Sr. Account Executive (home office based - preferred location Mid-West to Mid-Atlantic)

SUMMARY

Develops, maintains and strategically grows large key Chlor-Alkali & Derivatives accounts in North America.

DUTIES AND RESPONSIBILITIES

May include, but are not limited to, the following:

• Works under the direction of the Manager - Commercial, Chlor-Alkali but operates independently on a day-to-day basis.
• Maintains and develops strategic customer accounts in assigned territory/market segment, accounts receivable and expenses to achieve sales growth and/or profit objectives. Identifies and secures strategic partnerships with key customers in the region to ensure success in meeting long term sales and marketing trends. Also establishes and maintains contacts with appropriate governmental agencies, business associations, end-use industries, and financial institutions as sources of input for sales plans and marketing intelligence.  Typical account base $100-250 million annually which is comprised of more complex accounts with multiple products, multiple ship-to’s or accounts strategic to a plant Develops and maintains key high- level relationships with top executives at corporate level down to production personnel at factory level to establish Westlake’s value at all levels (multi-level selling).  Negotiates prices, sales volumes and complex contracts for all products.
• Develop Account Plans that are sophisticated and focus on long range objectives and strategies. Responsible for setting the account strategy for all accounts.  This is to include: product mix, margin upgrade, optimal ship to locations, sales call frequency, management visit frequency, technical service visit frequency and agenda.
• Develops detailed annual sales plan and facilitates / coordinates all functional resources to deliver on plan.
• Strong knowledge of the industry.  Should be able to understand the factors that influence Chlor-Alkali supply/demand and pricing and compile data independently to begin formulating an analysis of the current market landscape.
• Possesses expertise, based on a long and proven track record, in sales strategies, face-to-face selling skills and, if applicable, specialized products or markets.
• Use software to forecast customer sales volumes 30, 60, and 90-day increments into current software in a timely manner.
• Clearly understands the customer’s business and their present and future CAD requirements. Recognizes opportunities for growth and readily identifies obstacles and develops solutions.
• Participate, when appropriate, in Product Team meetings to address account needs or issues.
• Assist in training, development and mentoring less experienced Sales professionals and may also require guidance to customer service and product management.
• Ability to utilize Customer Relationship Management sales tool preferably SalesForce in order to manage current accounts, prospective opportunities or leads and track sales activities.
• Comply with all Company policies, procedures and guidelines.
• Fully supports Company goals of continuous improvement and operational excellence at strategic and tactical levels including reviewing area of responsibility for improvement opportunities to initiate projects or communicate ideas to management as well as active participation on project teams.
• Any additional responsibilities or tasks as assigned.

EDUCATION, EXPERIENCE AND QUALIFICATIONS

• Bachelor’s Degree in business, technical discipline or relevant equivalent, and minimum 10 years of sales experience, preferably Chlor-Alkali or like chemical industry.
• Requires ability to travel by air or car (must maintain a clean driving record).
• Chemicals and / or Chlor-Alkali knowledge and end-use process technology key.
• Ability to effectively and independently communicate orally and in writing to the appropriate audience in a timely manner and to communicate with and make presentations to customers and management.

• Possess excellent listening and learning skills.
• Self-starter with strong work ethic, organization and time management skills.
• Strong interpersonal and problem-solving skills.  

• Proficient in Excel, PowerPoint, Word, SalesForce, SAP and other software tools.

PHYSICAL DEMANDS

While performing the duties of this job, the employee is frequently required to sit; stand; walk; use hands to touch, handle, or feel; reach with hands and arms; and talk or hear.  The employee is occasionally required to stoop, kneel, or crouch.  The employee must regularly lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

Have the ability to manage a home office, remote from the corporate office, with proper setup, technical tools, and minimal in-house distractions which are conducive to a remote sales environment.

Some of the work may be required in the operating units which can require usage of required PPE including safety glasses, hearing protection, etc.  May also result in exposure to outside elements and may require usage of stairs and elevators.  Travel up to 50% including air travel or auto travel.