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Account Executive Sr. (NE territory) in Pittsburgh, PA at Westlake Chemical Corporation

Date Posted: 9/17/2018

Job Snapshot

Job Description

Position is home based covering the NE territory.  The candidate should reside near a major city in the Northeast region. 


SUMMARY

Develops and maintains large Chlor-Alkali & Derivatives accounts in North America.


ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Reports to the Director Commercial
  • Works under the direction of the Director 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 but is comprised of more complex accounts with multiple products, multiple ship-to’s.
  • Develops and maintains key high level relationships with top executives at corporate level down to production personnel at factory level to establish Westlake value at all levels (multi-level selling).  Negotiates prices and sales volumes for all products.
  • Account plans 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.
  • Forecast customer sales volumes monthly.
  • 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.
  • 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.
  • Assist in training less experienced Sales professionals and may also require guidance to customer service.
  • Any additional responsibilities or tasks as assigned.

QUALIFICATIONS           

Chemicals and / or Chlor-Alkali knowledge and end use process technology key. Strong Communication Skills – written, verbal & listening. Organization – good time Manager & self-starter. Strong work ethic. Good Interpersonal Skills. Good problem solving skills. Proficient in Excel, PowerPoint, Word and other software tools.


EDUCATION and/or EXPERIENCE      

Required B.A. degree in Business or Technical Discipline, with a minimum of 10+ years of sales experience, preferably Chlor-Alkali or like chemical industry. Clean driving record since travel is required by car.


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. 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

The noise level in the work environment is usually moderate as normally based in an office.  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 75% including air travel or auto travel.

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