Sr. Account Manager Job

The Sr. Account Manager is a member of the DMDS, DMS and Carelflex® Sales Team.   The primary responsibility of this position is selling sulfiding chemicals and associated catalyst activation services to customers in the U.S. and Canada.  The job involves managing multiple sales prospects and multiple projects in every stage of the selling and delivery cycle.  Sales account planning, customer relationship management and market trend analysis are key to this role. A Sulfur Services organization supports the Sr. Account Manager in the refinery sector services sales.  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.  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 2 to 12 months, and includes short and long range forecasting, defining the scope with the customer(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.

Key Activities

Commercial Excellence (North America) 85%

• 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 Sales Force tool
• 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.
• Implementing call plans and actively managing call reporting/sales status and routinely updating department forecast spreadsheets and other job tracking tools.
• Contributing market information to define the competitive environment.
• Developing commercial quotations, managing commercial negotiations, preparing and presenting capabilities to customers, following-up on commercial offers and securing the purchase orders.
• Routinely communicating within organization with regard to scope, timeline and any special requirements to assure we arrive prepared at customer site and that the sale meets customer expectations
• 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
• Attending sales meetings
• Travel to Customer locations, meeting with customers to maintain and grow accounts – 40%- 60%

Reporting / internal communication and processes 10%

• Write monthly activity reports
• Deliver activity summary presentations to peers and management (Business review, sales meetings, etc.)
• Periodically exchange with Global Business and Business development teams to share experiences, information on new developments at global accounts and encourage cross-fertilization between regions.

Marketing / communication activities 5%

• Trade shows representation
• Propose and implement branding strategies, in collaboration with the business and marketing teams:

Education / Qualifications Required

• Bachelor’s degree in Engineering, Chemistry or technical field 
• Minimum 7 years of experience in Sales in the Refinery or Petrochemicals markets 
• Frequent travel (up to 60%) in North America
• Intermediate Skill Level in the following Systems
  • Salesforce.com or other CRM
  • Excel
  • PowerBI
  • Microsoft Office

Demonstrated Competencies

• Demonstrated ability to work with a multi-disciplinary team
• Excellent interpersonal skills.
• Excellent listening, communication and negotiating skills.
• Strong customer focus
• Detail oriented, with Excellent prioritization and follow-up.
• High level of written and oral (including presentation) competency.