Solvay Account Manager/Senior Account Manager - Composite Materials in Arlington, Texas

Solvay's Composite Materials Global Business Unit is a top tier supplier to the aerospace engineered materials market known for our technology leadership and the value the GBU brings to our customers: scale and technical capability, profitability in the top quartile of peers, double-digit earnings growth in previous business cycles. The GBU ambitions to become the leading supplier of value-added composite material solutions to the emerging industrial market.

MAJOR RESPONSIBILITIES:

  • Manage a sales territory. Execute the sales function within the assigned area of responsibility and exceed customer expectations for service and support. Lead the overall account sales and support effort.

  • Develop and achieve the annual sales budget for assigned accounts.

  • Identify and capture growth opportunities that support growth strategies.

  • Update rolling forecast monthly and report on variances.

  • Lead the proposal process for assigned accounts. Obtain competitive, cost and other information required to develop the selling strategy and obtain management approval for the proposal. Work within the parameters of the quotation process to recommend and establish target-selling prices and obtain necessary approvals. This includes compiling the supporting data, pricing strategy, raw material supply plan, and contractual framework required to develop the proposal for complex multi-year proposals. Monthly follow-up and reporting on the status of key quotations and proposals. Communicate the outcome of negotiations. Ensure that contract copies are appropriately documented, approved and distributed.

  • Maintain a sales contract file on all long-term agreements that includes: customer request for proposal, profitability analysis, contract volume projections, negotiation strategy, approval sheet, memorandum of agreement, contract, and contract amendments.

  • Assess customer information in order to anticipate changes that could affect sales revenues and budget plans. Develop and implement the subsequent proactive strategies or responses as appropriate.

  • Develop, implement and maintain a Key Account Strategy for identified key accounts in the region. Insure formal plan and objectives are well communicated internally.

  • Monitor and maintain profitability at key accounts consistent with overall division strategy. Includes proactively managing changing landscape of product costs to insure minimum standards are maintained.

  • Manage demand within capacity constraints as agreed with product line teams.

  • Manage commercial project assignments to meet agreed milestone dates and deliver targeted results.

QUALIFICATIONS REQUIRED:

  • Seven to ten years of business experience of which at least three years were in a commercial role (sales, marketing, or technical support). Greater experience in commercial roles is favorable. Previous sales or direct customer interaction experience is strongly preferred. Experience with technical products is preferred.

  • Previous experience successfully managing multiple projects simultaneously

  • Proven ability to consistently meet objectives

  • Composites and/or aerospace sales experience with major OEM airframe manufacturers or suppliers are a plus.

  • Ability to lead quote development teams, including understanding costs and price development, and lead complex sales proposals and transactions

  • Experience working effectively with technical teams and products

  • Ability to progress to higher levels of responsibility

  • Ability to travel up to 60%

  • Willingness to relocate in future is preferred

  • US citizen or green card holder

BUSINESS/TECHNICAL SKILLS & EXPERIENCES REQUIRED:

  • Customer experience – Candidate must have the skills and experience to hit the ground running as an account manager. Prior sales experience is highly desired.

  • Long term relationships – Candidate must have the demonstrated ability to build strong long term relationships (and partnerships) at high level with key customers, where up front investments and long term commitments are required of both parties.

  • Gets “energy” from working with people. Extrovert, visible confidence, comfortable with conversation/debate.

  • Able to quickly create a connection and trust with others. High “likeability” factor.

  • Selling skills – Able to negotiate complex agreements (including terms and conditions), identify and capture new opportunities, identify and communicate areas of value to the specific customer.

  • Communication skills – Candidate must have strong written and verbal communication skills. The candidate must be able to communicate clearly and concisely and make presentations to internal and external executive management.

  • Commercial knowledge and judgment – Candidate must have a solid business background including the ability to understand contractual terms and conditions and develop basic business cases

  • Value capture – Candidate must have the ability to recognize value drivers, quantify value created, and position products and prices to capture a share of the value created.

  • Cross-functional skills – Candidate must be effective working across functional lines

  • Team leadership – Candidate must be able to lead teams, motivate and encourage staff at all levels.

  • Computer skills – Candidate must have good proficiency with Excel, PowerPoint, and Word.

  • Self-management - Self-directed, self-starter with demonstrated time management and organizational skills. Able to work effectively from a home office.

  • Well developed planning and strategic thinking skills

  • Project management and leadership skills and the ability to lead cross functional teams

  • Spanish language skills a plus but not required.

EDUCATION

  • An undergraduate degree is required. An engineering or technical degree is preferred. An MBA degree is desirable but not required. Business experience in the appropriate areas and depth can substitute for an MBA.

QUALIFICATIONS REQUIRED:

  • Seven to ten years of business experience of which at least three years were in a commercial role (sales, marketing, or technical support). Greater experience in commercial roles is favorable. Previous sales or direct customer interaction experience is strongly preferred. Experience with technical products is preferred.

  • Previous experience successfully managing multiple projects simultaneously

  • Proven ability to consistently meet objectives

  • Composites and/or aerospace sales experience with major OEM airframe manufacturers or suppliers are a plus.

  • Ability to lead quote development teams, including understanding costs and price development, and lead complex sales proposals and transactions

  • Experience working effectively with technical teams and products

  • Ability to progress to higher levels of responsibility

  • Ability to travel up to 60%

  • Willingness to relocate in future is preferred

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Title: Account Manager/Senior Account Manager - Composite Materials

Location: Texas-Arlington-Dallas

Requisition ID: AER000038

Solvay is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected characteristics.