Sr. Account Manager, Hydrogen Peroxide

2 weeks ago

Prince George, British Columbia, Canada Arkema Full time

Role Description:

This role is responsible for Hydrogen Peroxide strategic key account management and development in Canada. The individual will drive the development of key customer relationships to execute business sales growth and earnings strategy for their given geographic territory, including engagement with Canadian customers served out of our Becancour, Quebec plant. Travel up to 50% to 60% of the time is required to meet with prospects and customers at their headquarters, R&D labs, and consumption sites. The role serves as a market expert for the Pulp & Paper industry, which currently represents the main revenue stream. Additionally, the individual supports prospection in the Battery market. This is an individual contributor role reporting to the Sales Director North America.

Responsibilities:
  1. Account Management:
    • Develops and executes strategic sales plans for individual accounts.
    • Establishes and maintains account relationships, meeting personal sales targets.
    • Prepares sales presentations, makes pricing proposals, and manages contracts discussions.
    • Promotes hydrogen peroxide and provides ongoing support, acting as a visible technical and commercial resource.
    • Identifies and proposes improvements to optimize customer operations and implement value-added solutions.
    • Manages the demand forecast, utilizing sales planning and forecasting tools to support supply chain planning activities.
    • Structures account management programs to achieve or exceed budgeted sales and margin goals.
    • Gathers intelligence on customer activities and market trends.
    • Actively engages in payment collection activities, including direct contact as needed.
    • Effectively interprets and prioritizes customer needs and aligns service offerings accordingly.
    • Identifies new customers, partners, end-users, and markets to support profitable growth and build a pipeline of opportunities.
    • Collaborates across the organization to resolve problems efficiently.
    • Ensures the highest standards of health, safety, and environmental compliance for customers.
    • Establishes relationships with key contacts at assigned customers and partners with decision makers and influencers.
    • Translates complex products, offerings, and applications for existing and potential customers.
    • Monitors the competitive landscape and downstream market dynamics, formulating and communicating response strategies.
    • Collaborates with peers and sales management to develop high, wide, and deep sales strategies aligned with the business unit's strategy.
    • Gains knowledge of Arkema's broader products, offerings, and solutions, actively learning about other business unit products and initiatives.
    • Documents all activities in (SFDC).
  2. Other Responsibilities:
    • Maintains a commitment to safety while working and traveling.
    • Acts as a business unit ambassador; educates, informs, and shares relevant information on customers/products/solutions with other Arkema business units to maximize customer relationships.
    • Supports other BUs or Arkema initiatives as needed.
    • Provides guidance and mentoring to other Account Managers, as needed, including on sales tools and processes.
Qualifications:

BA or BS degree (Sales, Marketing, Chemistry, Engineering, or related discipline). 10+ years of experience in chemical or technical sales. 5+ years managing strategic customers. Experience in SAP, PowerBI, and CRM tools such as Bilingual in French & English.

Competencies:

Exceptional organizational skills for effectively managing both sales responsibilities and strategic planning. Proficient in time management and organization, ensuring accurate and timely sales reports and account records. Outstanding interpersonal skills, capable of collaborating effectively with individuals at all levels, both within and outside the organization. Customer-focused with strong technical expertise and in-depth knowledge of the target market segment and associated applications. Adept in communication, delivering persuasive presentations across various media to convey information and drive action. Active listener, skilled at translating customer needs to key stakeholders within Arkema. Establishes trust and confidence while influencing others toward mutually beneficial solutions. Proven track record in developing and executing Strategic and Key Account Plans, including defining tactics, assignments, due dates, and deliverables. Demonstrated success in contract negotiation, sales closure, lead development, and fostering innovative ideas. Self-motivated, capable of working independently or as part of a team, readily sharing information with colleagues. Achieves business plan goals, even in the face of evolving market conditions.

HES Requirement:

Supports the site HES policy and complies with all regulatory and internal requirements. Participates in HES activities provided by site management and Arkema Inc. (e.g., Behavioral Base Safety, SafeStart, etc.) Supports and promotes the reporting of all health, safety, environmental, near-miss, accident, or injury incidents.


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