Sales Account Manager Job Details | W. R. Grace & Co.

Grace is hiring a Sales Account Manager to manage refining catalyst sales and customer relationships across an approximately $30MM portfolio. The role focuses on expanding customer relationships, identifying business opportunities, coordinating internal resources, and stewarding catalyst performance for assigned accounts.

Responsibilities:

• Responsible for managing the sales account relationships across multiple customers within the Americas Region. Building relationships at all levels within the customer hierarchy (develop to “trusted advisor” status)
• Understand industry trends and competitive landscape in the context of meeting customer’s current and future needs. Look for ways to add value to customers and share insights internally
• Key point of contact for accounts within assigned portfolio
• Manage multiple customer accounts, potentially including one or more national customer headquarter accounts with multiple locations
• Coordinate with Grace internal resources to assure that all logistical, financial/marketing, and legal requirements for assigned territory’s sales are properly executed and completed to meet the customer requirements
• Ensures appropriate delivery of products, services, and information
• Participation in forecasting and cash collection activities
• Leads by example in value selling and target account plan strategy
• Responsible for updating weekly forecast, jeopardy, opportunities, and key account data within SFDC. In addition, responsible for leading pre-call plans and issuing call reports for critical customer meetings
• Identifying potential business opportunities and customer value propositions
• Developing, preparing and presenting proposals that clearly illustrate customer value propositions and capture portion for Grace
• Stewarding the evaluation of Grace catalyst performance, including reformulations, new products and incumbent catalyst performance
• Ensures the organization executes its responsibilities in a safe and ethical manner
• Ability to travel frequently to customer offices domestically and/or internationally

Requirements:

• Bachelor's degree in chemical engineering or related field
• 15+ years of engineering, technical or sales experience
• Strategic thinker who develops and manages through key metrics that gives an accurate picture of sales goals and of progress toward them
• Skilled in building customer relationships and incorporating customer needs into sales and product development planning
• A strong leader and motivator with high energy and drive
• Result-oriented with the ability to assess quickly
• Persuasive and constructive team player willing to mentor junior personnel
• Committed to learning and personal growth
• Both strategic and personally productive
• Able to envision and to implement strategies for achieving the business plan
• Driven by strong customer-orientation
• Strong communication skills to drive internal/external alignment in a productive and professional manner
• Must be based in the USA
• 10+ years of experience in the Refining Industry with at least 5 years of FCC or hydroprocessing experience
• 5+ years of experience in value-focused sales/service within the Refining industry
• Fluency in Spanish in a professional capacity