Think Beyond The Label Jobs

REQ-26020

Be an essential element to a brighter future.

We work together to transform essential resources into critical ingredients for mobility, energy, connectivity and health. Join our values-led organization committed to building a more resilient world with people and planet in mind. Our core values (https://www.albemarle.com/about/our-values) are the foundation that make us successful for ourselves, our customers and the planet.

Job Description

Key Focus/Responsibilities

• Pro-actively prepare, share and discuss Account plans describing strategy to approach an account with a 3 year scope

• Pro-actively prepare, share and discuss Negotiation plans and tactics for specific opportunities

• Takes a leading role of bringing Business, Technical Service and (Key/Global) Account Management together

• Present, negotiate and discuss Commercial, Technical and Unit Monitoring reports

• Timely include SME’s on complex topics and evaluate need to command these resources

• Own Albemarle’s customer interface

• Develop/maintain customer, market, and competitor information to be used for Challenger Selling insights

• Develop value propositions with technical service based on challenger sales model to demonstrate performance improvements and/or cost savings for customers, demanding higher prices for our products/services

• Factual and timely internal reporting by using company appropriate tools

• Pro-actively Identify and develop new opportunities and accounts

• Build and maintain customer relationships

• Successfully negotiate, implement and secure key/large businesses through long term supply agreements as per business requirements

• Document all customer interfaces and contact points in CRM system

• Make sure the info of all required data fields in CRM system are up to date

• Comply and behave according to Go to Market strategy

• Continuous improvement in external perception of Albemarle technical strength and value propositions

• Sell Albemarle’s products and grow sales revenue at existing and new accounts

• Provide market intelligence and industry trends for strategic purpose and decision making

• Contributes to recommendation design

Accountabilities

• Meet/exceed group and individual annual and quarterly targets (volume/profit) as set by division management in Annual Operating Plan

• Gather and collect market information from customers and provide to business teams for market analysis and strategy creation

• Develop and maintain high level contacts at customer base

• Pro-Actively adapt, use and maintain Challenger Sales model tools and behavior in every day sales process

• Provide 18 month rolling product demand forecast (CFT)

• Provide 18 month rolling Technical Offer, Unit Start Up and Unit Monitoring forecast (CFT)

Knowledge and experience

• Bachelors degree in Chemical Engineering or Catalysis with a minimum of 3 years experience as a sales account manager

• At least 10 years industry experience

• Excellent understanding of functionalities and refinery process

• Technical understanding of CFT desired

• Technical savvy to present and explain technical offers and unit monitoring reports to customers

• Commercial affinity and/or experience

• Demonstrated negotiations skills and experience

• Ability to build connections, credibility and exert influence internal as well as external

• Capability for Challenger Selling

• Continuous improvement and learning from previous sales and losses

• Ability to translate customer needs into Albemarle value propositions

• Perseverance, persuasiveness and confidence

• Professionalism, passion and commitment

• Organizational skills

• Fluent in English

Please note: this role requires to travel 50% of the time.

We are partners to one another in pioneering new ways to be better for ourselves, our teams, and our communities. When you join Albemarle, you become our most essential element and you can anticipate competitive compensation, a comprehensive benefits package, and resources that foster your well-being and fuel your personal growth. Help us shape the future, build with purpose and grow together.