Account Manager - MedOx Job

The Account Manager will be responsible for sales, technical support, and business development in North, Central and South America for ARKEMA’s Molecular Sieves into the Medical Oxygen and the Industrial Air Gas applications, including Biogas, Hydrogen and Ethanol markets.

 

The Account Manager will be responsible for implementing the sales plan and maintaining relationships with our customers and distributors in these markets, provide, negotiate, and close commercial deals. This role includes technical support provided to customers: technical offers, designs, technical consultations, startup assistance, troubleshooting.

 

 On average, business travel is expected to be at the 35 - 40% range, mainly US domestic, but Canada and Latin America as well. Trips to Europe (France) at least once a year.

 

Essential Duties & Responsibilities:

 

Sales and Account management - 40%

• Key account management: manage key, complex accounts; develop customer partnerships.
• Account management: develop and maintain relationships with accounts and prospects through:
  •  Customer visits / calls
  • Organization of customer events and
  • Participation to relevant trade / association meetings
• Maintain an understanding of all the key contacts for each account: Purchasing, Business, Marketing, Finance, Production and Research organizations.
• Implement price and volume strategy for assigned accounts and negotiate contracts.
• Work with Customer Service and Supply Chain for product deliveries, forecasting, pricing, invoicing, collection.
• Ensure field intelligence, gathering and providing relevant market and business information back to the local Business Director and to the Global Market Managers. Detailed call reports and maintaining a territory specific Salesforce.com database are necessary.
• Maintain a customer by customer monthly and annual sales forecast and monthly reports.

Technical support to customers and distributors - 25%

• Technical support to both our customers and distributors: technical offers, designs, loading supervision, startup recommendations, troubleshooting.
• The technical proposals submitted to our clients must be customized to each customer / application in order to emphasize ARKEMA’s value proposition.

Business development - 25%

• Deliver growth in the businesses: consistently build a pipeline of new opportunities and new accounts.
• Actively pursue and report new business and product opportunities.
• Maintain an action plan to prioritize these opportunities and leverage ARKEMA resources to prepare the best strategy to secure new business.
• Provide and implement a strategy to grow the business: management of all accounts and team-work with the international sales and marketing teams.

Industry & Customer Knowledge - 10%

• Understand market dynamics, customer’s economic environment, strategic business objectives, technical requirements.
• Reporting of sales activities and market information.
• Conferences and trade-shows for Medical Oxygen, Industrial Air Gas, Biogas, Hydrogen, and the Ethanol markets.

Minimum Qualification and Education Requirements:

• 4-7 years’ experience in a technical or technical sales role in an industrial environment, preferably in the Chemical Industry, and/or in the Industrial Air Gas and/or Medical Oxygen industries
• Bachelors’ degree in Chemical Engineering, MBA a plus.

Competencies, Knowledge, Skills and Abilities:

• Experience in Pressure Swing Adsorption processes a plus.  Experience with molecular sieves a plus
• Must have demonstrated success in contract negotiations, closing deals/sales, must be able to identify new leads and bring innovative ideas that will add value to the business
• Must