Senior Account Manager - Home and Beauty

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.

At Lubrizol, our mission is straightforward: We improve lives as an essential partner in our customers’ success, delivering efficiency, reliability or wellness to their end users. 

Senior Account Manager - Home and Beauty

Summary

To contribute to the growth of the business for North LATAM achieving the planned annual targets in sales and margin, through the effective management of distributors and direct accounts assigned, as well as the appropriate maintenance and attention of them. Search and detection of new strategic business and innovation opportunities and close successfully as many of them as convenient. To create the platform that allows a mutual strategic visualization of Lubrizol with its customers and developing action plans.

Key Responsibilities

• Develop new business opportunities with existing customers and scout for new ones, through the identification of their unsatisfied needs, generating a value proposition that the customer be willing to pay. Need to have a strong presence with customers, developing the right customer intimacy and taking actions from the Voice of Customer.
• To plan the commercial strategy for the assigned territory by performing the leadership competences, coordinating the Marketing and Technical service teams aiming to the project pipeline growth and consequently the sales performance. To communicate properly to these teams by taking place account plan template and sessions.
• Be fully involved with the market, to identify trends, opportunities, price trends, competitive activity, while applying the right promotion actions.  Active participation on chambers and seminars, being strongly involved with the Industry.
• Sales pipeline management by continuous and accurate update for the CRM date base, by having strategic focus and entrepreneurial drive. Sales and margin potentials must be as much accurate possible to provide the proper resources aiming the optimum return on investment for all the LLS businesses.
• To communicate internally in Lubrizol all the requirements of the customers and distributors aiming to provide the optimal service level that allow our business to keep growing and create long term relationship with those customers.
• Accomplish the key performance indicators such as revenues, material margin, outstanding receivable days, forecast accuracy and T&E expenses. To budget these mentioned business variables aligned with regional strategy and based on the market circumstance.
• Maintain frequently the rolling forecast data base for the assigned territory to secure the most efficient delivery service level to customer and at the same time taking care of the net working capital for the LLS Business. Keep closer communication with planning and supply chain for those changes in the demand from customers.
• Taking lead for the special growth projects with regional scope, by having the initiative to work together with the entire commercial team in the region.
• To design robust process of commercial intelligence taking in consideration the ethics guidelines of Lubrizol, within the customer organizations and their key influencers or decision makers, to facilitate the understanding of their strategy aiming to align our actions to walk in the same direction. Bring to the organization the most comprehensive knowledge about competitor’s activities and to determine our positioning with customers getting the most value of the relationship.
• To be engaged to the Lubrizol cultural believes and values and apply them inside and outside of the company, as well as facilitation and promoting them with colleagues and partners.         

Skills, Experience, and Qualifications:

• Education: Degree in Chemistry, Chemical or Industrial Engineering or similar.
• Work experience: 7 years in the sales or marketing of specialty chemicals business.
• Language and computing: CRM, Vendavo, SAP and MS Office, English proficient
• Other requirements/Knowledge: Sales or Marketing of chemical specialties. Technical knowledge about cosmetics, detergents/cleaners.

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