Key Account Sales Representative

LANXESS Corporation•North Fayette Township, PA

1d•Hybrid

About The Position

Manage and expand Inorganic Pigments (IPG) North America (NA) Specialties customer accounts by maintaining existing business, identifying opportunities and owning the commercial performance of the assigned customers to deliver targeted results across key metrics, including sales volume & revenue, pricing execution, accounts receivable performance and adherence to payment terms. Coordinate sales portfolio by conducting regular customer visits, documenting interactions in CRM, negotiating commercial terms, providing product/application guidance, and leading new product communications, including coordinating trials, samples, and special requirements to ensure successful adoption. Prepare and maintain monthly rolling and annual sales forecasts for assigned customers, identifying risks, opportunities, and required actions to minimize working capital and increase customer service performance. Develop and maintain strong relationships with customers to drive business growth and long-term success, serving as the customer champion by promoting our value, strengthening IPG’s credibility and partnering effectively with stakeholders. Represent LANXESS by actively participating in relevant industry committees, conferences, and trade shows to strengthen market presence and uncover growth opportunities. Collect, analyze, and share market and competitor intelligence obtained through customer engagement providing clear, timely written updates to internal stakeholders. Communicate regional and global trends, product applications, competitive activity, and customer demand via Visit Reports and other internal tools. Implement pricing actions in line with Global Marketing guidelines; evaluate special pricing requests, build the business case and obtain required approvals. Partner with Accounts Receivable to resolve past-due invoices and disputes; engage customers to secure timely payment and maintain healthy credit standing.

Requirements

Bachelor's Degree in Sales, Marketing, Business Administration or a Technical area.
3 - 5 years of relevant sales experience.
Excellent written and verbal communication skills with proficiency in negotiation and the ability to resolve differences discreetly and efficiently. Ability to secure concessions without damaging relationships and rapidly build trust with counterparties.
Must be results-driven with analytical and problem-solving skills to drive improvements in sales performance.
Ability to stay highly organized, set clear priorities, manage time effectively and balance multiple tasks simultaneously.
Advanced skills in Excel, PowerPoint, Power BI and CRM proficiency.
Ability to travel up to 50 percent of the time. Territory to include all of the U.S. and Canada.

Responsibilities

Manage and expand Inorganic Pigments (IPG) North America (NA) Specialties customer accounts by maintaining existing business, identifying opportunities and owning the commercial performance of the assigned customers to deliver targeted results across key metrics, including sales volume & revenue, pricing execution, accounts receivable performance and adherence to payment terms.
Coordinate sales portfolio by conducting regular customer visits, documenting interactions in CRM, negotiating commercial terms, providing product/application guidance, and leading new product communications, including coordinating trials, samples, and special requirements to ensure successful adoption.
Prepare and maintain monthly rolling and annual sales forecasts for assigned customers, identifying risks, opportunities, and required actions to minimize working capital and increase customer service performance.
Develop and maintain strong relationships with customers to drive business growth and long-term success, serving as the customer champion by promoting our value, strengthening IPG’s credibility and partnering effectively with stakeholders.
Represent LANXESS by actively participating in relevant industry committees, conferences, and trade shows to strengthen market presence and uncover growth opportunities.
Collect, analyze, and share market and competitor intelligence obtained through customer engagement providing clear, timely written updates to internal stakeholders. Communicate regional and global trends, product applications, competitive activity, and customer demand via Visit Reports and other internal tools.
Implement pricing actions in line with Global Marketing guidelines; evaluate special pricing requests, build the business case and obtain required approvals.
Partner with Accounts Receivable to resolve past-due invoices and disputes; engage customers to secure timely payment and maintain healthy credit standing.