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Global Key Account Manager

Date: Nov 17, 2020

Location: Horsham, PA, US

Company: Evonik Industries AG

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VACANCY REFERENCE NUMBER 134883
 

Global Key Account Manager

 

Location: United States : Horsham, PA

Function: Marketing & Sales

Career Level: Senior professionals (> 5 years)

Legal Entity: Evonik Oil Additives USA, Inc.

Business Line: Oil Additives

 

What we offer

You will work on exciting and challenging topics together with a team in an ultra-modern, innovative and creative environment. Intensive on-the-job training with expert colleagues guarantees you will quickly become familiar with your duties and perform them independently. Performance related pay and the opportunity for personal and professional development are of course part of the package. Since 2009 Evonik Industries AG has been certified as a family-friendly company by the German Hertie Foundation.

 

Click here to learn more about Evonik from our employees

 

The Global Key Account Manager will achieve the Global Sales Targets (Revenue/CM) for the account(s) and will position Oil Additives as a Strategic Partner for the account. The successful candidate will foster a strong and balanced project pipeline with the account to allow for short – and longer-term growth and ensure effective execution of this pipeline.  The Global Key Account Manager is the execution arm for Oil Additives contribution margin achievement.  In addition, the Global Key Account Manager develops and executes the account strategy and, in coordination with other Business Line functions, ensures that the account strategy is in line with the overall Business Line Strategy.

 

RESPONSIBILITIES

  • Ensures that Oil Additives is positioned as a Strategic Partner for the Global Key Account(s), effectively positioning Oil Additives with the key decision makers within these accounts. Establishes and develops deep connections/relations to key functions, enabling high level, strategic management partnerships between the account(s) and Evonik.
  • Utilizes tools (IMPAX, Strategic Negotiation etc.) to articulate the strategy and “business fit” for the account, and breaks down Oil Additive’s activities for these accounts into cross functional/regional annual plans (and oversees the ongoing effective execution of these plans), understanding the “voice of customer” and customer expectations. Sets the annual targets for the account (in agreement with Head Customer Relations) and aligns this with the overall Business Line strategy. Understands and articulates current and future trends at the account(s)/markets, and effectively communicates this within Oil Additives.
  • Establishes and leads a cross-functional/regional Evonik Key Account Team that develops and executes these plans. Works effectively and communicates collaboratively with international colleagues on the account team and with other functions/regions. Tracks agreed KPIs for the account and measures performance vs targets. Maintains proactive awareness of account(s)/market changes that could impact these plans (specifically competitors technology and value proposition). 
  • Liaises with Strategic Marketing on an ongoing basis: ensuring the account(s) plan is effectively aligned with the Segment Strategies and is effectively executed.
  • Takes the lead on detailed contract negotiations, quotation and proposals (in conjunction with Heads of Customer Relations and Strategic Marketing). Sets the commercial conditions (i.e. prices, payment terms, bonuses, consignment, discounts, etc.) for key accounts. Works closely with Evonik Legal for Secrecy Agreements/Supply contract agreements. Manages customer pricing (within agreed limits and guidelines set by Marketing) based on understanding and detailing Value Proposition for the account(s).
  • Together with Technical Service, Strategic Marketing and Innovation, fosters a strong and balanced project pipeline with the account(s)/3rd parties – short term (Initiatives/Projects that deliver on CM1 targets within the current Fiscal Year and prioritizes those projects to deliver sales 2 – 3 years beyond the current Fiscal Year), and longer term (Strategic Projects). The role ensures the ongoing effective execution of these projects.
  • Works with OEM Managers to understand the sales strategies of the Global Key Accounts for selected OEMs.
  • Liaises with Tech Service and the Customer on quality issues that impact product specifications or performance, raw material substitutions, customer requested changes, etc.; consults with production and sales on technical customer complaints. Works with the Quality Management system for training, customer complaint handling etc. Prepares supporting documentation re: Visit Reports, Sales Action Plans, Monthly Reports, Market Information, Sample Follow-up etc.
  • Actively leads and liaises with the Evonik teams on critical initiatives important to the customer and in turn critical to the success at the account (Industry Quality Initiatives, Sustainability. etc) as well as critical to the success of the Oil Additives Business Line
 

REQUIREMENTS

  • Bachelor’s Degree – Science/Engineering. Postgraduate preferred by not required
  • 10 years of lubricant additive experience.  Production or Supply Chain background would be an asset
  • Previous experience in large complex contract negotiations, influential management, project management required 
  • International Experience – supporting large global accounts required 
  • Demonstrated success in project management and project execution 
  • Excellent communication and interpersonal skills, ability to lead cross function/cross regional teams. 
  • Computer Skills Required 
 

Your Application

To ensure the fastest process of your application and to protect the environment, please apply online via our careers portal at https://careers.evonik.com.

VACANCY REFERENCE NUMBER 134883

Evonik Corporation is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, gender, sexual orientation, national origin, disability status, protected veteran status or any other legally protected status.

Please note that Evonik will not accept any unsolicited application documents sent by staffing firms. Evonik works in conjunction with preferred service providers and will not pay any fee to staffing firms in the absence of an appropriate framework agreement. Should Evonik receive a candidate profile from a staffing firm with which it has no framework agreement, and should this candidate subsequently be considered in the recruitment process or offered employment, no claims from the staffing firm will be entertained in this regard.
 


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