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Technical Account Manager

Date: Dec 11, 2018

Location: Columbia, MD, US, 21044

Company: W. R. Grace & Co.

Requisition ID: 3095 

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 3,900 people in over 30 countries.

Job Description

Performs Fluid Catalytic Cracking (FCC) technical service activities for a group of accounts including field service and customer contact development, customer value proposition option development and execution, customer turnaround support, conducting technical seminars, monitoring the tests of new products.  Communicates and coordinates with R&D and Manufacturing and drives the development of new products to meet future customer needs. Develops, prepares and presents proposals and yield estimates  to customers to maximize profit margin to Grace.  Builds relationships at all levels with customers. Interacts with FCC industry experts at technical and commercial functions (such as the AFPM).

Act as a point of contact for Grace to all assigned customers.  Dependent on customer, activities will range from purely technical (including value proposition development/implementation/communication) to technical and commercial (including CVP, account strategy and overall customer relationship management)

 Diagnose and solve technical problems.  Advise on the use, properties and modifications of FCC products.  Serve as subject matter expert regarding the functions of FCC products and their use for maximum effectiveness.

Write and present technical section of sales proposals for FCC products to customers. Follow the operation and performance of FCC products.  Collect and analyze detailed operating data.  Evaluate and document results (including modeling).    Assist customer in optimizing their FCC units to maximum profit by use of Grace FCC products.Prepare yield estimates to support sales.  Incorporate yield estimates into customer presentations and deliver this to customers in a professional manner.  Provide input to continuously improve the yield estimate model.Conduct technical seminars and evaluate industry trends and competitive products.  Supply ideas to the PRISM process for new/future products.

Coordinate customer requests for pilot plant studies for marketing and troubleshooting purposes.  Provide background and detailed test strategy to Grace lab personnel.  Follow progress and reports results to customers.

Required Skills

  • Excellent Communication and Presentation Skills
  • Ability to work independently and as part of a team
  • Ability to collaborate to accomplish work goals
  • Ability to lead team of diverse support groups to support Catalysts and Customer needs
  • PC skills are essential (including Modeling)
  • Adaptable to changing business needs
  • Must be able to travel when required including some international travel (up to 50%) – English/Spanish Bilingual strongly preferred
  • Location: Houston, Columbia


Required Experience

  • Minimum 10 years experience in the process industry with at least 5 years experience in refining technology and 5 years of FCC experience preferably in engineering and plant operations (preference for experience with refining/FCC economics)
  • BS Chemical Engineering or equivalent required

Preferred Qualifications

MS / MBA preferred

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.

Nearest Major Market: Baltimore