Address
Form of work
Salary Key Responsibilities
Key account Management 40%
• Maintains good customer relationships, providing interface between the customer and all internal departments, including management, accounts receivable, customer service and technical areas.
• Build relationships at all levels of the accounts with respective Arkema co-workers, where appropriated.
• Develops leads with current and prospective customers: Responds in a timely manner to sales inquiries.
• Builds collaborative relationships with customers to help them stay on the leading edge of technology.
• Builds collaborative relationships with sales team, across the business and Arkema; is a team player.
• Bring technical proposals/information back to R&D and New Business Development (NBD) team to develop, evaluate and propose solutions for customers’ unique applications in order to emphasize Arkema’s value proposition.
• Develops key contacts in various markets represented in respective territory.
• Uses CRM (Salesforce) system to engage/communicate with internal team resources on customer inquiries.
• Drives broader Arkema portfolio of product offerings where applicable.
Technical Sales / Negotiation 30%
• Interprets customer needs and offers technical solutions that benefit the customer while achieving sales and margin goals. This includes understanding customer technical offers, designs, startup recommendations, and troubleshooting situations.
• Identify and pursue leads to create new business opportunities across assigned markets.
• Manages existing sales and drives the growth of new business with new/existing products and new/existing customers in target market segment.
• Negotiates contracts with support of business management and sales leadership, as needed; closes sales.
• Manages distribution channels (training, pricing, NBD funnel, etc), developing and implementing strategies to support growth ambitions.
• Executes pricing strategy provided by the Business Managers for the concerned market.
Planning and Organization 30%
• Gains and shares information about individual accounts, markets, competitors, and overall territory with various business teams within the company.
• Works closely with Business Managers to execute the business plan at the customer level to achieve the annual growth objectives of the business.
• Develops and maintains account plans for assigned territory, including targets, existing accounts, goals, and delivery.
• Maintains up to date knowledge on market activity and industry trends and technical developments along with knowledge of product offerings and development activities in the target market segment.
• Writes call reports and updates on various activities. Proficient use of available sales support tools such as Power BI, Salesforce, and Miller Heiman
• Reports in writing on various key measures.
• Manages expense account for territory within set budget guidelines.
• Manages local inventory closely monitoring working capital, local margin, transfer pricing and local profitability of the product line.
Required Profile
• Have 5-10 years of commercial experience
• Have some experience in the mining industry (technical, operations, business, etc)
• Desirable to have technical background (chemical, materials science, metallurgy, etc) and a MBA.
• High level negotiation skills and pricing management experience, key account management experience.
• Proactive, high energy, driven profile
• Available to travel ~35% of the time (mostly domestically but also internationally)
• To be based in Perth, WA
