Senior Account Executive - Export

SUMMARY

Develops, recommends, and implements approved and profitable export PVC sales plans and establishes key customer partnerships that are consistent with and supportive of the export PVC strategy, division goals and objectives. Manages a portfolio of customers consisting of traders, direct end users, and distributors globally. Estimated annual sales responsibility is $150MM and 500 million pounds of PVC. Demonstrates a complete grasp of the products and operations within the vinyl chemicals SBU.

Also manages receivables and expenses within required targets.

• Works under the direction of the Sr. Manager International Sales but operates independently on a day-to-day basis.
• Maintains and develops complex global customer accounts for export PVC, packaged resin versus rail cars, accounts receivable and expenses to achieve sales growth and/or profit objectives. Develops and maintains key high-level relationships with top executives at key accounts to establish Westlake value at all levels (multi-level selling).
• Responsible for setting/coordinating the account strategy for all accounts, distributors, and trading partners. This is also to include: sales call frequency, management visit frequency and content, technical service visit frequency and agenda.
• Works with the Sr. Manager International Sales, Director Sales PVC/VCM and Business Manager PVC/VCM to formulate, recommend, and implement strategic sales plans and marketing objectives to assure the Vinyl Chemicals SBU (PVC/VCM Team) meets or exceeds their short and long-term international business objectives outside of the U.S. and Canada.
• Under guidance of Sr. Manager International Sales, Director Sales – PVC/VCM and Business Manager PVC/VCM negotiates prices and sales volumes for PVC export sales.
• Develops detailed annual sales plan and facilitates / coordinates all functional resources to deliver on plan. Also must assist/work with SBU and staff functions such as Transportation, S&OP, Marketing, Finance, Law, Credit, and Customer Service.
• Leads problem solving analysis in assigned areas and often participates in problem solving in additional non-assigned areas. Seen as a key resource internally within department.
• Foresight to provide input on market, sales trends, forecasts, and in making decisions on critical sales initiatives.
• Strong knowledge of the global PVC and chlor-vinyls industry. Should be able to understand the factors that influence global supply/demand and pricing and compile data independently to begin formulating an analysis of the current market landscape in each region.
• Contributes to process improvements and efficiency in department
• Participate, when appropriate, in interdepartmental meetings to address account needs or issues and contribute to process improvements and efficiencies within the SBU.
• Comply with all Company policies and procedures
• Fully supports Company goals of continuous improvement and operational excellence at strategic and tactical levels including reviewing area of responsibility for improvement opportunities to initiate projects or communicate ideas to management as well as active participation on project teams
• Any additional responsibilities or tasks as assigned.

• The incumbent must have in depth knowledge of business and cultural practices including related laws and regulations in the countries where we do business.
• The incumbent must be familiar with international finance, credit and distribution operations, U.S. import/export laws, and other related laws and regulations (i.e. REACH, Anti-Dumping Duties, etc.).
• The person must have a working knowledge of international distributors and export trading operations while maintaining contacts and relationships within these organizations.
• Possesses expertise based on long and proven track record in sales strategies, face-to-face selling skills, and specialized products or markets.
• Ability to effectively and independently communicates orally and in writing to the appropriate audience in a timely manner and to communicate with and make presentations to customers and senior management.
• Completes responsibilities and projects…