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  • Cincinnati, OH

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Senior (Sr) Account Manager

Pilot Chemical Company • Cincinnati, OH

Posted 21 days ago

Job Snapshot

Full-Time
Other Great Industries
Management

Job Description

SENIOR (SR) ACCOUNT MANAGER
Role Summary
Manage assigned sales territory while continuously increasing sales and profits by an annually determined budget factor that is greater than inflation. Candidate will be able to professionally represent Pilot to the D,S&C (Disinfecting, Sanitizing & Cleaning), Oil & Gas, Metalworking, and Emulsion Polymerization markets. Candidates will have experience selling surfactant and biocide technologies. Targeted growth will be measured by Pilot’s portfolio expansion of products through key relationships with R&D, senior management, product management, marketing, operations and other non-procurement roles at defined accounts and targets. Candidates will serve as the expert to a defined strategic market while representing those strategies to management and leadership.
Key Responsibilities
  • Responsible for sales growth in assigned North American geography and / or market.
  • Focused growth will be in Pilot’s key industry verticals as defined above.
  • Development of proper sales strategy in assigned regional market while providing regular industry updates, customer insight, and forecasting on the defined strategic market.
  • Provide key performance metrics as part of Pilot’s quarterly sales cadence.
  • Coordinate new product development opportunities via the NPP process to support growth.
  • Fully understands Pilot’s products; Chemistry, Physical Properties, Storage and Handling, and Manufacturing and logistic requirements.
  • Ability to call on and develop networks at all levels, especially senior level, within an account (technical, marketing manufacturing, management, etc.) Have advanced network development skills (Identify and penetrate Champions, Users, Influencers, and Decision-Makers). Brings in other functions to support selling efforts.
  • Ability to develop and implement a rolling 90-day plan as well as develop proposals and lead projects that will lead to new product offerings or new applications.
  • Implements price change: Gets verbal and written price change notification out quickly. Provides immediate customer and competitive feedback. Also has network in place to get competitive price intelligence and develops proposals, which influences pricing decisions.
  • Meets administrative requirements including:
    • Meeting Reports (ROC’s) are timely and contain a balance of commercial, technical and operations inputs (market feedback on customers, industry trends, pricing, and competitors).
    • All major business done under contract or letters of agreements, when in the best interest of Pilot Chemical.
    • Forecasting and budgeting of individual accounts and support of overall budgeting for segment.
    • Manages travel budget.
    • Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
    • Uses entertainment wisely and effectively to support network development
  • Safety responsibility includes personal, product use and handling, and entertainment.
  • Responsible for ensuring compliance with the Responsible Care Management System® including the establishment of policies and procedures, assigning responsibilities and tracking progress.
Competencies
Required:
  • BS/BA degree with focus on chemistry preferred. MBA would be a plus.
  • Minimum 12+ years of chemical sales experience including commodities and specialties, with experience selling into Pilot’s key industry verticals: D,S&C, Oil & Gas, Metalworking, and Emulsion Polymerization.
  • Personal computer skills with contact management, word processing and spread sheet capabilities.
  • Professional training in: Professional Selling Skill, Account Development Strategy, and Negotiation Techniques.
  • Must learn Pilot policies and procedures, products, chemistry, process and applications, health, safety, and environmental requirements, within one year from date of hire.
  • Excellent and succinct verbal, written, listening and communication skills.
  • Team player with good superior, and peer relationship skills
  • Ability to travel throughout geography up to 60% of time.
Recommended:
  • Undergraduate or executive education business courses; particularly marketing or selling skills.
  • Training in interpersonal skills, personality styles, and time management.
  • Formal training in negotiating skills, pricing and value-added selling, questioning and overcoming objection skills, and Sales cycle.
  • Knowledge of, surfactants and biocides, along with their applications in all industry verticals – DS&C (Disinfecting, Sanitization & Cleaning), Metalworking, Emulsion Polymerization, Oil & Gas.
Pilot Chemical provides benefits-eligible employees with a comprehensive benefits package in addition to a great work environment, professional development, and community involvement opportunities. 
Join our growing team!
Job ID: 262
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