Sales Account Manager

W. R. Grace & Co.•Columbia, MD

10d•$138,364 - $190,251•Hybrid

About The Position

Grace, a Standard Industries company, is a leading global supplier of catalysts, engineered materials and fine chemicals. We provide innovative products, technologies and services which our customers use to manufacture everyday products like renewable fuels, pharmaceuticals, toothpaste, cosmetics, food packaging, beer, edible oils and more. Our thousands of employees help shape a better future at our global headquarters in Columbia, MD and locations worldwide. The Sales Account Manager is responsible for refining catalyst account and sales management with a portfolio of approximately $30MM in total revenue. The role will also involve direct customer accountability and individual site responsibilities to maintain and expand relationships spanning the entire range of FCC and ART products and services for assigned customers. Travel for this role is 30-35%.

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.

Nice To Haves

10+ years of experience in the Refining Industry with at least 5 years of FCC or hydroprocessing experience. In addition, 5+ years of experience in value-focused sales/service within the Refining industry.
Fluency in Spanish in a professional capacity

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