Local Account Manager

RESPONSIBILITIES AND ACCOUNTABILITIES

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.

PERSON SPECIFICATION

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)

Critical Competencies/Behaviors

Business Acumen – Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

• Decision Quality – Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.
• Organizational Agility - Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and reasoning behind key policies, practices, and procedures; understands the cultures of organizations.
• Priority Setting – Spends his/her time and the time of others on what's important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.
• Customer Focus – Anticipates and acts with the customer in mind; is dedicated to meeting and/or exceeding the expectations and requirements of the customer to deliver exceptional value; establishes and maintains effective relationships with customers and continually seeks feedback and information to improve products and services.
• Drive for Results – Steadfastly pushes self and others for results; works with passion and a sense of urgency; seeks opportunities to improve results and processes in a proactive manner; contributes to the goals and profitability of the company.
• Motivating Each Other - Creates a climate in which people want to do their best. Empowers others. Invites input from each person and shares ownership and visibility. Makes each individual feel his/her work is important. Is someone people like working for and with.
• Interpersonal Capability – Builds appropriate rapport with others; is comfortable receiving coaching and feedback from others; builds constructive and effective relationships; uses diplomacy and tact; diffuses even high-tension situations comfortably; encourages cooperation and collaboration; is candid with others; solves problems with others with a minimum of noise.

Skills:

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.

Languages:

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

Competencies