Company:
INEOS OligomersJob Title
Account Manager
Grade
H35/36
Status
Full-Time-Exempt
Location
North East / Mid-Atlantic - USA
Operating Unit/Strategic Unit
Oligomers / Commercial
Organizational context and job purpose
Organizational Context:
INEOS is a global manufacturer of petrochemicals, specialty chemicals and oil products. It comprises of 36 individual businesses each with a major chemical company heritage. Its production network spans 194 sites in 29 countries throughout the world.
The INEOS Oligomers division includes a wide range of products ranging from LAO, PAO and PIB to Specialty Oligomers, iso-paraffines, cyclopentane and isoamylene which are made in Europe and in the Americas and sold worldwide.
Purpose of the job:
The Account Manager LAO/SO/PAO/PIB is predominantly involved in the commercialization of these products and has overall product sales responsibility in the Americas region. The Account Manager is a member of the Americas sales team and reports to the Americas Sales Manager.
The position will be based in the regionally with preference in either the North East / Mid Atlantic United States (New York, New Jersey, Pennsylvania).
The job holder is responsible for account and sales management of INEOS Oligomers products, applying volume/price guidelines given by market managers and developing new customers in the relevant market / geographical sector.
Environment/Context:
Internal Factors: Tactics and directions set by sales manager & market managers,
contracting strategy,
plant reliability (including CSC) and product quality, supply chain effectiveness
External Factors: Changing market conditions,
customers buying behaviors,
aggressiveness of competitors,
availability of feedstock for our plants,
market trends & inter-material competition
Responsibilities and Accountabilities
Comply with INEOS SHE policies and guidelines.
Relationship management with customers (Procurement, Technical, Sales & Marketing, R&D, Logistics, Finance…); Internal networking with Customer service representatives, other Account Managers, Technical Service, Market Managers, Credit, Legal.
Pricing implementation in line with Market Managers pricing guidelines and guidance from Americas Sales Manager.
Monitoring of key metrics to measure success and refine processes based on analysis: i.e volume, contribution margin, payment punctuality, forecasting, service infringement.
Implementation of contracting strategy as defined by Market Managers and Americas Sales Manager and monitoring of contract obligations.
Providing monthly demand forecasts & market analysis including trends at our customers’ customers.
Develop opportunities with new and existing customers to secure new business to load new plant capacities. This will Include prospecting for new customers and new markets / outlets for products, by taking active steps in prospecting and finding new customers and actively participating in market development initiatives. Maintain relationships with non-active customers and develop channels to market within territory.
Customer offer development using marketing excellence tools like account planning, segmentation analysis, customer satisfaction surveys.
Sharing of customer/market/competitive information through call reports and other forms of communication.
Skills & Knowledge Required
Education/Experience
Skills/Competencies
Bachelor’s Degree in Chemical Engineering, Chemistry, or similar
Min 5 years experience in sales, marketing, product management or similar commercial experience
Chemical industry knowledge preferred
Technical Skills
Contract development & execution and some basic legal knowledge
Successful negotiation & influencing skills
Strong analytic skills and attention to detail
Effective communication skills, verbal and written
IT and numeracy skills essential
Appreciation of technical & product stewardship issues
Behavioral Skills
Excellent relationship skills: builds relationships easily (with internal and external customers) and has a great sense of interpersonal understanding
Strong business acumen and performance bias, able to work under pressure with competing demands and multiple priorities
Self-starter, organized and capable of working under pressure to meet deadlines
Ability to build partnerships in the workplace, marketplace, and distributor engagement.
Flexible in approach and sensitive to working with multi-cultural environment
Good team player, able to gather other team members to answer specific requests
Must be willing to travel frequently
Committed to working safely
ADA Physical requirements, visual acuity requirements and environmental conditions
While performing the duties of this job, the employee is regularly required to sit and perform tasks requiring repetitive use of hands. The employee must occasionally walk, stand and travel by car, airplane or other means. Exert up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects.
Employee must have the ability to see written documents, computer screens and to adjust focus.
Hearing: Perceiving the nature of sounds at normal speaking levels with or without correction. Ability to receive detailed information through oral communication and to make discriminations in sound.
Work Environment: This job is performed mainly in a temperature controlled office environment.
Our culture is one of honesty and integrity with an emphasis on safety, health and environmental performance.On our team, people are acknowledged for embracing new practices that help create real value for customers.