Sr Account Executive

Westlake•Houston, TX

14h•Remote

About The Position

Develops, maintains, and strategically grows large key Water Solutions accounts in North America. Works under the direction of the Senior Sales Manager – Water Solutions but operates independently on a day-to-day basis. Maintains and develops strategic customer accounts in assigned territory/market segment, accounts receivable and expenses to achieve sales growth and/or profit objectives. Identifies and secures strategic partnerships with key customers in the region to ensure success in meeting long-term sales and marketing trends. Also establishes and maintains contacts with appropriate governmental agencies, business associations, end-use industries, and financial institutions as sources of input for sales plans and marketing intelligence. Typical account base of $40-60 million annually which is comprised of more complex accounts with multiple products, multiple ship-to’s and/or accounts strategic to throughput fulfillment at a plant. Develops and maintains strong relationships with key high-level executives at corporate level down to production personnel at factory level to establish Westlake’s value at all levels (multi-level selling). Negotiates prices, sales volumes, and complex contracts for all products. Develop Account Plans that are sophisticated and focus on long range objectives and strategies. Responsible for setting the account strategy for all accounts. This is to include: product mix, margin upgrade, optimal ship to locations, sales call frequency, management visit frequency, technical service visit frequency, and agenda. Develops detailed annual sales plan and facilitates / coordinates all functional resources to deliver on plan. Collaborate with cross-functional teams including Sales Representatives, marketing, technical, demand planning, and customer service to ensure alignment and successful implementation of solutions. Strong knowledge of the industry. Should be able to understand the factors that influence Water Solutions supply/demand and pricing and compile data independently to begin formulating an analysis of the current market landscape. Possesses expertise, based on a long and proven track record, in sales strategies, face-to-face selling skills and, if applicable, specialized products or markets. Use software to forecast customer sales volumes 30, 60, and 90-day increments into current software in a timely manner. Clearly understands the customer’s business and their present and future Water Solutions program requirements. Recognizes opportunities for growth and readily identifies obstacles and develops solutions. Participate, when appropriate, in Product Team meetings to address account needs or issues. Assist in training, development and mentoring less experienced Sales professionals and may also provide guidance to customer service and product management. Ability to utilize Customer Relationship Management sales tool preferably SalesForce in order to manage current accounts, prospective opportunities or leads and track sales activities. Comply with all Company policies, procedures, and guidelines. Fully supports Company goals of continuous improvement and operational excellence at strategic and tactical levels including reviewing area of responsibility for improvement opportunities to initiate projects or communicate ideas to management as well as active participation on project teams. Any additional responsibilities or tasks as assigned.

Requirements

Bachelor’s Degree in business, marketing, technical discipline, or relevant equivalent.
Minimum 10 years of sales experience, preferably Pool or like chemical industry.
Ability to travel by air or car (must maintain a clean driving record and live close to a major airport).
Chemicals and / or Pool Industry knowledge and end-use process technology is key.
High level/high impact account management experience is key also.
Ability to effectively and independently communicate orally and in writing to the appropriate audience in a timely manner and to communicate with and make presentations to customers and management.
Possesses excellent listening and learning skills.
Self-starter with strong work ethic, organization, and time management skills.
Strong interpersonal and problem-solving skills.
Above average proficiency in Excel, PowerPoint, Word, SalesForce, SAP, and other software tools.

Nice To Haves

Entrepreneurial environment experience.
Experience with complex accounts with multiple products, multiple ship-to’s and/or accounts strategic to throughput fulfillment at a plant.
Expertise in sales strategies, face-to-face selling skills and, if applicable, specialized products or markets.

Responsibilities

Develops, maintains, and strategically grows large key Water Solutions accounts in North America.
Maintains and develops strategic customer accounts in assigned territory/market segment, accounts receivable and expenses to achieve sales growth and/or profit objectives.
Identifies and secures strategic partnerships with key customers in the region to ensure success in meeting long-term sales and marketing trends.
Establishes and maintains contacts with appropriate governmental agencies, business associations, end-use industries, and financial institutions as sources of input for sales plans and marketing intelligence.
Develops and maintains strong relationships with key high-level executives at corporate level down to production personnel at factory level to establish Westlake’s value at all levels (multi-level selling).
Negotiates prices, sales volumes, and complex contracts for all products.
Develop Account Plans that are sophisticated and focus on long range objectives and strategies.
Sets the account strategy for all accounts, including product mix, margin upgrade, optimal ship to locations, sales call frequency, management visit frequency, technical service visit frequency, and agenda.
Develops detailed annual sales plan and facilitates / coordinates all functional resources to deliver on plan.
Collaborates with cross-functional teams including Sales Representatives, marketing, technical, demand planning, and customer service to ensure alignment and successful implementation of solutions.
Understands the factors that influence Water Solutions supply/demand and pricing and compiles data independently to begin formulating an analysis of the current market landscape.
Uses software to forecast customer sales volumes 30, 60, and 90-day increments into current software in a timely manner.
Clearly understands the customer’s business and their present and future Water Solutions program requirements.
Recognizes opportunities for growth and readily identifies obstacles and develops solutions.
Participates, when appropriate, in Product Team meetings to address account needs or issues.
Assists in training, development and mentoring less experienced Sales professionals and may also provide guidance to customer service and product management.
Utilizes Customer Relationship Management sales tool preferably SalesForce in order to manage current accounts, prospective opportunities or leads and track sales activities.
Complies with all Company policies, procedures, and guidelines.
Fully supports Company goals of continuous improvement and operational excellence at strategic and tactical levels including reviewing area of responsibility for improvement opportunities to initiate projects or communicate ideas to management as well as active participation on project teams.
Performs any additional responsibilities or tasks as assigned.