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Account Manager

Location: 

Akron, OH, US, 44310 US PA, US

Req ID:  75018
Facility:  AKRON-5001, OHIO STATEWIDE-5057, Pennsylvania Statewide-LYO
Department:  APS Sales Consumer
Division:  Global APS and Supply Chain

LyondellBasell (NYSE: LYB) is one of the largest plastics, chemicals and refining companies in the world. Driven by its employees around the globe, LyondellBasell produces materials and products that are key to advancing solutions to modern challenges like enhancing food safety through lightweight and flexible packaging, protecting the purity of water supplies through stronger and more versatile pipes, improving the safety, comfort and fuel efficiency of many of the cars and trucks on the road, and ensuring the safe and effective functionality in electronics and appliances. LyondellBasell sells products into more than 100 countries and is the world's largest producer of polypropylene compounds and the largest licensor of polyolefin technologies. In 2021, LyondellBasell was named to Fortune Magazine's list of the "World's Most Admired Companies" for the fourth consecutive year.

Basic Function

This position is accountable to the APS(USA-CAN) Sales Manager for managing the sales results for a large volume territory primarily in the Midwest and Northeast USA area, but may include other locations as well.  Account assignments include certain highly strategic packaging and medical accounts. The critical elements to achieve these results are: 1) leading the preparation and implementation of sales plans and programs that support achieving strategic business unit objectives for those accounts, 2) developing contracts, profit analysis, and pricing strategy in conjunction with business management for assigned accounts, 3) developing strong personal relationships with key customers (top to bottom contacts in all functional areas) in support of objectives, 4) leading cross-functional teams to deliver the planned results, 5) communicate customer needs throughout the organization, and 6) plan and carry out direct sales activities to agreed budgets, sales volumes, values, product mix, and timescales.
 
The Sales Professional Account Executive role has the following Responsibilities and Accountabilities and requires the below stated Skills and Attributes as well as satisfying expected Job Requirements.

Roles & Responsibilities

Comply with all requirements of Lyondellbasell policies related to business ethics and conduct as well as safety.
•    Call on assigned customers by arranging and attending in person meetings with all functional areas of our customers (purchasing, engineering, manufacturing, quality, etc.).  Develop strong customer relationships with key individuals and decision makers.  
•    Continually seek to add value to the enterprise through strategic growth opportunities consistent with the objectives defined in the business plan.
•    Prepare near and medium (1-3 yrs.) range LYB sales forecasts in accordance with Divisional and Corporate objectives.
•    Develop and implement account strategies, tactics and action steps at the customer level which are focused toward the achievement of Business Unit sales objectives.
•    Communicate to appropriate personnel; (a) market place pricing activities, (b) recommendations for required pricing authorizations and (c) subsequent customer/market place implementation.  
•    Provide to appropriate personnel price/risk alternatives and recommendations on existing and new business opportunities within the parameters of established objectives.
•    Establish and administer a process for providing a routine assessment of sales performance as compared to plan or forecast and develop and manage corrective action.
•    Ensure the development and administration of key account sales plans (objectives, strategies, tactics, time lines, action steps and entertainment).
•    Lead the negotiation of sales proposals and develop contracts and make recommendations to sales management and the business group.
•    Ensure the maintenance of current in-depth knowledge of markets, customers, prospects and competitors.
•    Maintain a program to assure resolution of customer problems and/or complaints involving products or service to meet or exceed company objectives.
•    Recommend annual travel and entertainment expense forecasts and manage to approved budget.
•    Maintain customer price letters, invoice pricing and monthly forecast.  Support LYB Credit Group in the resolution of pricing discrepancies or late payments with customers.  
•    Ensure proper readiness for customer program launches by coordinating cross-functional internal and external support.

Min. Qualifications

•    Must have completed a Bachelor’s Degree from an accredited college or university in a business, marketing or a technical curriculum, such as Chemical Engineering, Mechanical Engineering, Polymers Engineering, Chemistry, etc. 
•    The job requires proven selling skills and a good understanding of the business dynamics, strategies, and markets. Packaging and medical sales and/or market experience is recommended.
•    Successful candidates will have the intellectual-horsepower to learn; proven leadership skills; excellent communication skills; strong analytical skills and problem-solving skills.
•    Advanced skills in Outlook, Power Point, Excel and Word; mathematical aptitude and aptitude to learn internal software and manage core functions efficiently.  Salesforce experience is recommended.
•    An ability to motivate and lead cross functional peer groups is necessary.  
•    Some amount of travel is required (up to 25-40% overnight) and minimal supervision received. 
•    The select Account Manager should have had 5 years minimum commercial experience. 
•    The Account Manager position would be a home office position located in Midwest or Northeast United States; preference is Cleveland/Pittsburgh area. 
 
 

Preferred Qualifications

•    Mobility – ability to travel is essential.
•    Outside sales – Ability to work away from home for up to 5 days at a time
•    Customer interaction – organize and set up meetings, lunches and dinners with all levels of customer personnel 
•    Excellent phone presentation – Ability to work independently closing new leads and working on follow up leads 
•    Consistency – Ability to sustain a high level of energy and performance
•    Assertiveness – Demonstrating an appropriate level of aggressiveness when intercepting prospects and asking for the sale
•    Professionalism – Ability to present oneself in an appropriate manner while representing the company at large Corporate Accounts (National and International) as well as smaller regional accounts. 
•    Approachability – Ability to quickly build rapport with prospects and hold their attention throughout the interaction.
•    Consultative Style – Ability to build trust and establish credibility through the use of questions that relate specifically to the individual prospect
•    Quality Selling – Ability to follow established policy and procedure when selling the product 
•    Closing the Sale – Ability to obtain sales levels established by the program needs and by the performance of your peers.
 

Competencies

Builds effective teams
Collaborates
Cultivates innovation
Customer focus
Demonstrates courage
Drives results
Ensures accountability
Instills trust and exemplifies integrity

Must be at least 18 years of age and must be legally authorized to work in the United States (US) on a permanent basis without visa sponsorship.

 

LyondellBasell does not accept or retain unsolicited résumés or phone calls and/or respond to them or to any third party representing job seekers.

 

LyondellBasell is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, veteran status, and other protected characteristics.  The US EEO is the Law poster is available here.


Nearest Major Market: Akron
Nearest Secondary Market: Cleveland

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