.
  • Keeps team members apprised of team performance relative to goals as frequently as practical. 
  • Partners with other Arkema business units to maximize critical/strategic customer relationships.
  • Regularly assesses team and individual direct report development needs and works with them, business leadership and HR to ensure appropriate training, development and support. 
  • Provides individual team members with day-to-day guidance, performance management, feedback and coaching based on on observcations and/or feedback from others.

 

Cross BU collaboration and projects:

  • Participates in larger networking and collaboration with other Arkema sales team leaders and business leaders on special projects, if required, and to capture opportunities for sales and business best practices.
     

CONTEXT AND ENVIRONMENT

  • Travel estimated at 70% annually across US and to Canada (occasional) – may fluctuate based on customer needs and/or trade show/conference attendance needs.  Travel types include car (driving), rail and flights
  • Position requires working with remote sales team members with access to and need to use various forms of communication and collaboration technology (mobile phone, video meetings, SharePoint, etc.)
  • Requires hours outside of normal work day/work week to meet certain deadlines throughout the year.
  • Supports the site HES policy and complies with all regulatory and internal requirements
  • Participates in HES activities provided by site management and Arkema Inc. (e.g., Behavioral Base Safety, SafeStart, etc.)
  • Supports and promotes the reporting of all health, safety, environmental, near-miss, accident or injury incidents

 

REQUIRED EDUCATION/QUALIFICATIONS /WORK EXPERIENCE

  • Bachelor’s degree in Sales, Marketing, Chemistry, Engineering, or related discipline
  • 10+ years of experience in chemical/technical sales or business selling/market management required.
  • 3+ years’ experience managing strategic/global customers preferred.
  • 1+ years managing a sales team and planning/executing on sales goals/strategy/plans
  • Ability to travel to customer sites, Arkema sites, and trade shows/conferences/other internal meetings required.
  • Knowledge and experience working with a P&L and working capital preferred.
  • Experience in Organic Peroxides or other related complex chemistry a plus.  Knowledge and experience with light materials, green materials, energy efficient materials a plus.
  • Experience using SAP or other ERP system preferred.
  • Experience working in a highly matrixed environment preferred.

 

DEMONSTRATED COMPETENCIES

  • Keep information confidential; Engender trust and respect.  Conduct work in accordance with all applicable rules and policies.
  • Strong customer focus and ability to build relationships at all levels.
  • Strong business acumen and presentation skills at leadership level, oscillating well between high level and details depending on audience
  • Able to evaluate options and make appropriate decisions; Seeks counsel on only the most complex issues; Understands business drivers and risks in decision making.
  • Strong negotiation and sales leadership skills.
  • Prioritizes objectives and provides appropriate level of response timely to team and others. 
  • Drives team and self to consistently and accurately meets deadlines and deliver results.
  • Ability to influence across all levels – seeks feedback and support of others proactively to support this.
  • Problem solver - Identifies root causes and provides solutions; With alignment, implements improvement ideas
  • Seeks and accepts feedback for self and team – addresses performance and/or development gaps timely. 
  • Willingly shares knowledge and best practices across team and other departments.
  • Coaches and supports team with an intent of development and sustainable/strong performance.
  • Proficient in knowledge of Organization, Processes and Customers.  Ability to identify and drive improvements.
  • Discerns what information should be elevated and does so appropriately and timely.  Shares subject matter knowledge with other groups to ensure the success of Arkema

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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