Sr. Account Manager

SUMMARY

Responsible for managing a high volume of domestic Chlor-Alkali account & territory in North America by retaining and growing existing business.

DUTIES AND RESPONSIBILITIES

May include, but are not limited to, the following:

• Works under the direction of the Manager-Commercial Sales but operates independently on a day-to-day basis.
• Focuses on a regional territory of accounts (i.e. plants, technical, corporate, etc.) with full product line responsibilities to stabilize and/or grow value at key accounts. Account responsibility will have a minimum of $7 to $10 MM.
• Develops and maintains relationships with key purchasing level contacts and develops access to top executives at corporate level down to production personnel at factory level to establish Westlake value at all levels (multi-level selling).
• Manages accounts with increased complexity either in market segmentation or Product Mix
• Under guidance of Manager-Commercial Sales negotiates prices and sales volumes for all products.
• Responsible for setting/coordinating the account strategy & plans 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.
• Leads problem solving analysis in assigned areas and often participates in problem solving in additional non-assigned areas. Seen as a key resource internally within department.
• Foresight to provide input on market, sales trends, and forecasts.
• Develops detailed annual sales plan and facilitates / coordinates all functional resources to deliver on plan.
• Provide input in making decisions on critical sales initiatives.
• Possesses expertise in sales strategies, face-to-face selling skills and, if applicable, specialized products or markets.
• Forecast customer sales volumes annually and on a rolling 30, 60, and 90-day basis.
• Participate, when appropriate, in interdepartmental meetings to address account needs or issues and contributes to process improvements and efficiencies within department.
• Ability to utilize Customer Relationship Management sales tool preferably SalesForce in order to manage current accounts, prospective opportunities and 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.

EDUCATION, EXPERIENCE AND QUALIFICATIONS

• Bachelor’s Degree in business, technical discipline or relevant equivalent, and minimum 4 years of sales experience, preferably in Chlor-Alkali or chemical industry.
• Requires ability to travel primarily by car (must maintain a clean driving record) and air travel as required.
• Strong knowledge of the industry. Should be able to understand the factors that influence chemical supply/demand and pricing and compile data independently to begin formulating an analysis of the current market landscape.
• Possesses expertise based on long and proven track record in sales strategies, face-to-face selling skills, and specialized products or markets.
• 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.
• Completes responsibilities and projects assigned by management in a timely manner.
• Self-starter with strong work ethic, organization and time management skills.
• Proficient in Excel, PowerPoint, Word, SalesForce, SAP and other software tools.

PHYSICAL DEMANDS

While performing the duties of this job, the employee is frequently required to sit; stand; walk; use hands to touch, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to stoop, kneel, or crouch. The employee must regularly lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

Have the ability to manage a home office, remote from the corporate office, with proper setup, technical tools, and minimal in-house distractions which are conducive to a remote sales environment.

Some of the work may be required in the operating units which can require usage of required PPE including safety glasses, hearing protection, etc. May also result in exposure to outside elements and may require usage of stairs and elevators. Travel up to 50% including air travel or auto travel.