Regional Account Manager

Come Join an Inclusive Team

The purpose of the Regional Account Manager role is to execute the annual Sales Plan, realising 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, Sales & Operation Planning (S&OP), Credit management, Quality Notifications (QN), Sales Force (SF-Customer Relationship Management Tool), Customer Xpress (CX), reporting on Sales KPI’s and cooperating with the Marketing, New Business Development, Application, Development & Technical Services, Customer Service and Credit team.

A Day in the Life

• Drives for results and achieves sales and pricing objectives in terms of contribution margin, volume, customer share, cost management and working capital
• Engages in customer visits to identify and analyse 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 (Days of Sales Outstanding) 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, Account Plans, Financial data, etc.

You Bring This Value

Education:

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

Work Experience:

• Minimum 5 years’ Sales Experience, preferably in the Automotive Industry
• ADTS processing experience also an advantage
• Plastics processing knowledge an advantage
• ISO9001 & IATF16949 knowledge an advantage

Licenses & Certifications:

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

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:

• Must be fluent in English

Critical Competencies and Behaviours

• 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.
• Organisational Agility - Knowledgeable about how organisations 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 organisations.
• 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.

What We Offer

We offer an attractive compensation package, which includes a company car and participation in the Company’s discretionary short-term incentive (bonus) programme. Currently, the full-year target bonus for this position is 10% of base salary.
The holiday entitlement is 25 days/annum plus bank holidays
We offer membership of the Company Defined Contribution Salary Sacrifice Pension scheme with employer contributions of up to 10% matching double employee contributions.
We also offer Private Healthcare, a Home Office Allowance, Group Life & Income Protection insurances, a Health Cash Plan and a Cycle to Work Scheme.
Working hours 37.5 hours/week, Monday to Friday. 

Competencies