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Sales Account Manager

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Date: Jan 8, 2021

Location: King of Prussia, PA, US, 19406

Company: Lubrizol Corporation

Lubrizol, a Berkshire Hathaway company, is a market-driven global company that combines complex, specialty chemicals to optimize the quality, performance and value of customers’ products while reducing their environmental impact.   Lubrizol produces and supplies technologies to customers in the global transportation, industrial and consumer markets.  


This position is located in King of Prussia, PA, with Paratherm Heat Transfer Fluids, a division of Lubrizol.



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

  • BS Degree in Engineering, Chemistry or Marketing and 5+ years technical sales minimum.
  • 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 chemical or 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




  • 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 



Many points of interest and activities are within close and easy travel distance from Southeast Pennsylvania and the Delaware Valley - historical, cultural, sporting, arts and leisure activities abound.  The city of Philadelphia hosts professional orchestras, dance companies, an opera company, dozens of museums small and large, with themes from modern and classical art to the odd and esoteric.  The city has major league sports franchises including football, baseball, ice hockey, basketball, soccer and lacrosse.  Two major rivers, the Delaware and the Schuylkill, converge in the city, so river views and historic bridges are common, and fishing and watersports are convenient for anglers and boaters.  For more adventure, the Jersey seacoast and the lakes and mountains of the Poconos are within a two-hour drive.  Attractions of special interest in the area include Valley Forge Park, Longwood Gardens, The Franklin Institute, and the Philadelphia Museum of Art.  Public school systems in the area consistently rank very high.  In the Delaware Valley it is hot in summer, cold in winter, and just right in spring and autumn.


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.


Do You Need Assistance?

Please let us know if you need an accommodation to proceed with your application for a posted job, or with any other aspect of the interview or assessment process.  You can either call 440-943-4200 and ask for Talent Acquisition or send an email to talentacquisition@lubrizol.com. Please note that this phone line and email address are not to be used for checking on the status of an already submitted application and not to be used by third party recruiters.

Nearest Major Market: Philadelphia

Job Segment: Account Manager, Sales Management, Engineer, Business Development, Sales, Engineering