NewMarket Services

Account Manager

Location US-VA-Richmond


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. 


Maintain or assist in maintaining existing sales for assigned account assignments and assist in development of new sales by establishing and coordinating sales leads as directed within the required SBUs. Typically responsible for $1-$5 MM GP in a sales territory/region.


  • Plan, prepare for and conduct customer sales calls. Complete accurate sales call reports to help keep all stakeholders informed of the status of key accounts.
  • Assist with preparation of a strategic sales plan that communicates to the organization key personnel, sales goals, and account segmentation. Negotiating consensus and agreement to the plan with sales management and the business group as directed.  Analyze and recommend updates of the strategies and tactics of this plan yearly.
  • Develop key contact with strategic decision makers to include technical, purchasing, and marketing on assigned accounts and promote the sale of Afton products by utilizing Passion For Solutions Sales (Counselor Sales) and Challenger Sales Techniques.
  • Prepare administrative reports and submit sales forecasts/draft AOP/expense budgets, price approvals, no-waiver specs, etc. to Sales Director/Sale Management as directed. Develop accurate territorial product forecasts to aid development of AOP supply planning and submit new opportunities into Opportunity Management tool.  Prepare and submit a monthly report on territorial highlights, industry activities and competitive activities in account territories.
  • Answer basic customer requests for information and manage activities required to solve customer problems (utilizing the ReSolv system) keeping the manager advised of activities. Provide price quotes and communicate price changes to all customers as directed.
  • Participate in the Stage Gate Process to develop internal justification and support for key customer projects. Take the lead on controlling two way communications of these projects with customer and Afton stakeholders.
  • Participate on internal cross-functional teams in support of business objectives.
  • Stay abreast of industry insights and technology changes by attending approved industry meetings, participating in internal webinars and training courses, and making consistent interactions with CTS, marketing and the OEM




  • BS degree in Marketing, Business or Technical/Science field
  • Demonstrated sales skills, business acumen, and strong industry knowledge typically acquired through 10 years of experience in sales 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.




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


  • Effective oral and written communication skills
  • Effective presentation skills
  • Able to organize and format technical information to accommodate customer needs
  • Computer literate with regard to Afton applications
  • Demonstrate initiative and creativity and the ability to proactively resolve potential issues
  • Demonstrate understanding of Afton's finance and budgeting process
  • Understand business and marketing analysis and is able to apply data to sales activities and strategies
  • Able to work with minimal direct supervision
  • Demonstrate a basic knowledge of sales principles, theories and practices
  • Demonstrate a basic understanding of petroleum additive market and competitive environment
  • Has knowledge of industry specifications, some knowledge of refinery operations and processes
  • Demonstrate effective interpersonal skills, integrity and honesty
  • Able to travel as required (40% 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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