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Account Manager job in Houston

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Job Ref:  00015975
Employer:  Oxy
Job Type:  Permanent
Country:  United States
County/State:  Texas
City:  Houston
26/10/2016 01:01
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 Manager - Basic Chemicals with possible location in the Chicago, Houston or Philadelphia regions


This position is accountable to regional management for selling Basic Chemical products within a defined geographic area at levels consistent with or in excess of budgeted volumes and pricing. Emphasis of individual is toward major accounts.


  1. Sales Volume - This position will typically carry dollar sales in the 50% percentile of the Divisional Sales Territories, with sales responsibilities of approximately $20MM- $30MM.
  2. Account Size - The territory will consist mainly of mid to large size direct accounts, distribution accounts and some target accounts. A larger direct account would be in the $5MM - $10MM range.
  3. Product Lines - This position will cover the entire Basic Chemicals product line and will have a balance of complex/competitive product sales and smaller volume higher value sales.
  4. Account Complexity - Customer accounts will require some multi layer account penetration. This representative will be expected to deal with purchasing, finance, logistics and mid- level management of his/her customers. He/she will be expected to coordinate all customer related activities with minimal supervision from the regional manager. He/she will be expected to target new mid-size accounts and increase his/her territory through new business growth. He/she will be expected to facilitate business reviews with Dallas product managers and mid-level customer representatives.
  5. Contracts - Customer contracts will be standard agreements with traditional terms and conditions and some negotiated term contracts. These more complex agreements will require assistance from the regional manger. This representative will be expected to have an interface with regional distribution managers/Presidents.
  6. Entertainment/Event - This position will have outing planning, basic customer entertainment (dinners, lunches, golf, and sporting events). Attendance at local trade shows or industry events will be required.
  7. Other- Will be expected to represent OxyChem at University Career fairs and provide some job shadowing for new trainee's and interns.

This position reports directly to the Regional 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. This role represents the company policy and philosophy to direct customers, distributors and prospects.

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 larger and more 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.

In support of the organization, the Senior Sales Representative assists in coaching and mentoring younger sales representative and college interns. He/she will have a higher level of representation of OxyChem to outside organizations and industry groups.

This position requires travel away from home, nights out entertaining and participation in trade organizations. *LI-YN1

  • Minimum 7 years sales experience in the chemical industry with 15 years total sales preferred.
  • BS/BA degree in Business Management or Sales Management (preferred), 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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