Local Account Manager (F/M)

Basic Function

The purpose of the local Account manager role is to execute the APS EU Sales Plan, realizing the budgeted Customer/Product sales volume at differential pricing with focus on developing small/medium size customers to extract value out of the Color Masterbatch business, actively managing the customer relationship with customers with frequent F2F visits, phone, email and online portals and capturing growth opportunities. Work closely in a team approach with color laboratory, sales colleagues as well as all other important internal stakeholder (Business & Product Management, Asset, technical support and Credit team. 

The position is located in Oyonnax with business travel to be expected.
 

Roles & Responsibilities

•    Drives for results and achieves sales and pricing objectives in terms of contribution margin, volume, differential pricing, quality and services for the assigned customers. 
•    Engages with color customers across industries (yearly potential <25t) to actively develop color matches while ensuring high conversion rate to deliver on sales objectives
•    Develops and nurtures relationships with key stakeholders, externally with customers, and internally with Sales, Business & Product Management, Color lab, TS, CS and credit and establishes solid relationships with them 
•    Respects all policies and procedures and proactively “lives” them 
•    Monitors frequently DSO and ensures timely closing of customer claims 
•    Increases sales by promoting targeted products/applications and innovation, identifies and captures cross-selling opportunities, identifies and develops new customers 
•    Provides regular up-dates on market intelligence and competitive movements to the business in the respective area 
•    Ensures a consistent and effective execution of the business strategy at the customer and makes recommendations on potential improvements 
•    Ensures Value propositions of the represented Market Segments land at the customer
•    Drives operational excellence in S&OP (forecasting) and Pricing Management
•    Effectively troubleshoots customer issues and queries
•    Frequently reports on main KPI’s 
•    Ensures CRM (SalesForce) is kept up to date with latest info on Accounts, DMU, Account Plans, Financial data, etc
•    This role should excel in finding out and developing new customers having colors requirements
•    Willingness to travel up to 60% of the time
•    Reports to Sales Team Lead CPC LAM.

Min. Qualifications

Education :
University or college degree in sciences or engineering  preferred

Work Experience : 
Minimum 5 years of experience in sales

Licenses & Certifications :
Basic IT skills (Microsoft Outlook, Office Word/Excel, SAP R/3, SalesForce)

Languages :
English in combination with at least one local language in the applicable region
 

Preferred Qualifications

Negotiating – Can negotiate skillfully in tough situations with both internal and external groups. Can settle differences with minimum “noise”. Can win concessions without damaging relationships. Can be direct and forceful as well as diplomatic. Gains trust quickly of other parties to the negotiations. Has a good sense of timing. 

Presentation and Communication Skills – Presents information in a simple way, clearly communicating the key messages and engages the audience. Communicates openly and clear. Simplifies complex issues where possible and share information freely 

Product and Technical Knowledge – Looks for opportunities to continuously learn about LYB products and services to be able to clearly articulate these in a strong value proposition for the partner entity.
 

Competencies