Technical Sales Manager

Technical Sales Manager
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Date:May 9, 2024
Location: Columbia, MD, US, 21044
Company: W. R. Grace & Co.
Requisition ID: 22851
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 4,300 people in over 30 countries.
Job Description
Grace is seeking a Technical Sales Manager to join our Sales team! This role reports to the Regional Sales Director.
The Technical Sales Manager will manage a portfolio of Refining Technology accounts with greater than $10M in ongoing sales and $15M in potential sales. There is potential to manage one National (Global) Account with responsibility for strategy development and implementation as well as overall coordination and communication. This role will indirectly manage both Tech Service and Functional Resources teams to help achieve business targets and implement regional strategies. This position will require up to 40% travel (30% Latin America,10% Domestic).
Responsibilities
Building relationships at all levels within the customer hierarchy (develop to “trusted advisor” status)

Developing, preparing, and presenting proposals that clearly illustrate customer value propositions and capture portion for Grace

Manage multiple Americas refining customer accounts possibly including one National/Global account with multiple locations across regions.

Responsible for strategic Target Account Planning for all individual and corporate accounts in portfolio

Key point of contact for customer for all accounts and corporate sites in portfolio

Understand industry trends and competitive landscape in the context of meeting customer’s current and future needs and potential value. Participate in key internal processes to provide feedback on current and potential customer needs.

Coordinate with Grace internal resources to assure that all logistical, financial/marketing, and legal requirements for each territory’s sales are properly executed and completed to meet the customer requirements.

Responsible for updating weekly forecast, jeopardy, opportunities, and key account data with SFDC. In addition, responsible for leading Pre-Call Plans and issuing Call Reports from critical customer meetings.

Key link for Customer Driven Innovation via understanding and communicating current and future customer needs and value.

Coordinate with Marketing and R&D to drive the development of products that meet these needs including assessment of field performance (including pilot plant studies) and communication of results.

Required Qualifications
Bachelor’s degree in Chemistry, Engineering, or related field.

Minimum of 10 years’ experience in Engineering or Technical Sales

PC skills are essential with a focus on Salesforce.com.

Ability to work independently and as part of a team in a remote work environment to accomplish goals with the ability to travel up to 40% (30% Latin America,10% Domestic).

Knowledge of refining technology, operations, and economics with a working knowledge of how to develop value propositions and convey these to customers through excellent communication and presentation skills.

Clear understanding of refinery organizational designs and how decisions are made regarding value at the customer. Experience navigating customer’s political structures to successfully sell products.

Excellent organizational, communication and presentation skills. Ability to adapt communication for either internal or external needs. Ability to collaborate to accomplish work goals and to lead team of diverse support groups to support both customer and business needs.

The candidate must be fluent in Spanish and English.

Preferred Qualifications
10 years of experience in the refining industry with at least 2 years of experience in value focused sales/service in the process (refining) industry.

2 years of FCC experience preferably in engineering and plant operations (preference for experience with refining/FCC economics).

Compensation Data
Annual salary range: $141,600 - $177,000

This position will also offer an annual short-term incentive bonus.

Benefits
Medical, Dental, Vision Insurance

Life Insurance and Disability

Grace Wellness Program

Flexible Workplace

Retirement Plans

401(k) Company Match – Dollar to dollar up to the first 6%

Paid Vacation and Holidays

Parental Leave (salaried only)

Tuition Reimbursement

Company Donation Match Program

U.S. Employee Benefits Summary (grace.com) (https://grace.com/people-and-careers/working-at-grace/benefits/us-employee-benefits-summary/)
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.
Nearest Major Market:Baltimore
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