Experience:
5+ years of experience
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Employment Type:
Full time
Posted:
9/1/2017
Job Category:
Sales
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Arkema | Norristown, Pennsylvania
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Job Description

Req Id 25701 - Posted 06/13/2017 - Sales - King of Prussia, Pennsylvania, US

The Key Account and Sales Manager reports to the Sales Director, Americas of the Fluorochemicals Business, is based in King of Prussia, PA and travel approximately 50%-60% of time.

 

The Role:

  • Combines both direct account management responsibility for key accounts (25%) with management of an experienced sales team (75%), with a focus on driving growth in margin and revenue across specific market segments in the America’s.
  • Proactively develops and facilitates effective ‘partnerships’ with decision makers and influencers at multiple levels within key customers’ organization (includes vertical and horizontal penetration).
  • Is 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 the customer base.
  • Provides management of team members, including planning and communication, prioritizing and goal-setting, providing feedback, and coaching. Ensures quality standards are met. Responsible for selecting and hiring sales talent.
  • Works in close cooperation 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.
  • Has expert understanding of the business’ critical customers, industry, and market dynamics.  Expert in the business unit’s value proposition.  Proficient 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.
  • Works with minimal guidance and direction from business unit leadership.

 

ACTIVITIES

  • Develops sales strategy and plan for key account to meet personal sales targets. Maintains profiles on key customers including customer capacity, process information, products used and demand volumes, competitor share information, expansion plans and organization structure.  Creates and maintains detailed account plans and uses SalesForce.com to document all account activity.
  • Partners with decision makers and influencers within key customers’ organization
  • Translates complex products, offerings, and applications to existing and potential customers.
  • Actively monitors the competitive landscape and downstream market dynamics, and formulating/communicating the appropriate response strategies. Generates leads and cultivates product development pipeline
  • Negotiates contracts with input from the Business Director, the Sales Director and works with individual sales team members to close deals.
  • Collaborates with Business Managers to develop pricing strategies
  • Generates an annual forecast for all accounts and then updates it monthly for the key accounts.  Manages this for the sales team members they manage.
  • Develops the team’s strategic sales plan; communicates and sells the vision to the sales team.
  • Cascades team’s goals and priorities to individual sales people.
  • Introduces and shares market best practices to team members (in the areas of technical sales strategies, sales operations, technology, reporting and analytics).
  • Develops, utilizes and analyzes effective reporting tools and performance metrics. 
  • Optimizes workforce planning, with a focus on optimal market/customer coverage. 
  • Establishes and owns the team travel budget.
  • Networks across the organization to effectively and efficiently resolve high-level problems.
  • Ensures guidance is provided to customers to achieve excellent standards the areas of health, safety, and environmental compliance. Educates customers on proper material handling and safety training and facilitates customer warehouse consultations with the assistance of R&D.  Brings any unsafe practices at customers involving Arkema products to the attention of business management.
  • Partners with other Arkema business units to maximize critical/strategic customer relationships

 

ACCOUNTABILITIES

  • Operates in a safe and injury free manner.
  • Achieving or exceeding budgeted sales volume, price and margin growth targets for direct key accounts and for the sales team as a whole
  • Effective direct key account management and team’s effective account management:  developing and maintaining account plans, customer retention, managing working capital, credit, and customer satisfaction.
  • Establishing and achieving or exceeding additional strategic individual and team goals.
  • Providing monthly forecasts for key accounts and ensuring sales team provides monthly forecasts, to ensure reliable supply and minimum working capital
  • Developing and utilizing a travel budget in an effective manner while maintaining the necessary level of interaction by account

 

QUALIFICATIONS / EXPERIENCE REQUIRED

  • BA or BS degree (Sales, Marketing, Chemistry, Engineering, or related discipline)
  • 10 - 12 plus years of experience in chemical/technical sales or business selling or marketing preferred; 5 years’ experience managing strategic/global customers preferred; experience managing people required.
  • Experience in Fluorochemicals and/or the HVACR, Foam and intermediate industry a plus.
  • Leader and coach.
  • Self-starter and enthusiastic.
  • Excellent interpersonal, listening, communication and negotiating skills.
  • Results driven.
  • Detail orientation, with excellent prioritization and follow-up.
  • Strong relationship management with strategic/global customers.
  • Professional presentation with all levels of organization.
  • Strong customer focus.
  • Fluent in Spanish and Portuguese is a plus.
  • Proficient with Excel, Word, PowerPoint, CRM (preferably SalesForce.com) and a good understanding of SAP

 

A global chemical company and France’s leading chemicals producer, Arkema is building the future of the chemical industry every day. Deploying a responsible, innovation-based approach, we produce state-of-the-art specialty chemicals that provide customers with practical solutions to such challenges as climate change, access to drinking water, the future of energy, fossil fuel preservation and the need for lighter materials. With operations in close to 50 countries, some 19,000 employees and research centers in North America, France and Asia, Arkema generates pro forma annual revenue of some $8.1 billion, and holds leadership positions in all its markets with a portfolio of internationally recognized brands.,

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

 

About Arkema

Headquartered in Paris, France, Arkema is aglobal chemical player consisting of three strategically related business segments: Vinyl Products, Industrial Chemicals, and Performance Products. Present in over 40 countries with 15,200 employees, Arkema achieved sales of 5.7 billion euros in 2007. With six research centers in France, the United States and Japan, and internationally recognized brands, Arkema holds leadership positions in its principal markets. Arkema is present in the United States through its subsidiary Arkema Inc. Headquartered in Philadelphia, Pa., Arkema Inc. has 2,500 employees, operates 19 production facilities in the Americas, and accounts for 25 percent of the company's global revenues.

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