Company: Lubrizol Corporation
This position is responsible for managing specific customer accounts for their assigned accounts. This position reports to the Director, Greases.
Essential Job Functions
Understand the overall business, customers and products and technology as well as competitors, emerging trends and drivers for assigned product/market.
Provide leadership in developing short-term and long-term strategies to maintain current customers and grow the business to meet or exceed plan.
Manage all commercial aspects and technical product portfolio for the assigned accounts.
Manage multiple tasks and complete these in a timely fashion to enable the company to exceed customer expectations and provide superior products and service.
Communicate with stakeholders – commercial team, customers and other associates to foster a productive working environment.
Maintain a high work ethic (timeliness/punctuality) and abide by LZ/Chemtool legal & ethical guidelines.
Customer & Technical Support
Provide leadership and manage the customer base while seeking out and developing new customers to grow the business.
Manage product level pricing and pricing strategies and also implement price increases to ensure planned expectations are met or exceeded.
Utilize Price Management System.
Work internally with product management team, customer service, finance (credit establishment), supply chain, and R&D to ensure that we meet customer expectations and/or new customers are established in our systems.
Develop technical and commercial selling tools.
Work closely with customers and Chemtool’s contract review process to develop supply contracts with customers.
Develop & communicate (internally) short and long-term business plans.
Develop innovative ways to work efficiently and/or to manage customers.
Understand the product line, and associated raw materials, manufacturing and QC processes.
Understand customer needs and provide innovative ideas for technical solutions that can lead to new and or improved products for customers.
Work with R&D to define and prioritize technical/product projects.
Lead liaison between customers and the internal Chemtool organization on customer concerns/issues.
Act as the champion for the assigned customers.
Maintain a thorough understanding of Chemtool’s Quality systems, policies, and organization.
Actively attend and participate in sales and technical meetings within and outside Chemtool.
As much as 30% travel, based on customer needs.
Anywhere in the United States. Preferred – Houston, Texas; Dallas, Texas; Southern California.
BS degree in chemistry or engineering field or a non-technical degree with relevant commercial experience.
Minimum 3 to 5 years of experience in a technical/commercial role.
Experience and Skills
Technical and or sales background in specialty chemicals or lubricants.
Ability to manage 5-15 customer and $1-$50MM.
Report writing and presentation – commercial, technical, plans, presentations to customers and internal stakeholders.
Market analysis and ability to organize and present data in a cohesive and meaningful fashion.
Ability to listen and identify customer needs in order to provide the desired level of support.
Informed decision making, project prioritization and time management.
Negotiation and communication skills to deal with routine and challenging business situations.
Computer skills including Excel, Word, PowerPoint; knowledge of SAP and pricing management systems is a plus.
Empowerment and Decision Making
To be successful as an Account Manager, the employee must be able to act independently and demonstrate the following core competencies:
Team player- Demonstrates an understanding of his/her individual and the group’s role and responsibilities. Acts in a collaborative manner to accomplish objectives and goals.
Planning – Translates broad strategies into specific objectives, metrics and action plans; anticipates problems and develops contingency plans; aware of resource issues/constraints.
Managing Execution – translate strategies into clear objectives; anticipate problems and build contingency plans; monitor progress and redirect efforts when goals are not being met; eliminate inefficiencies and roadblocks; track progress.
Results Oriented – Convey sense of urgency when appropriate; persist in face of obstacles; drives hard on the right issues; acts quickly to resolve issues or problems when they arise.
Influence – Anticipates the position and reactions of others accurately; gives compelling reasons for ideas; gains influence with internal and external stakeholders through an objective and factual approach to situations and solutions.
Communication – Create an environment for honest and open discussions of all issues, even controversial ones; promote a free, open flow of dialogue within the organization and with customers.
Leadership– show consistency between action and words; lives up to commitments; maintains high standards or personal integrity, appropriate practices and rules of the Lubrizol Corporation and Chemtool.
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