Key Account Manager - Lubricants Additives Business - Fully Remote - Northeast Territory

Who we are:
 

LANXESS is a leading specialty chemicals company with sales of EUR 7.6 billion in 2021 and more than 13,000 employees in 33 countries. The core business of LANXESS is the development, manufacturing and marketing of chemical intermediates, additives, specialty chemicals and plastics. LANXESS is listed in the leading sustainability indices Dow Jones Sustainability Index (DJSI World and Europe) and FTSE4Good. In the United States, LANXESS employs more than 2,000 people at 25 locations in 11 states. 

We are looking to find diverse and talented people to join our team. Studies have shown that some individuals are less likely to apply if they do not meet 100% of the criteria. We are looking to equalize the gap! If you are excited about this role but your past experiences do not align perfectly with every qualification, we encourage you to apply. We will look to assess your talent against our competencies, values and requirements to get the best organizational fit. You might be the right candidate for this or other roles we have available!

Join our Team!
 

 

What we can offer you:
 

LANXESS is a young company with strong roots! We derive our strength from global presence, management excellence and most importantly our people! Our employees are the pillars of our success.
 
We offer exciting career opportunities regionally as well as internationally, educational assistance programs, competitive pay and benefits, language training programs, and many other personal and professional development programs that are a part of our vision and values that drive our ongoing success.

 

Job Highlights

• Accountable for territory sales revenue and volume budgets.
• Develop and maintain Account Plans for all key customers.
• Maintain pricing records, visit reports, key focus projects, potentials, etc. in CRM.
• Provides accurate volume forecast per customer on monthly basis.
• Prospect for new accounts, customer X product and applications.
• Sells value vs. competitive offers gaining customer commitments.
• Develops product/service improvements for new market opportunities by remaining current on industry trends, market activities, and competitors.
• Top line development of the business directly attributable on local & regional accounts.  Responsible for preparing local account plans and in the identification and management of Focus projects to deliver profitable and sustainable growth for Business Unit (BU) Lubricants Additives Business (LAB).
• Regional Support to selected Global Accounts present in the region and to support the respective Global Account managers in the distillation of local strategy (task is Budget Responsible).
• Based on Product Management information and guidance, negotiate account pricing and ensure alignment within the territory/business segment. Able to prepare well-reasoned and structured business cases in order to articulate and justify pricing request.
• Ensure proper market and business information flow across the team and through the entire LAB organization (specifically Marketing and Technology teams).  Ensure full and consistent use of the CRM tool as well as forecasting accuracy (IBP Tool).
• To ensure a proactive approach to cost management, overdue control, incoterm alignment and travel expenses, etc.

Requirements

• Bachelor's Degree in Business, Science, Engineering or a closely related field.
• MBA or advanced technical degree preferred.
• 5-10 years of relevant work experience.
• Direct experience in sales and key account management.
• Successful track record of qualifying prospects, selling value and closing targets with experience in the chemical industry.
• Excellent people management, influencing, relationship, team building and conflict management skills.
• Excellent communication skills for local team collaboration and inter-regional interactions with European organizations.
• Knowledge of lubricants, raw materials (base oils, additives, finished products), markets and competitors.
• Ability to think strategically and anticipate individuals’ motivations and reactions. 
• Ability to manage complexity to favorable outcomes.
• Ability to travel up to 50% of the time.
• Ideally candidates should reside in Connecticut, New Jersey or the Southern New York area. Territory may cover New York, Connecticut, Rhode Island, Massachusetts, New Hampshire, New Jersey, Delaware, Maryland and a portion of Pennsylvania.

What we offer you:

• Compensation: We offer competitive compensation packages, inclusive of a global bonus program and an individual performance bonus program.
• Comprehensive Benefits: We provide a variety of benefits to support your financial security, health and w