Account Manager - Gulf Coast /South America

Company:

Job Title

Account Manager - LAO/SO/PAO/PIB – Gulf Coast / South America

Travel            

Travel internationally up to 25% (Americas)

Status

Full-Time-Exempt

Location        

Home Based – Greater Houston Area, TX, USA

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:

Account Managers are a key member of the Oligomers commercial team and play a crucial role in driving revenue growth by promoting and selling our products to customers in various industries. This role will be responsible for building and maintaining strong relationships with existing customers while actively seeking out and developing new business opportunities in the Americas region.  Working together with Customer Service, Logistics, and Customer Technical Service functions, this role acts as the main point of contact for customers to provide a seamless and productive customer experience.

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
• Supply chain effectiveness

Responsibilities and Accountabilities

• Manage relationship with all functions within external customer’s organization (Procurement, Technical, Sales & Marketing, R&D, Logistics, Finance…); develop strong relationships with internal functions (Customer Account Specialists, other Account Managers, Technical Service, Market Managers, Credit, Legal) to support accounts.

• Implement pricing in line with Market Managers pricing guidelines and guidance from Americas Sales Manager

• Monitor 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, monitoring of contract obligations.

• Provide analytics and market intelligence including monthly demand forecasts and market analysis of our customers’ customers.

• Secure new business by:
  • developing opportunities with new and existing customers
  • prospecting for new customers and new markets / outlets for products
  • finding new customers and actively participating in market development initiatives
  • maintain relationships with non-active customers and develop channels to market within territory

• Develop account plans by using marketing excellence tools that align with business strategy customer needs to maximize revenue. 

• Positively impact the customer experience from order placement to product delivery via:
  • coordination with Customer Account Specialist, logistics and Customer Technical Service to resolve any problems and drive continuous improvement of service to customer
  • customer satisfaction surveys to help gather customer feedback
  • address and resolve all customer complaints with customer in a timely manner

• Gather and share customer/market/ competitive information with greater commercial department

• Observance of safety, health and environmental rules and compliance with INEOS policies.

Skills & Knowledge Required

Education/Experience

Skills/Competencies

• Bachelor’s Degree in Engineering, Chemistry, or similar; and
• 7 or more years of experience in sales, market management, or other applicable commercial experience required
• Chemical industry and LAO/PAO product knowledge are a plus
•  Preference for fluency in Spanish – verbal and written

Technical Skills

• Contract development & execution
• Successful negotiation & influencing skills
• Strong analytic skills and attention to detail
• Effective communication skills, verbal and written
• Strong competence in Microsoft Word, Excel, PowerPoint, Outlook
• Awareness 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
•  Able to work under pressure with competing demands
• Organized and self-motived, comfortable working autonomously
• Versed in a variety of approaches to selling and developing customers
• Consistent team player, comfortable collaborating with all levels of the business
• Must be willing to travel frequently up to 25% internationally.
• 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.

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.