Account Manager - Global Solutions

Job Summary

The Account Manager will serve as the primary point of contact for the account interface to all Axens resources that drives and supports high levels of customer satisfaction and loyalty, as measured in surveys and share of business. This person will report to the Commercial Director Americas, for Global solutions. For sake of clarity, the primary focus of the Account Manager is to grow business for Products (Catalyst & Absorbents).

Job Duties/Responsibilities

- Develops strong, strategic relationships with account(s) to identify and leverage the customers’ business goals, growth strategies and profit drivers to deliver the appropriate Axens value proposition.

- In addition to growing the business for Products (Catalysts & Adsorbents), Account Manager is also Responsible for growing Process, Equipment and Modules sales, for the designated market for customers in the territory of the Americas.

- Provides leadership and guidance in critical customer planning and engagement.

- Conducts annual business reviews with assigned accounts to track progress toward revenue and growth goals and owns execution of business plan.

- Defines key targets, ensures personal annual sales budget (revenues and gross margin) is met or exceeded in each sales category, as well as other performance objectives provided by management.

- Communicate customer technical, business and logistics needs so that internal resources can be properly prioritized.

- In case of extended scope beyond the sole supply of products, in charge of internal coordination to meet and execute (if possible and practical) the delivery of such extended scopes.

- Define opportunities, with regular updates of overall account mapping.

- Introduce, promote, and obtain qualification of Axens and its new process, products, equipment, and modular type solutions.

- Maintain customer records per guidelines with emphasis on contacts, scheduled meetings, call reports and important documents.

- Prepare and present commercial proposals.

- Monitor competitive activity and provide information as available while meeting Axens’ code of conduct. Provide market share data to industry coordinator annually by deadline requested.

- Forecast annual, monthly and quarterly sales revenue and product demand in forecasting system. Update on an ongoing basis, with a final monthly update by the 2nd week of the month for production planning purposes and financial forecasting.

- Attend worldwide and commercial meetings on-line or in person.

- Provide monthly summary of customer and market issues and events by required date using internal standard format.

- Submit Won/Loss reports for all significant sales events.

- Assist in identifying and communicating project opportunities for other Axens businesses to the appropriate business.

- Assist in organizing and participating in sales and technical conferences.

- Ability to travel up to 40%-60% as required.

Education

- Bachelor’s degree in engineering or related field required.

Work Experience

- Must have knowledge of oil and gas operations.

- More than 10-15 years’ experience in downstream sector, including direct experience in sales of services/solutions to downstream customers of no less than 10 years in the region.

- Experience in the overall sales process, from the initial phases of prospection to reception of order.

- Knowledge and experience with catalysts and adsorbents is a plus.

- Experience in a global organization.

- Demonstrated ability to work and interface effectively with other sales and support functions to move projects forward in a positive manner.

- Strong business focus with demonstrated priorities of setting the customer’s needs first

- Ability to teach customers by framing the way customers assign value to Axens products and services.

- Demonstrated ability to work and interface effectively with other sales and support functions to move projects forward in a positive manner.

Required Skilss/Abilities

- Excellent verbal and written communication skills.

- Proven ability to build and maintain strong business relationships.

- Strong presentation and analytical skills

- Ability to work independently and provide strong business acumen.

QHSE Requirements

Quality

:

- Take responsibility for the sustainability of Axens and ensuring quality performance

- Report any and all quality related issues or non-conformities to your manager

- Maintain awareness, proactively participate and support all Axens policies for quality management

- Assist in the continual improvement of an effective Integrated Management System complying with the requirements of ISO 9001:2015

- Assist in achieving Site, Department, Regional and Global Quality Management Program goals and objectives

Health and Safety:

- Take responsibility for the health and safety of self and others

- Report any and all health and safety incidents to your manager

- Maintain awareness, proactively participate and support all Axens policies and objectives regarding health and safety

- Assist in the continual improvement of an effective Integrated Management System complying with the requirements of ISO 45001:2018

- Assist in achieving Site, Departmental, Regional and Global Health and Safety goals and objectives

Environmental:

- Take responsibility for the sustainability of Axens and protecting the environment

- Report any and all environmental concerns or incidents to your manager

- Maintain awareness, proactively participate and support all Axens policies regarding environmental protection

- Assist in the continual improvement of an effective Integrated Management System complying with the requirements of ISO 14001:2015

- Assist in achieving Site, Departmental, Regional and Global Environmental Management Program goals and objectives