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Sales Account Manager

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Date: Jun 17, 2022

Location: King of Prussia, PA, US, 19406

Company: Lubrizol Corporation

86123 

The Lubrizol Corporation, a Berkshire Hathaway company, is a market-driven global company serving customers in more than 100 countries. We own and operate manufacturing facilities in 17 countries, as well as sales and technical offices around the world. Through our global sales and manufacturing networks, we are able to deliver the products and services our customers need, where and when they need them.

 

Responsibilities

This position is responsible for retaining existing customers and developing new business in assigned territory.   Understand the requirements of your position and how your performance impacts the ability of Paratherm Heat Transfer Fluids to exceed customer expectations and provide superior products and service.

 

Key Job Accountabilities

 

  • Establishes productive, professional relationships with key Personnel and functions in assigned customer accounts.
  • The majority of responsibility is focused on business development in the Chemical Process Industry.
  • Coordinates the involvement of company personnel, including support, service, and management resources in order to meet account performance objectives and customers’ expectations.
  • Owns the Paratherm Heat Transfer Fluid account plan and coordinates its execution with account managers in other geographies.
  • Leads solution development efforts that best address customer needs, while coordinating the necessary involvement of company personnel.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
  • Proactively leads a company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
  • Proactively assesses, clarifies, and validates customer needs on an ongoing basis.

 

Performance Measures

  •  Achieves assigned sales targets in designated strategic accounts
  •  Meets assigned expectations for profitability
  • Achieves strategic customer objectives defined by company management
  • Completes strategic customer account plans that meet company standards
  •  Maintains high customer satisfaction ratings that meet company

 

Customer Acquisition

  • Develop and maintain relationships/contact with customers, prospects, and resellers and OEMS within territory or as assigned. Solicit and pursue applicable prospects
  • Develop prospects based on existing applications
  • Actively prospect and pursue referrals from existing customer base
  • Meet or exceed the required number of new prospects and total annual volume requirements
  • Promptly follow-up on all leads and inquiries, providing quotations within specified guidelines

 

Customer Retention

  • Meet with each customer at an agreed-on frequency based on customer segmentation.
  • Provide first line technical support by responding to customer questions about system problems. Refer to appropriate resources when necessary.
  • Receive calls from other territories if necessary due to absence of other sales account managers

 

Organizational Responsibilities

  • Review plans, progress, and results with General Manager
  • Maintain a thorough understanding of policies, operations and products
  • Actively attend and participate in trade shows as required. If requested, research attendees, customers, reps and assigned OEM's prior to event to schedule appointments and visits
  • Attend and actively participate in sales and technical meetings

 

Skills, Experience, and Qualifications

  • 7+ years of operations/technical/ and sales experience within the chemical industry  
  • Bachelors degree preferred 
  • Track record of achieving consistent sales growth.
  • Excellent negotiation and presentation skills.
  • Exceptional interpersonal abilities and a strong winning drive for growth and sales success
  • Willing and able to travel up to 30% (Americas travel)
  • Product and competitive product knowledge
  • Computer skills including: database, Excel, Word, PowerPoint

 

Considered a Plus:

  • UPWARD POTENTIAL – interested in and capable of becoming a sales / commercial leader.
  • Knowledge of the refrigeration industry
  • MBA or post-graduate degree

 

Decision Making

  • Capable of independent action; takes initiative and leads decisively.
  • Ability to listen and identify opportunities for business development and to provide technical support

 

Behaviors

 

  • Role model for behaviors defined in the Competency model that include…
  • Excellent organizational, customer service and communication skills
  • Good interpersonal skills
  • Work well with in a team or independently 

While headquartered in the United States, Lubrizol is truly a global specialty chemical company.  We have a major presence in five global regions and do business in more than 100 countries. Our corporate culture ensures that Lubrizol is one company throughout the world, but you will find each region is a unique place to work, live and play.

 

Lubrizol is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to sex, race, color, national origin, citizenship, age, religion, marital status, military service, sexual orientation, genetic information, gender identity, or any other characteristic or trait protected by federal, state, or local law.


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