Sr. Account Manager

Job Description

SI Group is seeking a Senior Account Manager in Houston, TX to serve major customers in the Oil Field Products/Services industry. He/she will report to the Director of Sales, North America and will work closely with the Director, Oil Field and Global Key Account Manager.

Account Manager:

• Interaction with customers and distributors/agents on a regular basis to establish and maintain relationships and stay current with respect to customer needs and market knowledge. Complete timely call reports.
• Regularly visit plant personnel, where possible, for major plants of customers of significance in order to establish relationship and effect customer intimacy.
• Sell SI Group product portfolio, utilizing Brand promotion, to appropriate customers to help achieve company revenue and profitability objectives.
• Support global sales efforts, as required.
• Prepare annual Account Plans for assigned accounts. Prepare Key Account strategies for the top customers or potential customers and execute accordingly.
• Manage price changes to maintain/improve profitability that achieves Company margin and profit expectations for current, new, and modified products.
• Update rolling forecast as set by SI Group to include. Monthly update of volumes to support S&OP. Focus on capturing monthly or quarterly variations off of rateable offtakes.
• Manage sales contracts (purchase & supply agreements) where appropriate by negotiating, amending or updating information, as necessary. Proactively review contracts on a regular basis to ensure customer requirements are met and SI Group is achieving maximum value.
• Understand the chemical market in assigned region and identify and promote realistic growth opportunities for existing and new products.
• Understand the market drivers, conditions, competition for customers. Focus on new product opportunities.
• Review the product portfolio on regular bases with the North American RSD to ensure the business is in position to meet sales goals and objectives, and maximize the utilization of its resources to execute the regional market strategy.
• Provide commercial, new product & marketing information and guidance to business and technical personnel as appropriate. Update project validity and financial information in Pipeline Planner.
• Facilitate customer specification approval and reviews and technical product presentations/awareness to customers in conjunctions with Technical Service Managers. Complete timely technical call reports.
• Contribute to resolving customer complaints and problems in accordance with the Corrective Action Report (CAR) procedures.
• Regularly meet with Distributors/Agents to discuss direction of the business, sales goals, new product goals, and other topics as necessary. Manage their expectations to ensure the Company’s commitment to and compliance with quality goals and objectives are being met, and review their performance and accomplishments annually. Take any necessary corrective action.
• Process sample order requests and follow-up afterwards to receive a product evaluation from the customer.
• Expense budget management.
• Incorporate the principles of Commercial Excellence into everyday activities.
• Develop, maintain and execute the International Account Plans that have been assigned, post on SharePoint.
• Conduct semi-annual communications with the defined regional sales counterparts to discuss the account with the following actions in mind:
• • Assist in facilitating contracts, supply and RFQ where appropriate
  • Assist in facilitating new product opportunities
  • Develop and ensure consistent SI Group message
  • Leverage regional best practices
  • Understand and help drive the execution of: market strategy, product selection, pricing, manufacturing site selection, sales process, payment terms, channel management, and resolve any conflicts between the regions
• Summarize actions and key issues from the communication meeting and post to Pulse.
• Conduct communications as necessary with the defined regional sales counterparts to discuss the account with the following actions in mind:
• • Assist in facilitating contracts, supply and RFQ where appropriate
  • Assist in facilitating new product opportunities via regional SET
• Summarize actions and key issues from the communication meeting and post to the Call Report

QualificationsEducation and Experience:

• BS in Chemistry, Chemical Engineering or Business Administration with a science minor preferred.
• MBA or equivalent desirable
• Min. 5 years’ experience in chemical product sales and account management and/or business development in oilfield or related with a proven track record.

Corporate Competencies:

• Results-Oriented: Demonstrates clear and compelling actions to achieve business and performance objectives
• Inspire Others: Engages all stakeholders in a positive, energetic, and productive way
• Foster Teamwork: Collaborates, supports, and leverages the strengths of others to accomplish individual team, and company goals
• Change Agility: In times of change, maintains focus on business results and adjusts effectively to work within new organization structures, processes, or requirements
• Effective Communications: Verbal and written communications are clear, productive, timely, and informative
• Navigates Ambiguity: Handles risk and uncertainty commensurate to position and responsibilities, and is responsive in ambiguous situations
• Applies Functional Knowledge/Skills: Owns area of functional expertise and knowledge by applying it to daily work and projects in a way that advances the function within the company
• Strong analytical, strategic, organizational, reporting, presentation, and communication skills
• Ability to work effectively in an international team environment
• Proven leadership and teamwork qualities

Other Specific Position Competencies:

• Engagement – Actively engages customers and all stakeholders in dialogue with the goal of developing strong relationships and trust.
• Commercial Instincts: Contract term knowledge, negotiating skills, price/value mgmt., closes the deal
• Manager Business Acumen: Understands economic drivers, cost conscientious, finance fundamentals, drives for results
• Industrial Alertness: Strong industry relationships and knowledge, creates competitive advantage, supports value proposition and brand
• Technology Alertness: Product and technology knowledge, innovation mgmt., project mgmt. skills, tech. learning

Primary Location : US-TX-HoustonWork Locations : Houston 1200 Smith St. Houston 77002Job : Sales & MarketingOrganization : NA Region (US)Schedule : RegularShift : ExperiencedEmployee Status : Individual ContributorJob Type : Full-timeJob Level : Day JobTravel : Yes, 25 % of the Time

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