Global Account Manager

NewMarket Services • Houston, TX

23h

About The Position

Afton Chemical Corporation is part of the NewMarket Corporation (NYSE: NEU) family of companies, and is one of the largest global suppliers of lubricant additives and offers a broad line of fuel additives worldwide. Plan and implement a well-conceived sales and business strategy for assigned account(s) that will optimize opportunities and achieve or exceed established goals and objectives. Typically responsible for $20+MM GP.

Requirements

• BS degree in Marketing, Business or Technical/Science/Engineering field
• Demonstrated leadership skills, business acumen, and strong industry knowledge typically acquired through experience in sales management roles of increasing responsibility.
• Demonstrate an in-depth understanding of ethical sales practices and principles and a proven track record in the sales field.
• Strong discovery skills.
• Able to demonstrate excellent mathematical skills and practical application of financial management process knowledge
• Able to develop and implement strategic and tactical plans to achieve business goals
• Demonstrate a broad knowledge of business goals and objectives, and additive industry market environment and trends
• Able to effectively exercise a broad span of control over multiple regions and a broad product portfolio
• Able to analyze problems, situations and data and make effective, logical decisions quickly
• Able to organize complex activities with regard to people, projects and goals
• Able to conceptualize the "big picture", develop and communicate a vision and mission for the staff
• Demonstrate consistent accuracy and effectiveness in judgment and the decision making process
• Demonstrate a personal management style and management skills which motivate and enhance individual employee and cross functional team performance
• Able to develop and maintain effective peer and organization relationships and is able to function effectively in a team-oriented environment
• Demonstrate effective oral and written communication and presentation skills
• Able to demonstrate effective interpersonal skills in the areas of facilitation, negotiation, influencing, coaching and counseling
• Able to access and judge staff skill levels and to delegate appropriately
• Demonstrate computer literacy with regard to Afton's routine applications
• Able to cope with stress and multiple work interruptions
• Able to travel as required (up to 35% of time) and host calls early / late to reflect true global nature of role.

Nice To Haves

• Advanced relevant degree (e.g. MBA)
• Petrochemical, additive or petroleum industry Sales / sales management experience

Responsibilities

• Develop and maintain effective, high profile, service-oriented relationships with customer contacts.
• Determine, understand and communicate current and future customer needs and expectations to the appropriate parties.
• Lead Business Process Review (BPR) sessions and coordinate steering team sessions.
• Develop a 5 year + account plan that identifies viable business opportunities and provide analysis, recommendations and strategy for obtaining the business.
• Develop, gain support and implement long range goals, strategies and program investments.
• Implement and manage short-term objectives and support tactics to ensure optimum results on long range business plans.
• Review invitations to bid (RFQ’s) and prepare responses within the indicated deadline.
• Gain internal alignment across functions and regions.
• Provide appropriate follow-up to maximize opportunities.
• Coordinate and present deal evaluations for high value deals.
• Consult with R&D, CTS, and/or the business group to coordinate development of customer specific technical requirements.
• Project manage awarded business through first order.
• Obtain and communicate competitive intelligence with respect to pricing, technical progress, marketing efforts, selling techniques, etc.
• Ensure the completion of timely accurate sales documentation, monthly sales forecasts, trip/call reports, etc.
• Lead quarterly cost-plus price adjustments and assist in the collection of receivables as necessary.
• Support MOC, LQS, Value Creation activities and assigned project work.
• Develop, encourage and manage the interface with other functional groups to facilitate strong effective teamwork.
• Encourage input/participation as appropriate and ensure appropriate dissemination of information to concerned parties.
• Act as a focal point and drive resolution for all NA customer operational items.
• Track and ensure high OTIF performance for region.

Benefits

• We offer competitive compensation and benefit packages that reflect our commitment to our employees.
• Our employees are our most treasured asset and we have dedicated resources that allow us to reward our employees for their commitment on an ongoing basis - ensuring our compensation packages are competitive in the industry.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees