- Responsibility for the growth of Process, Products (Catalysts & Adsorbents), Equipment, and Modules sales, in designated market for customers in the territory of the Americas.
- The account manager reports to the local Account Manager leading the Catalysts & Adsorbents business in LATAM.
- Serves as the primary point of contact for the account interface to all company´s resources that drives and supports high levels of customer satisfaction and loyalty, as measured in surveys, and share of business.
- Develops strong, strategic relationships with account(s) to identify and leverage the customers’ business goals, growth strategies and profit drivers to deliver the appropriate company´s value proposition.
- Provides leadership and guidance in critical customer planning and engagement.
- Conducts annual business reviews with assigned accounts to track progress toward revenue and growth goals and owns execution of business plan.
- Defines key targets, ensures personal annual sales budget (revenues and gross margin) is met or exceeded in each sales category, as well as other performance objectives provided by management.
- Communicate customer technical, business and logistics needs so that internal resources can be properly prioritized.
- In case of extended scope beyond the sole supply of products, in charge of internal coordination to meet and execute (if possible and practical) the delivery of such extended scopes.
- Define opportunities, with regular updates of overall account mapping.
- Introduce, promote, and obtain qualification of the company’s and its new process, products, equipment, and modular type solutions.
- Maintain customer records per guidelines with emphasis on contacts, scheduled meetings, call reports and important documents.
- Prepare and present commercial proposals.
- Monitor competitive activity and provide information as available while meeting the company´s code of conduct.
- Provide market share data to industry coordinator annually by deadline requested.
- Forecast annual, monthly, and quarterly sales revenue and product demand in forecasting system. Update on an ongoing basis, with a final monthly update by the 2nd week of the month for production planning purposes and financial forecasting.
- Attend worldwide and commercial meetings on-line or in person.
- Provide monthly summary of customer and market issues and events by required date using internal standard format.
- Submit Won/Loss reports for all significant sales events.
- Assist in identifying and communicating project opportunities for other businesses to the appropriate business.
- Assist in organizing and participate in sales and technical conferences.
- Possess a degree in Chemical Engineering or Engineering (O&G) or equivalent.
- Good knowledge in oil and gas operations.
- At least 5-10 year(s) of total working experience in the downstream sector, including direct experience in Sales of services/solutions to downstream customers of no less than 5 years in the region.
- Proven experience in the overall sales process, from the initial phases of prospection to reception of order
- Good knowledge and experience with catalysts & adsorbents is a plus.
- Demonstrated ability to sell into a competitive marketplace and achieve premium prices by communicating the value achieved by the customer using the company’s products and services.
- Strong business focus with demonstrated priorities of setting the customer's needs.
- Ability to teach customers by framing the way customers assign value to the company.
- Experience in a global organization.
- Proven strong verbal and written communication skills.
- Strong business acumen, bias for action and results orientation
- Ability to travel up to 40% to 60% as required.
