Share this Job

Executive Corporate Account Manager

Date: Jan 13, 2019

Location: Worms, RP, DE, 67547

Company: W. R. Grace & Co.

Requisition ID: 3002

Grace ist ein führender globaler Lieferant von Katalysatoren und Spezialmaterialien, der auf Talent, Technologie und Vertrauen baut. Die beiden branchenführenden Geschäftsbereiche des Unternehmens – Katalysator- und Werkstofftechnologien – warten mit innovativen Produkten, Technologien und Dienstleistungen auf, die die Produkte und Prozesse unserer Kunden in aller Welt verbessern. Grace beschäftigt ca. 3.900 Mitarbeiter in mehr als 30 Ländern.

Job Description

Key Responsibilities

  • 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 corporate accounts
  • Coordinate sales team members to drive execution of strategy and metrics on their corporate accounts
  • Direct and manage the sales process
  • Build and maintain executive level customer relationships globally and coach account sales representatives on discovery of customer profit drivers
  • Build, develop, coordinate and lead an outstanding account team committed to Grace’s vision and values; Support the sales team with making presentations to senior executives/leadership, and perform other sales functions as needed for the corporate account
  • Support Sales team with the monetization of value delivered as it relates to a project, new application, or competitive opportunity
  • Co-Develop and implement formalized business plans for designated accounts to outline available opportunities which increase new business and expansion opportunities; hold self and sales teams accountable for achieving assigned goals and objectives.
  • Develop a global growth portfolio, identifying and analyzing market trends influencing customer profit drivers within the industry. Target gaps to create growth opportunities.
  • Conduct forecast and pipeline review meetings with managers; Ensure lead generation and pipeline growth will sustain revenue targets
  • Lead global contract negotiations and renewals with support from sales team
  • Coordinate annual business reviews (steering teams) and global technology forums
  • Provide feedback to marketing and other supporting functions regarding market trends  and other factors impacting sales
  • 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
  • Initiate proposals and negotiates through complex processes with clients and internal resources to reach long-term profitable business relationships
  • Create Pipeline Management Forecasts, competitive analyses, product value propositions, and positioning statements
  • Drive profitable growth in corporate accounts at a faster rate than the individual product line teams working independently
  • Represent Grace at key industry meetings and conferences to promote Grace’s products and develop the prospect pipeline 

Required Skills

  • Executive level selling and a proven record of top line growth
  • Team leadership that inspires sales professionals on the team to achieve aggressive revenue targets
  • A strong motivator and visionary with high energy and drive, accompanied by clear, purposeful and frequent communications
  • Skilled in building customer relationships, well developed business acumen and knowledge of sales, both internal and external.
  • A person with focus on results and the ability to assess quickly, identify issues and implement solutions
  • Must be a champion for innovation, able to propose new ideas and improved ways of managing processes
  • Ability to work effectively in a highly matrixed team structure and maintain strong cross-functional and cross-team ties
  • A strategic thinker who develops and manages through key metrics that give an accurate picture of sales goals and of progress toward them
  • Ability to work on and influence cross-functional working groups  and different cultures
  • Demonstrated strategic planning, value selling and strong communication & presentation skills
  • Significant travel requirements – minimum 50%

Required Experience

  • Bachelor’s degree
  • At least 15 years of proven progressive business leadership and team management experience
  • A track record of sales growth and goal attainment and experience managing multiple key accounts.
  • A demonstrated history of executive relationship building and management of executive selling teams
  • Proven talent for leading a multi-cultural, multi-functional team in a matrix organization and across technologies

Preferred Qualifications

  • 5 years of key account management experience is a plus, Being in a Key Account Program
  • MBA
  • Experience in a manufacturing company
  • Experience in Polyolefins

Grace akzeptiert keine unaufgeforderte Unterstützung von Personalvermittlern für diese offene Stelle. Wir bitten, von Anrufen und E-Mails abzusehen. Alle Lebensläufe, die Personalvermittler über E-Mail, Internet oder in jeglicher anderen Form und/oder Methode ohne gültige schriftliche Suchvereinbarung für diese Stelle an Mitarbeiter von Grace senden, werden als alleiniges Eigentum von Grace angesehen. Im Falle einer Einstellung eines Kandidaten durch Grace infolge einer Empfehlung oder auf anderen Wegen wird keine Gebühr gezahlt.