Account Manager Latin America

hace 2 semanas

Edo de México Hexion Inc. A tiempo completo

Company Overview
Position Overview
Drive the commercial and operational processes for Latin America. Manage and maintain existing business for selected accounts within this region. Actively hunt for new business by managing and planning strategic accounts and by generating and following up on leads. Optimize and maintain distribution channels. Develop product/ market segment growth strategies and implement these through coordination with technical and marketing resources.
Job Responsibilities
Budget, Financials, Sales Management

Plan, forecast, and meet or exceed budget Volumes, Revenues, and Contribution Margin as outlined in budget and annual goals.

Lead global key account teams and develop and implement key/strategic business and (global) key account plans. Coordinate necessary activities throughout various company and customer functions.

Maintain accurate sales forecast data, and effectively track and manage selling activities in CRM system. Effectively establish and administer customer contracts and sales agreements.

Monitor customer activity and develop trend analysis based on historical purchase patterns. Address changes in trends with customer and adjust to secure position.

Develop and implement pricing strategies.

Work closely with Customer Service and Supply Chain to balance cost-to-serve and target service levels for customers. Work closely with the supply chain organization to deliver competitive advantage.

Manage customers’ expectations regarding lead times and material availability.

Business Development

Understand the dynamics of customers, competitors and market segments, both on local and global levels, and communicate information to drive decisions, direction and priorities of the business.

Identify current and future market needs/trends using available resources while developing a strong market network by effectively communicating with industry contacts.

Develop possible adjacent market segment opportunities.

Develop robust opportunity pipeline and effectively track progress in CRM database.

Ensure timely sample follow up

Broaden the network of contacts within the customer organization to develop and support growth opportunities.

Develop value-chain analysis and drive creative solutions to drive performance-based sales growth and minimize the importance of price in the decision-making process.

Properly use technical expertise and senior management to communicate the value of doing business with the company versus competitive alternatives.

Identify opportunities for sales expansion and drive specific action plans to accomplish and provide proper liaison between customers and Technical Service, Marketing and Senior Management.

Develop regional marketing communication plans together with Global Marketing team.

Minimum Qualifications

10+ years sales or market development experience in the chemical industry.

Preferred Requirements

Self-starter, independent, can take business decisions based on limited information

Experienced leader with good leadership and people development skills

Strong personality, able to drive tough negotiations with customers.

Proven track record in driving technical sales growth at existing and new accounts

High level of sales skills, especially value selling. Prior successful experience in large/key account management. Ability to develop multilevel contacts at target accounts.

Possesses natural drive and ability to understand the value chain. Able to conduct or facilitate Voice of the Customer interviews

Able to grasp bigger picture in relation to market and price developments, and able to explain and sell these developments to customers

Excellent interpersonal skills and ability to deal with cultural and regional differences.

Excellent communication and presentation skills.

Competent in the use of Microsoft Word, Excel & PowerPoint, SAP and other computer-based tools required for the position

Education High School Diploma Bachelor's Degree Other
If currently an employee of the Company, you must have current satisfactory work performance and in most cases, have been in your current role 18 months.

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