Strategic Account Manager
Location: Mexico, Mexico (MX)
Job Function: Sales
Career Level: Professionals
Company: Methacrylate Chemicals Roehm Mexico, S.A. de C.V.
WHO WE ARE
We are a leading supplier of methacrylate chemistry. As a global company with around 2,900 employees, we are represented on four continents. We serve a global market with our MERACRYL® methacrylates and PMMA molding compounds under the PLEXIGLAS® brand (in the Americas registered under the trademark ACRYLITE®), which we manufacture in our worldwide production network. Our products supply growth markets including the automotive, construction, and medical technology industries.
Röhm is committed to operating with social responsibility, and sustainability forms an integral part of our business strategy. We view our employees as our strength, and we value diversity and inclusion. If you thrive in an environment where individual contributions are both visible and recognized, Röhm may be right for you.
WHAT THE ROLE DELIVERS
Manage, develop and grow the assigned sub-segments and territory for Automotive and LEO, within Region America. Based in Mexico City, targeting primarily central Mexico accounts.
Manage assigned OEMs, strategic customers, markets, applications, identified/relevant tiers and identified global key accounts within the assigned territory. Maintain / build relationships. Manage and insure proper handling of customer complaints and activities. Define account strategies, tactical plan, targets/deliverables, implement and insure attainment of business objectives. Lead support team through the execution of the account strategy and resolution of challenges encountered. Lead and manage related projects / programs. And act as an industry expert for the assigned sub-segment(s) / territory. Interacting / communicating regularly progress, issues, opportunities with both the regional and global automotive and LEO respective teams, while insuring timely delivery of deliverables.
For automotive segment, focusing primarily on expanding existing, and building new relationships with OEMs & Tiers in automotive (e.g. lighting, pillars, interior and various front-end applications) as well as heavy and recreational vehicles. Specific Automotive targeted customers in territory include GM, Scania, MAN, Honda, Nissan, Toyota, Daimler, Mazda, Hino, etc.
For LEO segment, focusing primarily on expanding existing, and building new relationship with OEMs and Tiers in LEO (e.g. appliances, E&E, consumer goods, lighting, packaging, as well as other markets other than transportation and automotive). Specific LEO targeted customers in territory include Koblenz, Saint-Gobain, Senoplast, Mabe, Plastiglas, EMZ Hanuer, Samsung, Daewoo, Taurus, Whirlpool, Panasonic, Vistamex, etc.
In the case of support for customers from the automotive industry or the automotive supplier industry, the job holder is the relevant customer representative in accordance to IATF 16949:2016 item 5.3.1
WHAT YOU WILL DO
Conduct business and always operate with safety, environmental and industrial hygiene concerns as the first priority. Actively promote and practice safety.
Leadership/Management
- Lead customer service activities relative to the requirements to service the defined market / territory.
- Define account strategies, tactical plan, specific deliverables and needs to insure attainment of business objectives.
- Lead support team through the execution of the account strategy and timely resolution of challenges encountered.
- Lead, implement and manage related projects & opportunities
- Manage territory travel time, T&L and budget expenses
- Ensure that required customer and market reports are completed timely and in full
- Monitor and report change to market and competitive activities
- Responsible for protecting brand integrity in assigned territory
- Responsible to lead application of regional and global strategies in assigned sub-segment / territory
- Prepare monthly highlight report & monthly KPI
- Lead, manage or participate in Special Projects as deemed necessary by management
- Keep the organization (global, regional and internal) informed of significant events, whether positive or negative
- Other special projects and duties as assigned by management
Sales
- Develop and manage relationships with accounts and prospects (OEMs, GKA, other Tiers / molders) within territory / sub-segments
- Call on OEMs, Tiers and global key accounts to maintain & grow the business, and, support initiatives, acting as key point of contact.
- As needed, call on material processors, distributors, designers, architects, independent engineers, and end users as necessary to facilitate the execution of the automotive and LEO strategies
- Maintain and grow contact list for electronic promotional communications (e.g. e-blasts)
- Support regional and global initiative by providing timely and accurate feedback
- Identify new target and prospect customers, meeting the criteria for sales /marketing / partner agreements. Develop an approach / plan and execute
- Develop new sales lead and manage opportunity pipeline and programs.
- Support regional / global efforts of peers as it relates to territory
- Monitor market
- Provide informed input relative to market price movement and implement price adjustments
- Competitive activities / intelligence
- Performance of territory
- Build knowledge of, map and develop relationship with the various decision makers and influencers at existing and targeted customers
- Develop proposed and support implementation of the supply chain inventory plans as it relates to assigned territory
- Organization and maintenance of technical sales documentation required to support growth in territory
- Assist customer service with challenging order management issues for assigned customers insuring alignment with business goals
- Manage customer interface for QNs/complaints
- Provide new ideas and proposed strategy to facilitate achievement of business objectives and financial goals (CM1) for the assigned Market Segment / territory
- Support global automotive and LEO Innovation initiatives
- Foster a spirit of innovation throughout the RAM organization, reviewing periodically product offering vs. market needs
- Be a driver of new and specialty products to keep product lines current and relevant
- Maintain a healthy and profitable product mix within the assigned territory
- Understand and monitor product costs / CM1 to protect margins and insure profitable growth and achievement of financial objectives
- Other special projects and duties as assigned by management
Marketing and Strategic Planning
- Responsible for the development, management and implementation of an annual market sub-segment(s) / territory business plan (sales budget, marginal contribution CM1 and ROCE).
- Establish and apply short term tactical actions while simultaneously developing medium to long term strategic direction to achieve long term business objectives
- Proficient on relevant market, applications and products for the assigned territory / sub-segments
- Recommend and define goals for marketing initiatives for joint marketing programs such as trade shows and road shows that are of mutual benefit of Roehm and the customer.
- Contribute to the marketing efforts for assigned territory / sub-segments:
- Providing input and executing on marketing strategies
- Help develop marketing collateral for assigned sub-segment(s) / territory
- Working jointly with RAM, REU and RAS peers and across functions including logistics, technical service and manufacturing to achieve business goals and meets the needs of the RAM business
- Other special projects and duties as assigned by management
Strategic Focus
- Develop and implement a strategic Automotive and LEO sub-segment(s) / territory business strategy & plan that aligns and supports the overall MC strategy and objectives
- Develop strategic plans with OEM’s and fabricators, many of whom we do not sell on a direct basis, but rather through key T1s and/or our distribution sales channel
- This position goes beyond traditional sales responsibilities, and include, beyond traditional expectation, market sub-segment(s) and product management, marketing, market development activities as they related to assignment territory and/or sub-segments
- This position involves many competing priorities, deliverables and accountabilities. Big picture / Strategic thinking, result orientation, clarity of goal and time/priority management skills are key to success
WHAT WE ARE SEEKING
- Minimum requirement of a technical bachelor’s degree (Engineering, Chemistry, Polymer Science or similar), MBA is preferred
- Minimum 3 years of technical-sales experience in the plastic industry, and, 2 years’ experience in Automotive working with OEMs and Tiers, in a technical, sales or marketing capacity
- Based in Mexico City area
- Must have experience working in a cross-functional heavily matrixed environment, interacting with people from all different levels and cultures.
- Must be self-motivated and possess the ability to take initiative, ownership and influence / motivate others
- Very Good technology skills, specifically in SAP, CRM, and Microsoft Office are a must.
- Ability to travel within the territory 50% or more of the time. Will also require occasional travel outside of territory, including international
- Languages: English proficiency required. Additional languages are advantageous.Ability to work outside of comfort zone when requested or required to support business needs and build additional skills.
WHAT WE OFFER
Competitive compensation and a benefits package that you’d expect from a global company: competitively priced medical, dental and vision; 401k with company match; separate company funded retirement account equal to 6% of your pay; life and disability insurance; a strong paid time off plan; and a range of elective insurances at group rates to cover some of life’s curve-balls.... and much more. You can find an overview of our benefits on our careers page.
YOUR APPLICATION
Sounds interesting? Learn more about us and apply here: https://www.roehm.com/en/career. Realize your dreams at Röhm!
If you have any questions regarding your application or the application process please contact Josh Thiel at josh.thiel@roehm.com and refer to the Requisition ID cited below.
Röhm seeks the best candidates, and as a result is an equal opportunity employer that is proud to provide equal access to jobs regardless of protected status.
Requisition ID: [[id]]