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Executive Corporate Account Manager

Date: Nov 29, 2021

Location: Houston, TX, US, 77026

Company: W. R. Grace & Co.

 

Requisition ID: 19278

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

The Executive Corporate Account Manager maintains and expands relationships with strategically important large customers.  Grace’s Specialty Catalysts Business Unit provides process technology for polypropylene and a broad range of high-quality catalysts and supports for specialized processes in the chemical value chain, from plastics to petrochemicals. You will represent the entire range of company products and services to assigned customers, while leading the customer’s global account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. This role reports into the Global VP of Sales – Specialty Catalysts.

 

  • Global account management responsibility for ~$100M+ of revenue with direct accountability for meeting sales targets, forecasting and growing future sales and managing the relationships with the customer
  • Responsible for overall long-term growth and direction of assigned global corporate accounts
  • Lead Development and implementation of global sales strategic direction for the assigned corporate accounts including specific objectives, revenue targets and metrics (KPIs) for growth and profitability. Develop, track and achieve target KPI’s for assigned corporate account
  • Develops and implements formalized business plans for designated accounts to outline available opportunities which increase new business and expansion opportunities
  • Develop a growth portfolio, identifying and analyzing market trends influencing customer profit drivers within the industry
  • Build and maintain executive level customer relationships globally and coach account sales representatives on discovery of customer profit drivers
  • Lead global contract negotiations and renewals with support from sales team
  • Maintains knowledge of market influences, customer and competitor trends and provides feedback loop back into the organization
  • Initiate proposals and negotiates through complex processes with clients and internal resources to reach long-term profitable business relationships
  • Drive profitable growth in corporate accounts at a faster rate than the individual product line teams working independently
  • Partner with Marketing to develop pricing strategies that achieve goals and lead the price increase selling efforts. Ensure that pricing is consistent and appropriate for all customer locations
  • Carries out all duties safely and with consideration of environmental impact

Required Experience

  • Technical degree (Engineering, Chemistry, etc.)
  • 15+ years B2B sales experience in the global petrochemical industry
  • Demonstrated success in a direct sales role with strategic selling skills
  • Experience in successfully managing and leading a matrixed business model
  • Executive level selling and a proven record of top line and margin growth
  • Must be able to travel up to 50%

Preferred Qualifications

  • Use of Salesforce

#WRGRACE

 

 

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.

 

EOE Statement:  W. R. Grace & Co. is committed to creating a diverse environment and is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other legally protected status.

 

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation.


Nearest Major Market: Houston