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Sr. Account Manager, Thiochemicals Job


Location: 

Home Based, Home, United States

Employment Type:  Regular
Category:  Sales
Posting Date:  Oct 16, 2021

The Senior Account Manager is a member of the Thiochemicals Sales Team. This position resides in the Sulfur Services group. The associated business consists of three primary markets: Petrochemicals (e.g., steam cracking units), renewable diesel units, and oil refining (refined low sulfur fuel products). Unique to this business is Arkema’s refinery field services related to catalyst activation. Arkema is the global leader in the manufacturing of sulfiding and anti-coking chemicals, as well as in the provision of the on-site sulfiding services at refineries.

The primary job dimension of this position is selling sulfiding chemicals to petrochemicals customers and associated catalyst activation services to oil refining customers in the U.S. and Canada. Each sale of chemical and sulfiding services to oil refineries is project specific and requires a multi-step sales process. The sales cycle is typically 1 to 6 months, and includes short and long range forecasting, defining the scope with the refinery (quantity of product, services required), developing the commercial offer, defending and negotiating the offer to secure the award, and managing the relationship through the actual delivery. The job involves managing multiple sales prospects and multiple projects in every stage of the selling and delivery cycle. A Sulfur Services organization supports the Sr. Account Manager in the refinery sector services sales.

Sales account planning, customer relationship management and market trend analysis are key to this role. Safe driving, safe behaviors and adherence to all company and customer safety rules, requirements and personal protective equipment are necessary.

 

 KEY ACTIVITIES

  1. Developing and updating sales call plans for sales forecast and to identify short range and long range sales, customer relationship management, and maintaining an opportunity pipeline in the SalesForce tool
  2. Utilizing the opportunity pipeline to develop sales call plans to identify short range (0 to 3 Months) and long range (3-6 and 6-12 months) forecasting. Travel expectations are 40-60%
  3. Implementing call plans and actively managing call reporting/sales status and routinely updating department forecast spreadsheets and other job tracking tools
  4. Contributing market information to define the competitive environment
  5. Developing commercial quotations, managing commercial negotiations, preparing and presenting capabilities to customers, following-up on commercial offers and securing the purchase orders.
  6. Routinely communicating within organization with regard to scope, timeline and any special requirements to assure we arrive prepared and that the sale meets expectations
  7. Periodically attending refinery jobs on-site to assist the Sulfur Services field organization in managing the catalyst activation project and for customer relationship management during the project.
  8. Preparing customer reports and invoicing summaries.
  9. Communicating with the customer upon completion of Carelflex projects to obtain feedback for improvement and/or ideas for new or expanding services and business growth
  10. Attending trade shows and periodic sales meetings 

 

CONTEXT & ENVIRONMENT

Target market is the rapidly expanding demand for sulfur based anti-coking technologies, catalyst sulfiding and refinery services in petrochemicals and renewables markets.  The position is field-based (home office) with sales responsibilities that follow refineries throughout the U.S. and Canada. The job holder should have strong technical/commercial experience and a high degree of discipline and results-oriented initiative.  Maintaining a reliable, consistent, positive, technically and socially responsible corporate image is critical to the long-term success of the business. Selling safety and environmental stewardship aspects of the product and services are a critical role. While the sales effort is driven individually as the Sr Account Manager, the implementation of the job is a team effort with excellent logistics and technical support. 

 

QUALIFICATIONS & EXPERIENCE REQUIRED

  • Bachelor’s degree in Engineering, Chemistry or Technical field, or successful track record of sales and sales negotiation in the Refinery or Chemical/Petrochemicals markets.
  • Experience with multi-faceted projects and/or turnaround services are not required, but are a plus.
  • Exceptional organization skills and the ability to manage multiple priorities
  • Strong interpersonal skills and ability to connect at all levels of an organization are critical
  • SalesForce CRM and SAP experience a plus
  • Strong computer aptitude (MSWord, Excel, PowerPoint and shared databases).
  • Must be able to obtain a TWIC
  • Must be able to pass random drug and alcohol testing

Building on its unique set of expertise in materials science, Arkema offers a portfolio of first-class technologies to address ever-growing demand for new and sustainable materials. With the ambition to become in 2024 a pure player in Specialty Materials, the Group is structured into three complementary, resilient and highly innovative segments dedicated to Specialty Materials - Adhesive Solutions, Advanced Materials, and Coating Solutions - accounting for some 80% of Group sales, and a well-positioned and competitive Intermediates segment. Arkema offers cutting-edge technological solutions to meet the challenges of, among other things, new energies, access to water, recycling, urbanization and mobility, and fosters a permanent dialogue with all its stakeholders. The Group reported sales of €8.7 billion ($9.7 billion) in 2019, and operates in 55 countries with 20,500 employees worldwide.

The diversity of its employees is an asset that the Arkema group wants to preserve. Its non-discrimination policy applies to recruitment, salary levels and career management. The Arkema group is committed to ensuring diversity among its employees.

Arkema Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arkema Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence.


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