Technical Sales Manager - Refining Technologies Catalysts

 

Requisition ID: 23294

Built on talent, technology, and trust, Grace is a leading global supplier of catalysts and engineered materials. The company’s two industry-leading business segments—Catalysts Technologies and Materials Technologies—provide innovative products, technologies, and services that enhance the products and processes of our customers around the world. Grace employs approximately 4,300 people in over 30 countries.

 

Job Description

 

 

Grace is seeking a Technical Sales Manager to join our Sales team! This role reports to the Regional Sales Director.

 

The Technical Sales Manager will manage a portfolio of Refining Technology accounts with greater than $20M in ongoing sales and $15M in potential sales. Potential to manage one National (Global) Account with responsibility for strategy development and implementation as well as overall coordination and communication. Indirectly manage both team tech service and functional resources to help achieve business targets and implement regional strategies. The Technical Sales Manager will be reporting to the Technical Sales Director and requires 20-40% travel. The position will be located remotely located in the US. 

Responsibilities

 

• Building relationships at all levels within the customer hierarchy (develop to “trusted advisor” status)
• Developing, preparing, and presenting proposals that clearly illustrate customer value propositions and capture portion for Grace
• Manage multiple Americas refining customer accounts possibly including one National/Global account with multiple locations across regions.
• Responsible for strategic Target Account Planning for all individual and corporate accounts in portfolio
• Key point of contact for customer for all accounts and corporate sites in portfolio
• Understand industry trends and competitive landscape in the context of meeting customer’s current and future needs and potential value. Participate in key internal processes to provide feedback on current and potential customer needs.
• Coordinate with Grace internal resources to assure that all logistical, financial/marketing, and legal requirements for each territory’s sales are properly executed and completed to meet the customer requirements.
• Responsible for updating weekly forecast, jeopardy, opportunities, and key account data with SFDC. In addition, responsible for leading Pre-Call Plans and issuing Call Reports from critical customer meetings.
• Key link for Customer Driven Innovation via understanding and communicating current and future customer needs and value. Coordinate with Marketing and R&D to drive the development of products that meet these needs including assessment of field performance (including pilot plant studies) and communication of results.

Required Qualifications

 

• Bachelor’s degree
• Minimum of 7 years of professional experience in B2B sales OR a technical role related to refining or petrochemicals
• PC skills are essential with a focus on Salesforce.com
• 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 (up to 40%)
• Excellent organizational, communication and presentation skills. Ability to adapt communication for either internal or external needs. Ability to collaborate to accomplish work goals and to lead team of diverse support groups to support both customer and business needs

Preferred Qualifications

 

• Bachelor's or advanced degree in Chemical Engineering preferred or STEM related degree
• 10 years of experience in the refining industry with at least 2 years of experience in value focused sales/service in the process (refining) industry
• 2 years of FCC experience preferably in engineering and plant operations (preference for experience with refining/FCC economics)
• 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 decisio