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Account Representative / Account Manager job in Kaleva

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Job Ref:  00015510
Employer:  Oxy
Job Type:  Permanent
Country:  United States
County/State:  Michigan
City:  Kaleva
07/10/2016 01:03
Contribute. Grow. Lead...with OxyChem. Looking for a challenge? Desire to achieve your true potential? OxyChem is a growing, action-oriented, safety driven chemical manufacturing company continually striving to be the best in the business while staying focused on environmental protection. The secret to our success has and will continue to be our people.

Occidental Chemical Corporation (OxyChem) is a leading North American manufacturer of polyvinyl chloride (PVC) resins, chlorine and caustic soda - key building blocks for a variety of indispensable products such as plastics, pharmaceuticals and water treatment chemicals. Other OxyChem products include caustic potash, chlorinated organics, sodium silicates, chlorinated isocyanurates and calcium chloride. For every product it makes, OxyChem's market position is No. 1 or No. 2 in the U.S.

In a fast paced industry that demands precision, we create a supportive workplace where the safety and well-being of our employees are paramount. We are committed to rewarding top performers, offering very competitive pay and benefits, and providing tremendous career development opportunities. We are looking for an experienced and self-motivated individual to fill the position of Account Representative / Account Manager - Calcium Chloride in the Midwest Region with a possible home office in Ludington, MI, Detroit or Chicago.


  • This position is accountable to the General Manager of the Calcium Chloride business for selling products at a level consistent with or in excess of budgeted volumes and pricing.
  • Emphasis of this position is toward major accounts.

  1. Sales Volume - This position will carry dollar sales of approximately $25MM-$30MM
  2. Account Size - The territory will consist mainly of larger size direct accounts, distribution accounts, regional distributor management, target accounts and business development to support strategic growth.
  3. Product Lines - This position will cover the entire Calcium Chloride product line and will have a balance of complex account management and distribution management sales.
  4. Account Complexity - Customer accounts will require multi layer account penetration with a larger focus on the most senior levels of the customer's organization. This representative will be expected to identify and develop relationships with all key buying influences at strategic accounts including, with many accounts, direct interface with ownership. He/she is expected to lead more complex business meeting between senior level customer personnel and OxyChem Business Management.
  5. Contracts/negotiations - He/She will have primary responsibility for leading contract negotiations with accounts that will require expertise in negotiating and managing complex negotiations, often directly with account ownership that requires thoughtful engagement with all key stakeholders at accounts to identify acceptable terms and conditions acceptable to both parties.
  6. Entertainment/Event - This position will have a leadership role in planning customer outings including regional customer entertainment events to build long term relationships.
  7. Representation of the company at national and local trade shows or industry events will be required.
  8. Travel - This territory will require overnight travel away from the base location approximately 30% of the time.
Other- He/She may also participate in national industry events and/or take a leadership role in an industry association. `


This position reports directly to the General Manager. Principal activities that must be performed include: in-depth customer and prospect coverage through personal sales calls, written correspondence and regular phone calls. Account development is accomplished through coordination of headquarters, plant, technical and regional personnel.

The successful candidate will possesses outstanding communication skills, internally and externally, written and verbal, with a high level of awareness of delivering timely and consistent communications to customer and internal stakeholders.

This position will require the ability to conduct a Value Chain Analysis in key markets.

Individual is expected to submit on time paperwork including call reports, trade reports, expense reports, weekly itinerary, forecasts and special assignments.

The position requires flexibility and imagination to service non-standard accounts and to develop long-term relationships with some of the largest, most important customers. Long-term planning is expected to focus on the corporate direction matching our goals with that of our customers. This will entail managing major accounts on a conceptual plane, taking into account corporate resources to be applied, compatibility of supplier with customer business plans and managements, product mix and profits.

Customer contacts are generally with top management throughout the organization where relationships for long-term business are critical.

In support of the organization, the Account Representative / Account Manager supports and drives the development of marketing plans as well as motivates others on the sales staff. Individuals at this level should operate effectively in an autonomous environment requiring minimum direct management time.

  • Minimum 6 years sales experience in the chemical industry preferred.
  • BS/BA degree in Business Management or Sales Management (preferred), or will consider Marketing or Engineering related degree.
  • Demonstrated negotiation experience, negotiation review and account management skills.
  • Advanced Selling skills strongly desired.
  • Previous strategic selling experience along with contract development desired.
  • Must demonstrate the capability of developing a thorough product knowledge and understanding of applications in various industries.
  • Must demonstrate the ability to define opportunities, identify solutions, while understanding the needs of the customer and company capabilities to deliver.
  • Ability to make successful presentation to individuals and/or groups at all levels of an organization (internally or externally).
  • Demonstrated analytical skills, strategic thinking, ability to work independently, and strong work ethic.
  • Ability to relocate for future opportunities preferred.
  • Valid Driver's license - ability to drive to customer locations.
Oxy is an Equal Opportunity Employer / Individual with Disability / Veteran Status
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