Account Manager

Position Summary

The purpose of this role is to drive profitable growth, ensuring customer retention, and strengthening relationships within assigned accounts. This role maintains sales with existing customers and identifies new opportunities while ensuring operational and financial performance aligns with company objectives. It serves as the primary point of contact for strategic guidance and account growth.

Revenue Growth & Account Expansion

• Drive year-over-year revenue growth through cross-selling and upselling.
• Handle orders and other requirements by communicating effectively with customers or distributors.
• Identify and commercialize new applications within existing and new customers.
• Prevent attrition and actively maintain relationships to support long-term retention.
• Report sales forecasts using Connected Planning (Ackumen) and manage opportunities in Dynamics.
• Monitor and manage pipeline health, including tracking the number and size of opportunities, conversion rates, and time spent at each stage.
• Drive acquisition of new applications by identifying and securing wins.
• Increase share of wallet across accounts within the region through strategic account development and relationship management.

Profitability Optimization

• Optimize product mix aligned with customer needs and profitability goals together with technical and functional teams.
• Identify profitability improvement opportunities.
• Execute timely and strategic price adjustments as required by the operating company pricing plan.
• Coordinate with other functional teams to substitute or rationalize products to improve cost-efficiency and profitability.

Account Retention and Relationship Management

• Develop and maintain relationships with key decision makers to enable account penetration.
• Maintain retention rate across assigned accounts, proactively addressing potential attrition risks.
• Conduct regular strategic reviews with key stakeholders to ensure alignment and satisfaction.
• Lead business reviews with customers to assess value delivered and identify opportunities to ensure alignment and satisfaction.

Strategic Account Ownership

• Implement the 8 Business Management Standards (8
  
  BMSs) where applicable.
• Act as the key point of contact for customer accounts.
• Build multi-level relationships across customer functions (operations, purchasing, etc.).
• Resolve issues promptly and proactively manage account satisfaction.

Financial & Operational Accountability (P&L, MPC, AR)

• Meet or exceed sales, GP, and MPC budgets for the assigned area.
• Suggest and manage customer credit limits and oversee receivables.
• Ensure overdue receivables are below the target defined by OpCo management year over year and are resolved as planned.
• Manage costs in line with account profitability and resource allocation plans.
• Support inventory turnover by promoting and selling aged inventory through targeted customer outreach and strategic sales efforts.
• Ensure alignment with contractual obligations.

Internal Collaboration

• Partner with customer service, planning, lab, R&D, and supply chain to align on goals.
• Collaborate with field service teams to ensure high service standards without owning daily execution where applicable.
• Align internally to support commercial strategies and customer needs.

Implementation of Digital Enabling Tools

• Implement and adopt Ackumen and Dynamics.

Application Reliability & Service Oversight

• Monitor application results and conduct tests for optimal performance.
• Troubleshoot and resolve process issues quickly.
• Write and maintain accurate service reports.
• Maintain and manage customer equipment to ensure uptime and reliability.

• Bachelor's Degree in Chemistry or any Engineering area or Business Administration.
• Job experience: 1 year or less.
• Knowledge of industrial processes related to the segment.
• Experience in sales or application of chemical products in industry.

• Drives Engagement – Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Plans and Aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
• Collaborates – Building partnerships and working collaboratively with others to meet shared objectives.
• Customer Focus – Building strong customer relationships and delivering customer-centric solutions.
• Nimble Learning – Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder.