Account Manager, Sales

BASIC FUNCTION:

The role is an individual contributor and has the purpose to represent the company and business strategies, develop the sales growth at the customer, increase total value creation, manage the order-to-cash process and improve customer satisfaction of LyondellBasell’s commodity polyolefin products at customers within a specific region in line with the defined business strategy.

RESPONSIBILITIES AND ACCOUNTABILITIES:

• Develops and nurtures relation¬ships with customers, identifying new trend-setters and establishing solid relationships with them.
• Makes recommendations on potential improvement of overall marketing drive for the segment to the Business Management.
• First information point for the provision of know-how and data relating to the products and the market for those products coming from the strategic marketing segment of the organization
• Identifies and develops new customers
• Collecting and providing all pricing related information to assist BU implementing a price policy in the relevant market and devises pricing tactics within specified guidelines.
• Assists BU’s drive for results and achievement of sales and pricing objectives based on the price policy and specified guidelines at the customer in terms of contribution margin, volume, customer share, cost management, bad debt and working capital.
• Coordinates and follows-up all activities with the customer as to new opportunities, product information, offers, orders, contracts negotiation and formulation, deliveries, invoice, credit terms, after sales service, claims, in close cooperation with the Customer Service Group
• Efficiently plans customer visits and reports to extract more value for LyondellBasell. Involves the CSR as a primary source of information to build a market intelligence report.
• Analyses and reports changes and new developments in the market concerning competition, customers, new products and services, sales methods and promotions.
• Actively investigates continued improvement in sales methods (promotions, publicity, sponsorships, packaging, etc.)
• Develops strong relationships with key stakeholders and builds an effective network. Key stakeholders include: Customers and internal interfaces such as business management, quality, technical service, supply chain, customer service, credit, tax, legal and financial services.
• Respects all policies and procedures and proactively “lives” them
• To follow the company policy about Product risk management.  Work in collaboration with AD/TS, Supply Chain in order to understand and avoid product risk. Follow directives and procedures from Lyondellbasell Product Stewardship Manager AP & AFMEI. Follow up of claims in guidance with the policy for product risk management

PERSON SPECIFICATION:

Education: 
University or college degree in Business Administration minimum bachelor preferably MBA or master degree in sciences or engineering.

Work Experience: 
      Minimum  5 years experience in Polymers, Sales, Marketing or Business Management

Functional Competencies

Account Management - Develops strategic plan for the customer to outline the cross functional interaction at the account to drive value in line with the business strategy

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 customer. 
 
Languages:

Knowledge of English and Hindi preferred.

Critical Competencies

Drives Results – Demonstrate Strong drive to achieve superior results; Drives task to successful completion and closure with a “ no excuse” mindset; Shows determination in the face of obstacles and setbacks; Acts with sense of urgency to complete tasks; Sets high standards for own performance. 

Customer Focus : Conducts research to better understand the customer’s business to help anticipate and meet their needs; committed to identifying ideas and solutions to improve customer service; Partners with customers to resolve problems; Internalizes and leverages customer feedback to meet their future needs.

Instills Trust:  Honors agreements and commitments, even when working through competing priorities; Shows consistency in words and actions; Challenges questionable conduct or proposals and in addition to reporting them formally, integrates learnings into their own actions and behaviors. Shows personal commitment to upholding company policies, practices, and all aspects of code of conduct.

Demonstrates Courage:  Follows convictions in the face of adversity; Proactively takes on the unknown; Raises difficult issues to  ensure that they are addressed. Offers ideas or opinions candidly even if it means taking a personal/professional risk.

Ensures Accountability:  Monitors progress of performance and course corrects when necessary; Takes ownership of own work; Follows through on commitments; Takes responsibility for success and failures in own work; Balances quality of work with meeting deadlines; Strives for continuous improvement and offers ideas on how to make things better.

Collaborates: Openly share information with others; Involves others as appropriate to accomplish individual and group goals; Encourages unity and teamwork rather than “ us vs them” thinking; Welcomes and acknowledges the ideas and inputs of others

Cultivates Innovation: Brings forth creative ideas and innovative solutions; Sees opportunities where others see obstacles; Explore multiple alternatives to resolve an issue; Applies expertise in ways that are unique or innovative.

Building Effective Team: Participates in constructive dialogue with the team, ensuring multiple perspectives are considered; Places team’s priorities above personal objectives and is open to constructive feedback to increase effectiveness for the team; Supports team decisions and promotes team spirit; Involves others appropriately when working on team projects; Seeks out stretch goals to support one’s development.