Regional Business Development (Indiana/Midwest) and Account Manager (Fluid Management)

General Purpose

This position has three main focuses which are to manage a comprehensive fluid management program at the customer site, develop new business with existing customers and develop new business with new customers in the Midwest region.

1) The account manager should have an ongoing presence at the customer site and is responsible for managing all aspects of APPC’s products and operations at that site. A comprehensive fluid management program includes everything from inventory management and ordering to technical services. The account manager is responsible for all customer-relevant aspects of a Fluid Management Program which may include but are not limited to:

    • Operations/Logistics
      • Monitor, manage plant inventory and consignment
      • Analyze inventories, customer production issues, quality and technical data
    • Administrative
      • Regularly report site activity to APPC Management
      • Serve as customer site representative by entering and processing customer orders
      • Provide and maintain daily records required for each customer department (production, procurement, etc.)
      • Run/Create reports for customer personnel and/or Allegheny Petroleum management
    • Technical
      • Provide daily technical support and troubleshooting to customer
      • Work with customer’s Research and Development subject matter experts to develop new lubricant formulations to optimize plant operations.
      • Take samples of products for testing.
      • Manage Environmental, Health and Safety policies and procedures and documentation.

2) The Account Manager is responsible for executing sales strategy and structured sales processes in order to develop new opportunities with existing customers and develop new business opportunities at new customers in the Midwest region. Essential Functions of business development in this role include but are not limited to:

    • Business Development
      • Prospect territory for new customers.
      • Gather competitive product information.
      • Develop new customers or new opportunities with existing customers.
      • Prepare action plans and schedules to identify target accounts.
      • Maintain and grow current customer base.
      • Call on and service customers.
      • Qualify potential new customers as to credit worthiness
      • Develop and close new profitable sales opportunities.
      • Provide technical support to customers.
      • Provide technical information on new products and industry specification changes.
      • Advise on correct use of products.
      • Develop and maintain sales materials and product knowledge.
      • Maintain an updated understanding of industry specific equipment and lubricant applications.
    • Strategy and Planning
      • Develop a sales strategy to achieve organizational sales goals and revenues.
      • Develop performance measures that support the company’s strategic direction.
      • Liaise with other company functions to ensure achievement of sales objectives.\
      • Forecast annual, quarterly, and monthly sales revenue.
      • Establish and adjust selling prices by monitoring costs, competition, and supply and demand.
      • Develop pricing schedules and rates.
      • Formulate sales policies and procedures.
      • Conduct market research and competitor and customer analysis.
      • Analyze data to identify sales opportunities.
      • Cultivate effective business relationships with executive decision makers in key accounts.
      • Determine annual unit and gross-profit plans by implementing marketing strategies, analyzing trends and results.
      • Establish sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and profit for existing and new products.
      • Implement sales programs and initiatives by developing field sales action plans.
      • Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
      • Investigate lost sales and customer accounts.

3) Other Requirements:

    • Computer skills
      • Work with various computer systems (internal and customer/supplier systems)
      • Familiarity with business management software (SAP, Chempax, etc.)
      • Information management – Run reports, analyze data and manage various types of information in various formats
      • Print orders off of Chempax system. Update data in Chempax or other computer systems
    • Leadership/Communication
      • Ability to work effectively both in a team environment and independently
      • Communicate effectively with all customers, suppliers and APPC employees including technical staff, production employees, procurement team and APPC customer services team, sales team, management, operations and suppliers and customers by means of most effective technology or in-person meetings.
      • Lead initiatives to drive cost savings and improvements in EHS (Environmental Safety and Health)
    • Other tasks as assigned

Supervisory Experience: No

Experience and Education

  • 7+ years of progressive experience in business development, account management, sales and/or technical sales.
  • Bachelor of Science degree in management, marketing, business administration or relevant technical degree.
  • Experience in an industrial manufacturing environment; petroleum and chemical markets preferred.

Physical Demands and Work Environment:

  • Occasionally required to climb, balance, bend, stoop, kneel or crawl.
  • Frequently required to stand, walk, sit, utilize hand and finger dexterity, talk or hear.
  • Occasionally works near moving mechanical parts.
  • While performing the duties of this job, the noise level in the work environment is usually quiet; moderate.
  • The employee must occasionally lift and/or move up to 10 pounds
  • Specific vision abilities required by this job include: close vision; color vision; depth perception and ability to adjust focus.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Allegheny Petroleum Products Company is an EEO employer; EOE/M/F/Vets/Disability

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