Sales Account Manager (Columbia, MD, US, 21044)

Job Description

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%.

Responsibilities (1 of 2)

• 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

Responsibilities (2 of 2)

• 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

Required Qualifications

• 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.

• #LI -TC1  

Preferred Qualifications

• 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

Benefits

• Medical, Dental, Vision Insurance
• Life Insurance and Disability
• Grace Wellness Program
• Flexible Workplace with maximum overlap with the core hours
• Retirement Plans 
• 401(k) Company Match
• Paid Vacation and Holidays
• Parental Leave
• Tuition Reimbursement
• Company Donation Match Program