Technical Sales Manager; m​/f​/d

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Company: W. R. Grace & Co.

Requisition

Grace, a Standard Industries company, is a leading global supplier of catalysts, engineered materials and fine chemicals. We provide innovative products, technologies and services which our customers use to manufacture everyday products like renewable fuels, pharmaceuticals, toothpaste, cosmetics, food packaging, beer, edible oils and more. Our thousands of employees help shape a better future at our global headquarters in Columbia, MD and locations worldwide.

The role will manage and maintain Grace sales and technical relationships with customers through frequent direct contact and service delivery that helps Grace achieve its sales targets. The role will also involve direct customer accountability to maintain and expand relationships representing the entire range of FCC products and services to assigned customers.

• Ensure the organization discharges its responsibilities in a safe and ethical manner.
• Responsible for managing account relationships while leveraging products across Refining Catalysts’ product lines.
• Maintain strong cooperative technical and commercial relationships across various departments and levels of customers.
• Designs, implements and constantly updates customer account plans.
• Drives sales at incumbent and new business accounts to achieve sales targets.
• Understand industry trends and competitive landscape in the context of meeting customers’ current and future needs.
• Look for ways to add value to customers and share insights internally.
• Advise on the use, properties and modifications of Grace’s value-adding products and manage all customer technical requirements.
• Leverage knowledge of Grace products, R&D testing resources, simulation modeling and statistical tools to create customer reports.
• Utilize knowledge and available tools to develop and propose solutions that increase customer and Grace value.
• Visit refineries to service their technical needs and present reports/proposals that clearly illustrate customer value propositions.
• Train customers in the latest industry developments (products, technology).
• Ensures appropriate delivery of products, services and information.
• When necessary, taking over additional tasks in related or other projects.
• Mange a multi-country territory of approximate $20M revenue.

• Bachelor’s degree in chemical engineering or related technical field.
• Minimum 5 years of experience in the Refining Industry with at least 2 years of experience in FCC or resid hydroprocessing.
• Excellent organizational, communication and presentation skills. Ability to adapt communication for either internal or external needs.
• Ability to work independently and as part of a team in a remote work environment to accomplish goals with the ability to travel when required
• Knowledge of refining technology, operations, and economics with a working knowledge of how to develop value propositions and convey these to customers through excellent communication and presentation skills.
• Clear understanding of refinery organizational designs and how decisions are made regarding value at the customer.
• Skilled in building customer relationships and incorporating customer needs into sales and product development planning.
• Result oriented with the ability to assess quickly.
• Committed to learning and personal growth.

• Bachelor’s degree in chemistry, engineering or related field.
• Fluency in English language, Russian or other second language would be advantageous

Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.