Corporate Account Manager

Job Description

Position: Corporate Account Manager

Primary

Location:

Home Based (Regional responsibility within Western Canada and Western US)

Reports to: Sr. Director, Electrochem

Compensation Range: $170,000 - $180,000 CDN

The range shown reflects the targeted pay scale. Actual pay within the range depends on work location and factors such as skills, experience, and education. Specific salary details can be discussed during the hiring process. Posted compensation reflects base salary only and excludes bonuses, benefits, pension contributions, and other incentives

About The Position And About You

The Corporate Account Manager is an experienced individual with strong management skills that handles the most important customers of Chemtrade in Western Canada and Western US. They are responsible for developing, managing and optimizing sales of Electro Chem chemicals (Caustic soda, sodium chlorate, chlorine, HCl) as well as SPPC products (sulfuric acid, SBS, sulfur, and other products as needed). Position requires technical knowledge of product application as well as skills for developing and maintaining critical customer contacts relationships to understand market dynamics and recommending/implementing appropriate actions.

What You Need To Be Successful

• Degree in Business, Chemistry, Engineering or Environmental Sciences with a minimum of 10-15 years of experience in chemical sales and marketing, preferably within the Pulp & Paper Industry. MBA would be considered a strong asset.
• Valid driver’s license is required
• Valid passport
• Ability to travel between 50-70% of the time
• Strong computer skills (SAP, Office)
• Proven verbal and interpersonal communication skills
• Leader that can influence & drive actions with the ability to collaborate across various functions to achieve results
• Strong negotiating skills
• Proficient in proposing actions, identifying and illustrating opportunities, making recommendations and presenting them
• Solution oriented mindset driven by natural curiosity
• Commercial mindset (customer centric)

Competencies

• Develops Self & Others
• Influencing & Leading Others
• Analytical & Strategic Thinking
• Leading Change
• Customer Mindset

Responsibilities

• Develop and maintain relationships with existing and potential customers in the territory in order to understand needs, gain market knowledge and recommend actions.
• Ensure relationships with end‑use customers are favorable. Take appropriate action, where necessary, if customer is dissatisfied with any aspect of Chemtrade service.
• Independently develop/implement specific account by account tactical strategy to exceed contribution/margin plan, focusing on key criteria of volume, selling price, freight optimization and customer tank car hold time.
• Develop, analyze and negotiate sales agreements at strategic accounts with input from management in order to meet corporate objectives.
• Answer customer’s requests regarding their operation problems related directly or indirectly to the use of our products.
• Conscientiously review and communicate potential opportunities that add value to the current business strategies or fit the growth strategy.
• Effectively manage sales processes including: effective communication with customers (price change notifications, quotations, etc.) territory management and planning, budgeting and forecasting, call reports, expenses, etc.
• Communicate to the business factors that affect market conditions including competitive activity/pricing, end‑use/industry knowledge, environmental issues and their integration with CHEMTRADE business strategies. Uses this information to optimize decisions.
• Proactively coordinate with operations, distribution, customer service, technical and quality functions to resolve customer issues and successfully implement business strategy.
• Coordinate with accounting personnel to keep customer accounts receivable current.
• Understand and analyze the cost structure, supply chain, inventory balance in order to meet customer requirements, structure new deals and maximize value.
• Understand all cost components which impact cost of doing business with the customer. Optimally utilize resources available to remain within assigned budget.
• Work/Coordina…