The Dow Chemical Company has an exciting opportunity for a Key Account Manager (m / f) to be located in Casablanca, Morocco and in charge of Maghreb & French Speaking region .
This position is for a KAM responsible for development of sales of Dow Water & Process Solutions product line in the Maghreb & French Speaking countries.
The position involves strategic development and growth of the DWPS in the assigned. Account management skills around current customers’ base management, innovation, new markets and strategic markets development, price, volume and product mix management are required to optimize profitability of current portfolio of products.
Beyond today's sales, a key objective is an ambitious growth strategy. We are looking for a challenger sale profile who is able to understand the DWPS business big picture and works on delivering winning insights across business VC (by teaching new things, tailoring the insights and bringing the solution back).
The individual assuming this role will need a strong focus around growth, delivery and contribution. This will require developing strong, in-
depth relationships with customers and key stakeholders in the assigned region. It will require a mentality to hunt for and convert opportunities.
A deep knowledge of customer un-met needs and potential Dow solutions will be important. Strong teamwork will be required between the individual assuming this role and other functions contributing to our growth initiatives.
This would include Marketing, Sales Service, Technical Service and Research & Development among others.
Key Responsibilities : Customer Management
Achieve a high level of penetration at assigned markets
Maintain strong relationships at all levels of customer organization and water value chain key stakeholders (end-users, specifiers, OEMs, channels )
Effectively utilize available tools such as strategic entertainment and management interface to build customer relationships in line with account plans
Develop strong multi-functional account teams to effectively interface with customers
Create account plans for all Partner (Tier 1) and Target (Tier 2) customers.
Utilize strong sales skills to represent Dow to customers.
Effectively negotiate supply contracts.
Manage customer pricing strategically in line with business goals.
Deliver a high level of service to customers by teaching them new things, tailoring our approach to them and closing winning sales with them
Effectively resolve any quality or service issues that arise.
Work with customers to define un-met needs.
Develop sales projects around commercial and new business developmental opportunities.
Enter and track opportunities using the CRM tool.
Successfully convert opportunities leading to sales growth.
Work on developing and implementing the Maghreb and French Speaking countries growth
Lead the implementation of the strategy in terms of account plans, portfolio deployment, innovation, demand generation, strategic programs
Maintain a high degree of knowledge on Dow Water Solutions (DWS) product lines.
Understand key markets’ segments and applications in depth.
Be a resource to the business on Competitive Intelligence.
Maintain a consumption analysis on products purchased from DW&PS and competition.
Be knowledgeable on market trends within DW&PS.
Possess a deep understanding of DW&PS market dynamics.
Work closely with sales related functions to build good teamwork, foster customer satisfaction and deliver business results.
Develop forecasts on anticipated customer product consumption.
Create and work within budget guidelines for region.
Provide needed data to Sales & Operating Teams to efficiently manage the business supply and demand forecasts
Responsible for continuous improvement in the area of overall productivity and efficiency.
Effective management of sales terms and credit with assigned customers.
Accomplish all assigned duties safely.
Participate in regional meetings and programs.
Participate in all key performance management activities - goal setting, EDP, performance reviews, etc.
Education and Experience :
Minimum Master's degree required
Technical degree in Chemistry or Chemical Engineering preferred with Master's in either technical or business degree
8-12 years of technical sales or sales related experience desired (water treatment related industries) within an OEM or established technology provider
Demonstrated experience managing existing business (negotiation, price management, issue resolution) and developing new countries / segments
Experience in developing high level relationship with Government Markets stakeholders and driving new partnerships
Track record of hunting for and converting sales opportunities and large projects
Demonstrate high levels of motivation and deliver outstanding sales results.
Excellent verbal and written communication skills are required in Arabic, French and English
Execute against all job requirements while maintaining very high level of safety and ethical awareness
Travel in the territory, up to 30% of the time, required.
About this Posting
The Dow Chemical Company values the benefits that diversity can bring. Dow is looking for individuals best suited for this role regardless of nationality, origin, race, color, religion, gender, sexual orientation, disability or age.
The positions represented by this job posting are aligned to one of the three divisions, Agriculture, Materials Science or Specialty Products.
Additional information on division alignment will be provided during the recruitment process.
DowDuPont (NYSE : DWDP) is a holding company comprised of Dow and DuPont with the intent to form strong, independent, publicly traded companies in agriculture, materials science and specialty products sectors that will lead their respective industries through productive, science-
based innovation to meet the needs of customers and help solve global challenges.