NewMarket Services

Account Manager

Location US-TX-Houston
Category
Sales

Overview

About Us

Afton Chemical Corporation is part of the NewMarket Corporation (NYSE: NEU) family of companies, and is one of the largest global suppliers of lubricant additives and offers a broad line of fuel additives worldwide. 

 

Manage and develop a sales plan to develop and expand a lucrative customer base, maintain and increase current market share and increase the profitability of the additive business in a specific region. Typically responsible for $3-$5 MM GP to maintain and grow sales of Afton’s solutions in a sales territory/region.

Responsibilities

  • Monitor and oversee the implementation and coordination of strategic sales plans for meeting the goals established in the regional strategic marketing plans.
  • Consult with marketing to proactively identify end user needs ahead of our customer and competitors and to identify, investigate, recommend and prioritize sales opportunities including distributor initiatives.
  • Work with sales team to ensure that they are utilizing internal sales processes including: demand forecasting, opportunity management system, and follow-up on any customer concerns logged into the ReSolv Process.
  • Coach the team on proper use of Passion for Solutions Selling (Counselor Sales) and Insight Selling (Challenger Sales) to help promote and retain Afton Solutions.
  • Assist in developing and maintain senior management contacts at key accounts in the territory/region to ensure that Afton is meeting the customer needs and is providing quality solutions.
  • Implement and manage a T&E budget consistent with meeting the territory/regional sales plan.
  • Provide a yearly AOP forecast and ensure that the team has proper sales activities and strategies to meet this plan, as well as an annual participation in the Long Range Plan development.
  • In conjunction marketing group and CTS management ensure that sales team is providing key information on technical service requests and is an active participant in the New Product Development Process (NPD).
  • Facilitate and orchestrate new product introductions to the market in assigned territory/region.
  • Insure that staff members are provided with timely, appropriate training, and are provided with ongoing performance reviews by conducting field coaching trips and annual performance reviews. Interview, select and train new employees and provide motivational support to all staff members.

Qualifications

EDUCATION & EXPERIENCE MINIMUMS:           

  • BS degree in Marketing, Business or Technical/Science field
  • Demonstrated leadership skills, business acumen, and strong industry knowledge typically acquired through 12 years of experience in sales management roles of increasing responsibility.

 

NOTE:  For Afton employees, an appropriate combination of experiences that will support the required skill base may replace one or more of the specific experience requirements above.

 

EDUCATION & EXPERIENCE PREFERRED: 

  • Advanced relevant degree (e.g. MBA)
  • Petrochemical, additive or petroleum industry
  • Sales management experience

 

            SKILLS/ABILITIES:

  • Demonstrate an in depth understanding of ethical sales practices and principles and a proven track record in the sales field
  • Able to demonstrate excellent mathematical skills and practical application of financial management process knowledge
  • Able to develop and implement strategic and tactical plans to achieve business goals
  • Demonstrate a broad knowledge of business goals and objectives and additive industry market environment and trends
  • Able to effectively exercise a broad span of control over multiple regions and a broad product portfolio
  • Able to analyze problems, situations and data and make effective, logical decisions quickly
  • Able to organize complex activities with regard to people, projects and goals
  • Able to conceptualize the "big picture", develop and communicate a vision and mission for the staff
  • Demonstrate consistent accuracy and effectiveness in judgment and the decision making process
  • Demonstrate a leadership style that creates a productive work environment for staff members
  • Demonstrate a personal management style and management skills which motivate and enhance individual employee and team performance
  • Able to develop and maintain effective peer and organization relationships and is able to function effectively in a team oriented environment
  • Demonstrate effective oral and written communication and presentation skills
  • Able to demonstrate effective interpersonal skills in the areas of facilitation, negotiation, influencing, coaching and counseling
  • Able to access and judge staff skill levels and to delegate appropriately
  • Demonstrate computer literacy with regard to Afton's routine applications
  • Able to cope with stress and multiple work interruptions
  • Able to travel as required (up to 50% of time)

 

Working at Afton

Who We Are - We're a diverse, global family of individuals, who share a passion for developing innovative solutions. We build our professional relationships on respect, integrity and a commitment to safety and quality. Just as these values apply to our professional relationships, they also apply to the way feel about our neighbors and communities.

Our Work - At Afton, our innovative R&D programs lead to global growth. Our lubricant and fuel additives are among the most highly developed and widely used in the petroleum industry. Afton is a recognized and trusted supplier of driveline lubricant additives, engine oil additives, fuel additives and industrial lubricant additives.

Benefits / Compensation - We offer competitive compensation and benefit packages that reflect our commitment to our employees. Our employees are our most treasured asset and we have dedicated resources that allow us to reward our employees for their commitment on an ongoing basis - ensuring our compensation packages are competitive in the industry.

 

An Equal Employment Opportunity/Affirmative Action Employer.  All qualified applicants will receive consideration for employment without regard to the individual’s race, color, sex, sexual orientation, gender identity, national origin, religion, age, disability, genetic information, status as a military veteran or any other characteristic protected by applicable law.

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