National Accounts Manager

Continental Carbon Company•Houston, TX

About The Position

The National Accounts Manager is responsible for achieving sales and profit goals for Continental Carbon Company products. This role participates in strategic business planning and annual operating plans to drive profitability, growth, and competitiveness. Key responsibilities include maintaining and growing tier one core accounts, generating new business in specific markets (Tire, Mechanical Rubber Goods, Plastics, Conductive Products), and updating accounts on EPA activities. The position also involves developing customer financial contribution programs, conducting account analysis to identify opportunity and target accounts, and creating dynamic core analysis by region annually. The role requires regular reporting on sales operating metrics, effective communication of customer issues, and collaboration with various internal departments to ensure customer satisfaction and drive growth. The National Accounts Manager will also utilize software systems to enhance efficiency and visit plants as needed to gather customer feedback.

Requirements

Bachelor degree in Chemical Engineering, Business, or related Sciences required.
Ten (10) years of relevant work experience and demonstrated success in a manufacturing or industrial environment.
Effective interpersonal and communication skills.
Individual must be a self starter and present a professional image of the company before the customers.
Individual must be experienced at managing accounts of all sizes from single manufacturing sites to multiple site national accounts within a global presence.
Demonstrated success in developing and managing relationships with people at all levels from production to purchasing to senior management and executive levels.
Must be people-oriented and computer literate.
Knowledgeable of Microsoft Word, Excel, and Power Point.
Ability to work in a team environment including customer service, technical and purchasing departments as well as production facilities.

Nice To Haves

MBA in Marketing preferred.
Experience with carbon black or rubber industry a plus.

Responsibilities

Achieve sales and profit goals for full basket of Continental Carbon Company products.
Participate in strategic business plan and annual operating plan that strive for profitability, growth and competitiveness.
Maintain and grow tier one core accounts coupled with new business generation.
Achieve profitability based on AOP objectives.
Regularly update accounts on EPA activities and be prepared to develop EPA customer financial contribution program with tier one and tier two customers.
New business generation in following markets: Tire, Mechanical Rubber Goods, Plastics, Conductive Products.
Provide operational metrics for revenue and profit by account.
Define opportunity accounts-Less than 50% probability of close by market, product, and customer.
Define target accounts: Over 50% probability of close by customer, market, product, volume, profit and action plan to close.
Develop dynamic core analysis by region annually, to be included in AOP: core, new business generation (retention, growth, profit, erosion).
Provide timely weekly reports.
Communicate customer issues to appropriate team members and define programs to resolve within an efficient time period.
Contribute to the integration of sales programs with operations, finance, customer service and Senior leadership to maximize communication and ensure customer satisfaction resulting in core growth and new business generation.
Visit Plants as needed to obtain team buy in based on the voice of the customer.
Utilize current and future software systems to enhance internal and external efficiency.
Responsible for issuing a monthly report with sales operating metrics relative to the annual operating plan; to include positive and negative variances versus operating plan objectives.