Job Information
ALBEMARLE Hydro-processing/Clean Fuel Technology Technical Sales Engineer in Mumbai, India
REQ-26020
Be an essential element to a brighter future.
We work together to transform essential resources into critical ingredients for mobility, energy, connectivity and health. Join our values-led organization committed to building a more resilient world with people and planet in mind. Our core values (https://www.albemarle.com/about/our-values) are the foundation that make us successful for ourselves, our customers and the planet.
Job Description
Key Focus/Responsibilities
Pro-actively prepare, share and discuss Account plans describing strategy to approach an account with a 3 year scope
Pro-actively prepare, share and discuss Negotiation plans and tactics for specific opportunities
Takes a leading role of bringing Business, Technical Service and (Key/Global) Account Management together
Present, negotiate and discuss Commercial, Technical and Unit Monitoring reports
Timely include SME’s on complex topics and evaluate need to command these resources
Own Albemarle’s customer interface
Develop/maintain customer, market, and competitor information to be used for Challenger Selling insights
Develop value propositions with technical service based on challenger sales model to demonstrate performance improvements and/or cost savings for customers, demanding higher prices for our products/services
Factual and timely internal reporting by using company appropriate tools
Pro-actively Identify and develop new opportunities and accounts
Build and maintain customer relationships
Successfully negotiate, implement and secure key/large businesses through long term supply agreements as per business requirements
Document all customer interfaces and contact points in CRM system
Make sure the info of all required data fields in CRM system are up to date
Comply and behave according to Go to Market strategy
Continuous improvement in external perception of Albemarle technical strength and value propositions
Sell Albemarle’s products and grow sales revenue at existing and new accounts
Provide market intelligence and industry trends for strategic purpose and decision making
Contributes to recommendation design
Accountabilities
Meet/exceed group and individual annual and quarterly targets (volume/profit) as set by division management in Annual Operating Plan
Gather and collect market information from customers and provide to business teams for market analysis and strategy creation
Develop and maintain high level contacts at customer base
Pro-Actively adapt, use and maintain Challenger Sales model tools and behavior in every day sales process
Provide 18 month rolling product demand forecast (CFT)
Provide 18 month rolling Technical Offer, Unit Start Up and Unit Monitoring forecast (CFT)
Knowledge and experience
Bachelors degree in Chemical Engineering or Catalysis with a minimum of 3 years experience as a sales account manager
At least 10 years industry experience
Excellent understanding of functionalities and refinery process
Technical understanding of CFT desired
Technical savvy to present and explain technical offers and unit monitoring reports to customers
Commercial affinity and/or experience
Demonstrated negotiations skills and experience
Ability to build connections, credibility and exert influence internal as well as external
Capability for Challenger Selling
Continuous improvement and learning from previous sales and losses
Ability to translate customer needs into Albemarle value propositions
Perseverance, persuasiveness and confidence
Professionalism, passion and commitment
Organizational skills
Fluent in English
Please note: this role requires to travel 50% of the time.
We are partners to one another in pioneering new ways to be better for ourselves, our teams, and our communities. When you join Albemarle, you become our most essential element and you can anticipate competitive compensation, a comprehensive benefits package, and resources that foster your well-being and fuel your personal growth. Help us shape the future, build with purpose and grow together.
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