Regional Account Manager

Basic Function

The purpose of the Regional Account Manager role is to execute the annual Sales Plan, realizing the budgeted Customer/Product sales volume at differential pricing, managing the Regional Account relationship, capturing growth opportunities in targeted applications, driving excellence in business processes like Pricing, S&OP, Credit management, Quality, CRM, reporting on Sales KPI’s, cooperating with the Marketing, New Business Development, Tech. Service, Customer Service and Credit team. The regional Account Manager role will mainly focus on the sales of (color) masterbatches and new customer acquisition. This role is home office based.

Roles & Responsibilities

• Drives for results and achieves sales and pricing objectives 
• Engages in customer visits to identify and analyze customer needs and develops commercial solutions
• Develops and nurtures relationships with key stakeholders, externally with customers and OEM’s and internally with sales, marketing, ADTS, CS and credit and establishes solid relationships with them
• Coordinating and aligning objectives and initiatives within the account team
• 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 in the region
• Ensures CRM (SalesForce) is kept up to date with latest info on Accounts, DMU, Account Plans, Financial data, etc

Min. Qualifications

Education:

• University or college degree in Business Administration minimum bachelor's degree in sciences or engineering; master’s degree preferred.

Work Experience:

• Minimum 5 years of experience in Polymers, Sales, ADTS, Customer Service or BDA

Licenses & Certifications:

• Basic IT skills (Microsoft Outlook, Office Word/Excel, SAP R/3, SalesForce)

Preferred Qualifications

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