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Houston TX Full Time Posted: Monday, 16 April 2018
Applicants must be eligible to work in the specified location

Requisition ID: 1761

Grace is built on talent, technology, and trust, Grace is a leading global supplier of catalysts and engineered materials. The company's two industry-leading business segments—Catalysts Technologies and Materials Technologies—provide innovative products, technologies, and services that enhance the products and processes of our customers around the world. Grace employs approximately 3,700 people in over 30 countries.

Job Description

The Executive Account Manager maintains and expands relationships with strategically important large customers. Assigned to three to five named customers, the Executive Account Manager is responsible for achieving sales quota and assigned strategic account objectives.The Executive Account Manager represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by the company.

The Executive Account Manager reports to the Vice President Sales Americas & Asia - Catalyst Technologies. This position is located in Houston, TX. This position is responsible for the following duties.

  • Set the strategic direction for the corporate accounts including specific objectives and metrics for growth and profitability
  • Direct and manage the sales process
  • Build and maintain executive level customer relationships and coach account sales representatives on discovery of customer profit drivers
  • Build, develop, coordinate and lead an outstanding account team committed to Grace's vision and values
  • Co-Develop and implement formalized business plans for designated accounts to outline available opportunities which increase new business and expansion opportunities; hold self and sales teams accountable for achieving assigned goals and objectives.
  • Develop a global growth portfolio, identifying and analyzing market trends influencing customer profit drivers within the industry. Target gaps to create growth opportunities.
  • Conduct forecast and pipeline review meetings with managers; Ensure lead generation and pipeline growth will sustain revenue targets
  • Provide feedback to marketing and other supporting functions regarding market trends and other factors impacting sales
  • Partner with Marketing to develop pricing strategies that achieve goals and lead the price increase selling efforts for Catalysts and Materials
  • Develop, track and achieve target KPI's for corporate accounts
  • Initiate proposals and negotiates through complex processes with clients and internal resources to reach long-term profitable business relationships.
  • Create Pipeline Management Forecasts, competitive analyses, product value propositions, and positioning statements.
  • Drive profitable growth in corporate accounts at a faster rate than the individual product line teams working independently.
  • Represent Grace at key industry meetings and conferences to promote Grace's products and develop the prospect pipeline.

Required Skills

  • Executive level selling and a proven record of top line growth
  • Team leadership that inspires sales professionals on the team to achieve aggressive revenue targets
  • A strong motivator and visionary with high energy and drive, accompanied by clear, purposeful and frequent communications
  • Skilled in building customer relationships, well developed business acumen and knowledge of sales, both internal and external.
  • A person with focus on results and the ability to assess quickly, identify issues and implement solutions
  • Must be a champion for innovation, able to propose new ideas and improved ways of managing processes
  • Ability to work effectively in a highly matrixed team structure and maintain strong cross-functional and cross-team ties
  • A strategic thinker who develops and manages through key metrics that give an accurate picture of sales goals and of progress toward them
  • Ability to work on and influence cross-functional working groups
  • Demonstrated strategic planning and strong communication & presentation skills
  • Bachelors degree
  • Travel up to 50%

Required Experience

  • At least 15 years of proven progressive business leadership and team management experience
  • A track record of sales growth and goal attainment
  • A demonstrated history of executive relationship building and management of executive selling teams
  • Proven talent for leading a multi-cultural, multi-functional team in a Matrix organization

Preferred Qualifications

  • Experience in a manufacturing company
  • Experience in Polyolefins
  • MBA

Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.

EOE Statement: W. R. Grace & Co. is committed to creating a diverse environment and is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other legally protected status.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation.

Houston TX, United States of America
W.R. Grace & Co
W.R. Grace & Co
4/16/2018 9:42:18 AM

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