Overview
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.
Plan and implement a well-conceived sales and business strategy for assigned account(s) that will optimize opportunities and achieve or exceed established goals and objectives. Typically responsible for $20+MM GP.
Responsibilities
Develop and maintain effective, high profile, service-oriented relationships with customer contacts. Determine, understand and communicate current and future customer needs and expectations to the appropriate parties. Lead Business Process Review (BPR) sessions and coordinate steering team sessions.
Develop a 5 year + account plan that identifies viable business opportunities and provide analysis, recommendations and strategy for obtaining the business. Develop, gain support and implement long range goals, strategies and program investments. Implement and manage short-term objectives and support tactics to ensure optimum results on long range business plans.
Review invitations to bid (RFQ’s) and prepare responses within the indicated deadline. Gain internal alignment across functions and regions. Provide appropriate follow-up to maximize opportunities. Coordinate and present deal evaluations for high value deals.
Consult with R&D, CTS, and/or the business group to coordinate development of customer specific technical requirements. Project manage awarded business through first order.
Obtain and communicate competitive intelligence with respect to pricing, technical progress, marketing efforts, selling techniques, etc.
Ensure the completion of timely accurate sales documentation, monthly sales forecasts, trip/call reports, etc. Lead quarterly cost-plus price adjustments and assist in the collection of receivables as necessary. Support MOC, LQS, Value Creation activities and assigned project work.
Develop, encourage and manage the interface with other functional groups to facilitate strong effective teamwork. Encourage input/participation as appropriate and ensure appropriate dissemination of information to concerned parties.
Act as a focal point and drive resolution for all NA customer operational items. Track and ensure high OTIF performance for region.
Qualifications EDUCATION & EXPERIENCE MINIMUMS:
BS degree in Marketing, Business or Technical/Science/Engineering field
Demonstrated leadership skills, business acumen, and strong industry knowledge typically acquired through 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 / 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. Strong discovery skills.
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 personal management style and management skills which motivate and enhance individual employee and cross functional 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 35% of time) and host calls early / late to reflect true global nature of role.
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 we 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. #J-18808-Ljbffr
Plan and implement a well-conceived sales and business strategy for assigned account(s) that will optimize opportunities and achieve or exceed established goals and objectives. Typically responsible for $20+MM GP.
Responsibilities
Develop and maintain effective, high profile, service-oriented relationships with customer contacts. Determine, understand and communicate current and future customer needs and expectations to the appropriate parties. Lead Business Process Review (BPR) sessions and coordinate steering team sessions.
Develop a 5 year + account plan that identifies viable business opportunities and provide analysis, recommendations and strategy for obtaining the business. Develop, gain support and implement long range goals, strategies and program investments. Implement and manage short-term objectives and support tactics to ensure optimum results on long range business plans.
Review invitations to bid (RFQ’s) and prepare responses within the indicated deadline. Gain internal alignment across functions and regions. Provide appropriate follow-up to maximize opportunities. Coordinate and present deal evaluations for high value deals.
Consult with R&D, CTS, and/or the business group to coordinate development of customer specific technical requirements. Project manage awarded business through first order.
Obtain and communicate competitive intelligence with respect to pricing, technical progress, marketing efforts, selling techniques, etc.
Ensure the completion of timely accurate sales documentation, monthly sales forecasts, trip/call reports, etc. Lead quarterly cost-plus price adjustments and assist in the collection of receivables as necessary. Support MOC, LQS, Value Creation activities and assigned project work.
Develop, encourage and manage the interface with other functional groups to facilitate strong effective teamwork. Encourage input/participation as appropriate and ensure appropriate dissemination of information to concerned parties.
Act as a focal point and drive resolution for all NA customer operational items. Track and ensure high OTIF performance for region.
Qualifications EDUCATION & EXPERIENCE MINIMUMS:
BS degree in Marketing, Business or Technical/Science/Engineering field
Demonstrated leadership skills, business acumen, and strong industry knowledge typically acquired through 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 / 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. Strong discovery skills.
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 personal management style and management skills which motivate and enhance individual employee and cross functional 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 35% of time) and host calls early / late to reflect true global nature of role.
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 we 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. #J-18808-Ljbffr