Senior Account Manager

Senior Account Manager (Construction)

Position Overview:

The Senior Account Manager serve as the primary point of contact for key accounts.  Build long-term, trusted relationships with senior stakeholders and understand client needs deeply and ensure satisfaction.

The Senior Account Manager will be responsible for developing Bakelite’s Sales, revenues, GM1 of the Business Unit Construction (FPD) Others in the a/m Countries. While maintaining and further developing customer relationships, market needs and business opportunities in close cooperation with Supply Chain, Customer Service, Technical Service Management, Research and Development and other departments.

Job Responsibilities:

Develop the Business strategy for the Business Unit.

Act as the liaison between the clients and Bakelite.

Work closely with customers to determine the client’s needs.

Make sure the Business Unit develops products or services to meet this client’s needs.

Negotiate prices in dynamic markets.

Establish key Customer relationships.

Work closely with procurement, logistics and technical depts in MOM improvement projects.

Follow closely the market trend concerning Sustainability and Carbon Foot Print  of our products.

Develops commercial solutions to complex problems and ensures those solutions are consistent with organization objectives.

Full responsibility for sales Volume, Revenue, GM1 in the assigned Area.

Full responsibility for the management and communication to own client group.

Functional Competencies:

Business Acumen

Ability to work effectively with various business scenarios in a manner that is likely to lead to a good outcome. Understanding and anticipating customer needs to close sales.

Industry and Competitive Knowledge

Learning from your customers the market, trends, and customer performance values. Ex: Market Share, competitive activity, customer CTQ’s, market drivers, etc.

Know your customers business

Identifying what makes customers successful, why do they make decisions, analysis and preparation on their needs.

Organizational Knowledge

Understanding the systems that make a business run, the rules that govern, and what can influence those processes.

Financial Knowledge

Assessment and accountability to drive financial results for the business. What sales actions mean to the profit and loss of the business and to our customers’ profit and loss.

Technical knowledge

Ability to leverage an in-depth scientific knowledge of the technology sold based on the customers process.

Consultative problem solving

Proficiency in managing a variety of customer needs. From customer concerns, technical support, and delivering new solutions.

Data Analysis and Interpretation

Delivering on problem solving to achieve business and customer goals. Utilizing logical approaches to resolve complex issues.

Customer Process Expertise

An expert in the interaction our customers process has with the performance of our products.

Relationship Management

The management and optimization of interactions with customers and internal partners to influence the sales outcome.

Collaboration and Networking

Building personal connections across cross functional and organizational levels with both internal and external customers.

Gaining access to decision-makers

Building rapport and understanding of customer organizations, expanding the business relationship beyond that of transactional.

Influencing

Utilizing trust, integrity, and attention to detail to positively influence others. Guiding a customer along the path to buying our product.

Balance of independence and collaboration

Ensuring a team is in sync regarding crucial information, holding team’s accountable, and encouraging knowledge sharing.

Communication

The ability to clearly explain the benefits and value of our products, as well as listen to customer needs and concerns. Applicable internal to the organization as well.

Delivering clear and concise internal and external messaging

Creating value by understanding the customer needs and clearly articulating to create real value and customer action. Ex: Active listening, curiosity, empathy, talking straight, product knowledge, rapport, etc.

Value Propositions

Utilize and prepare a clear value proposition for our product. Understanding the customer needs and the range of value our product can bring. Maximizing our potential sales outcome.

Preparation and Proactivity

Understanding proactively the customer needs, your agenda, desired outcome, and stages of a strategic buying process.

Strategic Agility

Proactively taking action to create new opportunities for products and services, Responding to changes faster than the competition.

Growth Mindset

Positioning to be a first mover at customers to create new product or service offerings. Responding to changes faster than our competition.

Leads with Innovation

We do not lead with price, we drive value. Utilizing a strategic approach of technology disruption to drive value rather than commoditization.

Differentiates to market

Distinguish our products and services from the competition. Creation of real value to the customers on factors such as quality, performance, and service.

Drive action with customer projects to deliver results

Clearly defining project scope and goals and delivering on the project timeline. Ex: Collaborative project teams, KPI’s, highlighting success.

Negotiation Skills

Communications with a potential or existing customer, aimed at reaching a mutually beneficial agreement. It involves discussing terms, pricing, contract conditions, product or service features, and other variables to align the interests of both parties while maximizing value for the company.

Education and Experience:

Several years’ (3-7) commercial experience in chemical industry (B2B).

Strong personality, able to drive negotiations with customers.

Multiple Languages skills (preferential requirement).

Travel Requirements: 40-60%