Sr. Account Manager, Fluorospecialties Job

Sr. Account Manager, Fluorospecialties

This role is responsible for Fluorospecialties´ strategic key account management and development for blowing agent sales to OEM Foam Accounts and small to mid-size OEM manufacturers in the USA and Canada. This role drives the development of key customer relationships to execute business sales growth and earnings strategy for their given geographic territory, including engagement with key accounts.  This is an individual contributor role and reports to Sales Manager, Foam, Americas.  Travel up to 50% of time.  Key product responsibilities include but are not limited to HFO 1233zd and residual or legacy R-134a.

Account Management Responsibilities:  

• Develops and executes strategic sales plans for individual accounts.
• Establishes and maintains account relationships, meeting personal sales targets.
• Prepares sales presentations, contracts, and proposals for successful transactions.
• Promotes products/applications to assigned customers/partners and provides ongoing support, acting as a visible technical and commercial resource.
• Manages the demand forecast, utilizing sales planning and forecasting technology, and contributes to supply chain planning activities.
• Administers sales policies and account programs to achieve or exceed budgeted sales, margin, and profit goals.
• Conducts customer due diligence and gathers intelligence on customer activities.
• Actively engages in payment collection activities, including direct contact as needed.
• Effectively interprets and prioritizes customer needs and aligns product/service offerings accordingly.
• Identifies and proposes improvements to optimize customer operations and implement value-added solutions.
• Identifies new customers, partners, end-users, and markets to support profitable growth.
• Generates leads and builds a pipeline.
• Collaborates across the organization to resolve problems efficiently.
• Ensures the highest standards of health, safety, and environmental compliance for customers.
• Establishes relationships with key contacts at assigned customers and partners with decision makers and influencers.
• Translates complex products, offerings, and applications for existing and potential customers.
• Monitors the competitive landscape and downstream market dynamics, formulating and communicating response strategies.
• Collaborates with peers and sales management to develop higher-level sales strategies and identify target accounts and opportunities aligned with the business unit's strategy.
• Demonstrates a strong understanding of customer, industry, and market dynamics and proficiency in the business unit's value proposition to match it with customer needs.
• Gains knowledge of Arkema's broader products, offerings, and solutions, actively learning about other business unit products and initiatives.
• Documents all activities in Salesforce.com (SFDC).
• Maintains a commitment to safety while working and traveling.

• Acts as business unit ambassador; educates, informs, and shares relevant information on customers/products/solutions with other Arkema business units in the interest of maximizing customer relationships.
• Supports other BUs or Arkema initiatives as needed.
• Supports the site HES policy and complies with all regulatory and internal requirements.
• Participates in HES activities provided by site management and Arkema Inc. (e.g., Behavioral Base Safety, SafeStart, etc.)
• Supports and promotes the reporting of all health, safety, environmental, near-miss, accident, or injury incidents.
• Provides guidance and mentoring to other Account Managers, as needed, including on sales tools and processes.

Qualifications:

• BA or BS degree (Sales, Marketing, Chemistry, Engineering, or related discipline).
• 10 + years of experience in chemical/technical/polyurethane sales or business selling.
• 5+ years managing strategic customers.
• Experience in polyurethane sales (specific products/markets) a plus. Knowledge and experience with Polyurethane foams, insulation, refrigerants, compressors and/or energy efficient materials a plus.
• SAP and CRM tools such as Salesforce.com

Competencies:

• Exceptional organizational skills for effectively managing both sales responsibilities and strategic planning.
• Proficient in time management and organization, ensuring accurate and timely sales reports and account records.
• Outstanding interpersonal skills, capable of collaborating effectively with individuals at all levels, both within and outside the organization.
• Customer-focused with strong technical expertise and in-depth knowledge of the target market segment and associated applications.
• Adept in communication, delivering persuasive presentations across various media to convey information and drive action.
• Active listener, skilled at translating customer needs to key stakeholders within Arkema.
• Establishes trust and confidence while influencing others toward mutually beneficial solutions.
• Proven track record in developing and executing Strategic and Key Account Plans, including defining tactics, assignments, due dates, and deliverables.
• Demonstrated success in contract negotiation, sales closure, lead development, and fostering innovative ideas.
• Self-motivated, capable of working independently or as part of a team, readily sharing information with colleagues.
• Achieves business plan goals, even in the face of evolving market conditions.

Who are we ? Arkema’s ambition is to become a pure Specialty Materials player, with a resilient and simplified portfolio. When you join the Arkema team, you are embarking on a career where you can make an impact as we develop Innovative Materials for a Sustainable World.

Want to be part of the team? Arkema was named Top Employer in 2023 by the Top Employer Institute (US, France, China and Brazil), was named World‘s Best Employers in 2022 by Forbes. We ranked 3rd on the Dow Jones Sustainability Index in 2022. We are proud of being a world leader in specialty chemicals and advanced materials, with annual sales of €11.5 billion and 21,100 people employed in some 55 countries. The Group allocates 2.6% of sales to R&D, with 16 R&D centers and 1,800 researchers globally.

Whether you work at Arkema, Bostik, ArrMaz*, or part of the many businesses within the Group, we are One Arkema. We share a Vision and culture based on a deep commitment to our values - Solidarity, Performance, Simplicity, Empowerment and Inclusion. We fully understand, respect and protect the uniqueness of individuals, and provide unique opportunities for everyone equally in a diversity and inclusive culture.

If you pursue excellence, love innovation and are inspired by challenges, we encourage you through www.arkema.com to learn more about how we are committed to active engagement with all our stakeholders, and how do we concentrate on advances in bio-based and recyclable materials, new energies, water management, electronic solutions, lightweight materials and design, home efficiency and insulation. 

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