Global Key Account Manager - Oil & Gas
Solvay - Houston, TX

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NOV000713

Description

Coordinate the global business development for designated key accounts consistent with the global market strategy and in conjunction with regional business strategy

Deal with medium to long-term customer relationships and assess true potential of the account and implement business accordingly

Full accountability for Top Line growth and Ebitda/CM with Key Account(s)

Responsible for developing a strategy for designated key account(s), managing an internal KA team (regional or global) with the objective to reach bottom line results negotiated with the Global Market VP/Regional Business Director maintaining strong communication with the Zone VP.

Interact with the Customer at all level of the Organization (Purchasing, R&D, Marketing, Management, etc ..), with the Business (local, World-Wide) and with all functions dealing with the key account (s), i.e. R&D, supply chain, Tech services, sales

Manage short / medium / long term issues, strong communication and negotiation skills

Define a Key Account roadmap & Set up a Key Account Profile

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Map out full account potential and key stake holders, set stretch targets and work out key buying factors according to segmentation, corporate value and key decision markers

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Analyze and identify Key Account expectations, opportunities and threats

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Build Key Account strategy and identify value-creating projects, according to GBU’s roadmap and objectives

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Maintain excellent global data on the account, using all MRP and Business tools.

Make the best use of these data to reduce margin leakage and identify key drivers to improve profitability

Negotiate, Prepare, Identify, Implement, Monitor & Coordinate

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Plan and lead negotiations, selling value over product

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Prepare action plans for each key account in accordance with overall sales and profit targets; has these plans approved and implements them.

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Proactively identify gaps with strategic plan and develop corrective action plans to deliver on commitments.

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Prepare and implement promotional and customer-service plans that provide a competitive response to customer requirements, in accordance with sales and marketing strategy

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Fosters, monitors and coordinates the pipeline of initiatives with Key Account(s)

Lead, Manage, Animate, Convince, Ensure, Motivate internal & external teams

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Leads Key Account cross-functional Team internally

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Develop and nurture network at all levels of the customer organization.

Ensure the customer remains at the heart of all internal processes with a view to continuously secure profitable growth objectives

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Manage information throughout the network

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Ensures that all GBU departments involved in managing customers are kept informed of the activities of global account customers on a timely basis

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Monitors competitor actions, ensures that the GBU’s offering is competitive and feeds back information to the business

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Motivate Key Account and Rhodia teams

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Develop ‘top of the mind’ preference for Rhodia within the Key Account

Key Challenges

1.

Maintenance and development of long term relationship with key account

2.

Development of new business/ Product with Key Account

3.

Level of new product introduction to customers

4.

Knowledge of customer’s Strategy through quality of database

5.

Depth and quality of network at Key Account(s)

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Deliver Top and bottom line at Key Account(s)

Qualifications

Education

University Degree in a technical field

MBA desired

7-10 years experience in oil and gas sales, familiar with chemical additives, fraking, well disinfectants, surfactants, or related business with experience in evaluation and return on investment analysis for development projects

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Business savvy & Professional sales experience with ability to work in a matrix

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Experience in calling on all levels, account planning skills with sound call planning experience.

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Works independently, capable of working and communicating in a highly matrixed organization

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Demonstrated capability in delivery on sales targets while controlling expenses.

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Excellent interpersonal & leadership skills – able to engage all appropriate parties at appropriate organizational levels (customer)

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Excellent communication written and oral

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Excellent negotiation skills

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Able to motivate and direct teams, both at the key account and within Rhodia

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Ability to forge relationships, internal & external, at multiple levels

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Long-term, strategic thought process

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Experience in working on teams to build the marketing and pricing plans

Primary Location

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United States-Texas-Houston

Standard

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Full-time

Solvay - 16 months ago - save job - block
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