Accountability
The Regional Key Account Manager (RKAM) for Lubrizol Fluid Engineering (LFE) is responsible in supporting, maintaining, and expanding relationships with our strategic customers in Southeast Asia, Australia, and New Zealand. The RKAM is accountable to support sustainable business growth and meet financial targets in their regions for their global account through winning value propositions and ensuring a professional purchasing experience. In this role, RKAM is expected to leverage commercial excellence and consultative selling fundamentals to lead and develop his/her corporate accounts withing their region to successfully deliver customer growth through LFE formulated solutions, technology, marketing, and overall services capabilities.
Responsibilities
Results:
- Maintain and expand relationships with Lubrizol strategically important customers and is responsible for achieving sales quota and assigned corporate account objectives.
- Develop and execute sales strategies and objectives for their accounts.
- Drive revenue, deliver expected margin, and ensure continued profitable growth of the LFE product and service portfolio with their accounts.
- Collaborate closely with LFE product management, Regional Sales Directors, Global Key Account leadership and Global Sales Director (GSD) to define, decide on, and lead the implementation of pricing decisions.
- Accountable to develop and manage the sales opportunity pipeline.
- Supports the global corporate account plan document maintenance and coordinates its execution with account managers in other geographies.
- Monitor and provide updates to the rolling forecast via the Sales & Operations Planning (S&OP) process for assigned accounts.
- Use CRM to update customer profiles, provide meeting minutes, develop and implement a lead tracking and follow-up system.
- Assist in the collection of receivables as necessary.
- Work to prevent problems as well as resolving supply challenges.
- Provide timely and accurate sales forecasts and monthly reports.
Delivers Customer & Market Value
- Leverage consultative (value-based) fundamentals to enhance customer buying experience.
- Maintain and expand strong relationships with strategic accounts across all levels of our organizations.
- Maintain a view of market dynamics in the industry, including ongoing evaluation of competitive intensity and opportunities to create new value and make recommendations for future strategies.
- Ensuring superior customer service through support of customer relationships with global/strategic account support teams.
- Support regular (quarterly) steering committee meetings on global/strategic key accounts and issue escalations.
- Proactively supports a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
- Establishes strong relationships with industry experts and customers, proactively supporting the team in identifying new opportunities to expand our value proposition and market influence.
Drives Organizational Engagement & Collaboration
- Establish and build sustainable, collaborative business relationships with peers and leaders both internally and externally.
- Support the coordination the involvement of company personnel, including support, service, and management resources to meet account performance objectives and customers expectations.
- Influence and gain acceptance of leaders (internal and external) through effective communication, relevant, insightful analyses, and creative thinking.
- Orchestrate resources within LFE (and overall Lubrizol) marketing, technical, supply chain, legal and operations organizations to ensure best-in-class fulfillment of customers needs.
Drives The Execution Of Corporation's Priorities
- Ensure compliance with company policies, procedures, and ethical standards.
Requirements Education, Experience, Skills
Education & Professional Background:
- Bachelor's degree or higher in Business, Marketing, or related field in Chemical or Engineering.
- 5+ years of prior experience in combination of consultative sales, Marketing, Product & Project Management roles, specialty chemicals, greases and lubricants industry is preferred.
- Experience with direct responsibility and accountability for account profitability, with demonstrated ability to evaluate and execute opportunities that improve business results.
- Demonstrated success in building positive relationships and stakeholder management across multiple functions and geographic regions.
- Proven record of accomplishment of successful execution of consultative value-selling methodologies, including the articulation of value propositions and respective quantification.
- Understands finance fundamentals.
Knowledge & Skills
- Ability to develop market insights for business segments and translate them into definable business opportunities: Understand market trends and addressable markets.
- Ability to analyze market trends and develop effective sales strategies.
- Strong problem-solving, analytical and negotiating skills.
- Strong organizational skills: ability to manage and prioritize tasks/projects.
- Exceptional interpersonal abilities and a strong winning drive for growth and sales success.
- Ability to travel domestically and internationally as needed (40-50%).
- Ability to communicate, present and influence all levels of the organization both written and in person.
