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Account Manager, OEM Industrial Accounts Job

Date: Aug 15, 2019

Location: King of Prussia, PA, US

Company: Arkema

Req Id 28901 - Posted 07/16/2019 - Sales - King of Prussia. Pennsylvania. US


 

SITUATION IN ORGANIZATION

• This position will report to the Fluorochemicals Sales Manager, Global Key Account Manager – OEM Foam/HVAC ROLE
• The Account Manager will be responsible for Fluorochemical refrigerant and blowing agent sales to all OEM Foam Accounts and small to mid-size HVACR OEM manufacturers in the USA. 

ACTIVITIES

• Develop and maintain key relationships with national accounts (on a ‘high, wide & deep’ basis) and prospects through:

  1. Customers’ visits/ regular calls
  2. Organization of customers’ events
  3. Participation in relevant trade/association meetings.

• Manage relevant accounts from a global perspective through the KAM (Key Account Management) process when requested to do so.    
• Maintain an understanding of all the key contacts for each account.  This includes Corporate Sourcing plus the Customer’s Business, Marketing, Production, and Research Organizations.  Reach high, wide and deep into the organization at all accounts. 
• Develop, maintain, and implement Key Account plans that will support the business annual plan. 
• Present account strategies and progress versus milestones to the sales manager and Fluorochemicals team on a routine basis.
• Communicate and coordinate with the Foam and HVAC market managers.
• Implement price and volume strategy for assigned accounts.
• Negotiate contracts along with the Sales Manager and align with strategy guidelines provided by Business Managers. 
• Ensure product delivery through coordination with Supply Chain, reconciliation of invoicing issues, and perform as a proactive manager of the collection process.
• Ensure field intelligence gathering and provide relevant account information back to the Sales Manager and the Business Managers through timely direct communication as well as detailed sales call reports for all relevant customer visits.  Enter all sales contact activity in the Sales Force web based contact management database. 
• Develop and proactively manage monthly and annual sales forecasts and budgets within the scope of product and account importance


CONTEXT AND ENVIRONMENT

• Being at ease and prepared in front of the customer and/or management, including good presentation skills, negotiating skills, and ability to close a deal/sale.
• Able to penetrate the customer organizations on a high, wide & deep basis and uses this ability to build & strengthen a broad network across the customer platform (production to corporate headquarters level)
• Maintain a reliable, consistent, positive and technically responsible corporate image.
• Position will be ideally based in the Philadelphia, PA area or live close to a major metropolitan airport. 
• Relocation will be provided for the right candidate 
• Ability to manage the job responsibilities while traveling a significant amount of time.


ACCOUNTABILITIES

• Achieve sales targets as directed by the Annual Business Plan & the Sales Manager.
• Ensure regular interactions and good relationship management through effective preparation and proper call planning.
• Continually prospect for new sales with existing customers and potential new customers. 
• Implement pricing initiatives through existing channels and propose new mechanisms for potential new scenario’s.
• Deliver the annual proposal for volume and pricing by account in line with the annual budgeting process. 
• Provide monthly updates to the quarterly and annual forecasts by product line. 
• Document and provide valuable competitive sales and marketing information to the entire Fluorochemicals team.  This includes knowing the overall market size with an estimate of share by producer for like products as well as competitive alternatives to Fluorochemical materials.
• Develops and maintains proficiency in Arkema’s broader products, offerings and solutions. Acts as business unit ambassador; educates, informs and shares relevant information on customers/products/solutions with other Arkema business units and senior leadership in the interest of maximizing customer relationships.
•  Utilizes a travel and promotion budget in an effective manner while maintaining necessary level of interaction by account.

 

QUALIFICATIONS / EXPERIENCE REQUIRED

• Bachelor’s Degree in business or science needed to understand the technical, financial and economic aspects of the job.
• 7+ years experience in sales and/or marketing; previous chemical, polyurethane and/or HVAC industry experience a plus.
• Good time management and organization skills
• Strong interpersonal skills, presentation skills, negotiating skills.
• Able to interact with and influence internal employees and customers at all levels in their organization (up to the C level).
• Develop and execute Key Account Plans: tactics, assignments, rationale, due dates, deliverables.
• Demonstrated success in contract negotiation, closing sales, finding new sales and bringing ideas forward that may add value to the overall company.
• Ability to understand customer needs and desires within the context of Arkema’s account goals.
• Ability to interact with all levels of customer personnel from the ground floor up to Business leaders
• Proficient with Excel, Word, PowerPoint and a good understanding of SAP.
• Self-motivated and able to work effectively within a team environment.
• Able to cope with a travel schedule that may require travel 60% of the time (nationwide travel).

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 €7.5 billion in 2016, we employ approximately 20,000 people worldwide and operate in close to 50 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, compensation and training.

For more information about the EEOC, please refer to The "EEO IS The Law" poster at http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf

 


Nearest Major Market: Philadelphia

Job Segment: Genetics, Account Manager, Industrial, ERP, Coating, Science, Sales, Manufacturing, Technology