Sales Account Manager

Annual Wage Range: $138,364.00 -$190,250.50 Other Compensation: Eligibility for the Short-Term Incentive program, other applicable bonuses, and company car allowanceBenefits: U.S. Employee Benefits Summary (grace.com) Grace, a Standard Industries company, is a leading global supplier of catalysts, engineered materials and fine chemicals. We provide innovative products, technologies and services which our customers use to manufacture everyday products like renewable fuels, pharmaceuticals, toothpaste, cosmetics, food packaging, beer, edible oils and more. Our thousands of employees help shape a better future at our global headquarters in Columbia, MD and locations worldwide.Job DescriptionThe Sales Account Manager is responsible for refining catalyst account and sales management with a portfolio of approximately $30MM in total revenue. The role will also involve direct customer accountability and individual site responsibilities to maintain and expand relationships spanning the entire range of FCC and ART products and services for assigned customers. Travel for this role is 30-35%.Responsibilities (1 of 2)Responsible for managing the sales account relationships across multiple customers within the Americas Region. Building relationships at all levels within the customer hierarchy (develop to “trusted advisor” status)Understand industry trends and competitive landscape in the context of meeting customer’s current and future needs. Look for ways to add value to customers and share insights internallyKey point of contact for accounts within assigned portfolioManage multiple customer accounts, potentially including one or more national customer headquarter accounts with multiple locationsCoordinate with Grace internal resources to assure that all logistical, financial/marketing, and legal requirements for assigned territory’s sales are properly executed and completed to meet the customer requirementsEnsures appropriate delivery of products, services, and informationParticipation in forecasting and cash collection activitiesResponsibilities (2 of 2)Leads by example in value selling and target account plan strategyResponsible for updating weekly forecast, jeopardy, opportunities, and key account data within SFDC. In addition, responsible for leading pre-call plans and issuing call reports for critical customer meetingsIdentifying potential business opportunities and customer value propositionsDeveloping, preparing and presenting proposals that clearly illustrate customer value propositions and capture portion for GraceStewarding the evaluation of Grace catalyst performance, including reformulations, new products and incumbent catalyst performanceEnsures the organization executes its responsibilities in a safe and ethical mannerAbility to travel frequently to customer offices domestically and/or internationallyRequired QualificationsBachelor’s degree in chemical engineering or related field.15+ years of engineering, technical or sales experienceStrategic thinker who develops and manages through key metrics that gives an accurate picture of sales goals and of progress toward them.Skilled in building customer relationships and incorporating customer needs into sales and product development planning.A strong leader and motivator with high energy and drive.Result-oriented with the ability to assess quickly.Persuasive and constructive team player willing to mentor junior personnel.Committed to learning and personal growth.Both strategic and personally productive.Able to envision and to implement strategies for achieving the business plan.Driven by strong customer-orientation.Strong communication skills to drive internal/external alignment in a productive and professional manner.#LI -TC1 Preferred Qualifications10+ years of experience in the Refining Industry with at least 5 years of FCC or hydroprocessing experience. In addition, 5+ years of experience in value-focused sales/service within the Refining industry.Fluency in Spanish in a professional capacityBenefitsMedical, Dental, Vision InsuranceLife Insurance and DisabilityGrace Wellness ProgramFlexible Workplace with maximum overlap with the core hoursRetirement Plans 401(k) Company MatchPaid Vacation and HolidaysParental LeaveTuition ReimbursementCompany Donation Match ProgramGrace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.