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Sales Account Manager

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Date: Feb 19, 2021

Location: US

Company: Lubrizol Corporation

62762 

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. Read the cover story in Smart Business Magazine to learn how Lubrizol plans to advance its growth.

 

Lubrizol | Brands of the World™ | Download vector logos and logotypes

Department:  Paratherm Heat Transfer Fluids           

Reports to:  General Manager, Paratherm HTF, King of Prussia, PA

Location of Position:  Atlanta, GA Area

This position is responsible for retaining existing customers and developing new business in assigned territory.  There is also leadership required with channels as designated for the Industries and the Territory. 

Responsibilities

  • 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
  • Communicate with team members, customers and other associates in a respectful manner, to foster a productive working environment

Customer Acquisition

  • 20% of this person’s time will be for Business Development in designated Industries
  • Develop and maintain relationships/contact with customers, prospects, and resellers and Equipment 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
  • Use fluid analysis as a tool to convert prospects Build customers and competitors profiles and monitor market new developments
  • Work with other functions to manage and implement new market development that impact commercial functions
  • Collect and analyze data to evaluate existing and potential customers, markets, products and business opportunities
  • Partner team managers, build insights related to trends, issues, successes, and opportunities in the market
  • Consult with appropriate commercial team members for follow-up on prospective customers and support Sales team lead generation activities by conducting research, gathering data then communicate internally
  • Assists sales team in the development of sales quotas and forecasts

Customer Retention

  • Meet with each customer (esp. Major Customers) at an agreed-on frequency based on customer segmentation
  • Communicate with customers both verbally and electronically on a regular basis
  • Schedule site visits as necessary (3 per month minimum)
  • Establish and execute an annual fluid analysis for each customer with a system volume of 1000 gal or higher
  • 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/Distributors and assigned OEM's prior to event to schedule appointments and visits
  • Attend and actively participate in sales and technical meetings
  • Support Global Sales team with Industry knowledge, esp. as it relates to Global customers

Skills, Experience, and Qualifications

  • BS or Associate Degree in Engineering or Marketing/Business plus 10+ years in technical sales minimum
  • Sales ability including new business development
  • Product and competitive product knowledge
  • Computer skills including: SAP, Excel, Word, PowerPoint, CRM

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
    • Proven interpersonal skills
    • Ability to collaborate within a team or work independently
  • Excellent negotiation and presentation skills

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 and maintains high customer satisfaction ratings

Working Conditions

  • Requires domestic and international travel, up to 30%
  • Requires use of appropriate PPE, Personal Protective Equipment, to fulfill safety requirements

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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