Account Manager

You’re purpose driven. Growth minded. Ready to stretch your potential. That’s the spirit of the community you’ll find at Orbia: where the purpose to advance life around the world drives our global team of over 23,000 every single day. 

From creating solutions to deliver clean water, secure food supplies and reliable information to steering material advances that power the future of green and smart cities, transportation, and healthcare, we never settle for “good enough” when there’s an opportunity to make life better. Where purpose comes to life, it changes lives. This is what we live for.

Fluor & Energy Materials (Koura), an Orbia business, is hiring for an Account Manager in USA (remote).

Company Overview:

Orbia's Fluor and Energy Materials (Koura) is a global leader in developing, manufacturing, and supplying fluorine-based products that significantly enhance everyday life. Our innovations are pivotal in diverse applications such as urban construction, temperature control, food preservation, and medical treatments. Based in St. Gabriel, we are proud to be part of the Orbia family, a purpose-driven organization committed to advancing life worldwide through sustainable solutions in cities, buildings, agriculture, materials, and transport. With operations in 41 countries and a team of over 22,000 employees, we strive to maximize value for our stakeholders while fostering a rewarding environment for our team members.

Main Purpose:

• Manage, retain, develop and drive product sales with a targeted range of customers across Koura’s Refrigerants business within the designated territory in order to achieve volume, price and cash targets in line with business strategy and annual objectives.
• Embrace Koura’s commitment to become Purpose Driven, Customer Centric and Future Fit, living by the values of: Be Brave, Embrace Diversity and Take Responsibility.

Main Responsibilities:

1. Deliver the allocated sales objectives, volumes, prices, and growth for the identified customers, aligned with annual budgets and market strategies.

Key activities:

• Working with the Regional Sales Manager build and agree to realistic and challenging annual customer budgets for volume and price and deliver/exceed them.
• Monitor progress against the budget and take action to close any variances that may emerge.
• Provide monthly updated customer forecasts in-line with Sales & Operations Planning (S&OP) requirements (internal company processes) so that ‘Latest View’ reports & Management Information can be provided to internal stakeholders/decision makers.
• Work closely with wider members of the Refrigerants team and Service Delivery team (for example) and ensure there is effective communication between internal teams and functions to maximize opportunity to achieve common goals and minimize risk.
• Manage quotes, prices and payment terms with customers in line with business strategy to optimize margin.
• Collaborate with wider Refrigerants Business Development and Marketing colleagues to deliver profitable growth in sales coming from newly introduced products.
• Adhere to Orbia’s Code of Ethics when executing to achieve agreed commercial objectives.

2. To manage customer-centric plans leading negotiation and sales conversion while maintaining/developing good working relationships with existing and new target customers.

Key Activities:

• Commercial accountability for the identified customers – negotiating and securing sales volumes and optimizing prices and CO² value (previously approved by line management).
• Optimizing the financial opportunity at each account to achieve EBITDA growth through good understanding of gross margin generation.
• Building and maintaining strong, sustainable customer relationships and ensuring high levels of satisfaction and loyalty.
• Effective communication across the business regarding face to face customer visits and phone/video calls using company systems as provided.
• AIM Act: Track customers’ allowances against volume and CO²e to ensure delivery of the targets. Identify and communicate any emerging risks and put plans in place to mitigate.

3. Demonstrate a thorough understanding of market size, dynamics and risks and opportunities for Koura within the defined sales territory.

Key Activities:

• Collaborate with peers to maintain market metrics and identified trends including market size, growth trends, competitor insight to support regional market intelligence requirements.
• Maintain an understanding of local regulatory and environmental pressures and liaise with Koura’s Regulatory stakeholders to ensure compliance.
• Understand and identify opportunities and risks/threats, reacting quickly to changing market dynamics and ensuring any gaps to existing plans are adapted accordingly.
• Promote KOURA brand and products at exhibitions, conferences and Trade Associations.

4. Manage customer debtor performance to optimize cash.

Key Activities:

• Gain explicit customer agreement to terms of sale.
• Manage debtors, with zero tolerance of overdues, to enable the business cash targets to be met (working with internal colleagues as required).

Education Required:

• Preffered: Bachelors degree within relevant business discipline.
• Desirable: Undergraduate degree in Technical Field (Engineer/Science), and/or MBA.

Knowledge & Experience Required:

Preferred:

• Possesses a minimum of 5 years experience in sales and account management.
• Possesses a minimum of 5 years working in a technical sales management function (ideally in the chemical or manufacturing industry).
• Can demonstrate a proven track record of managing customer relationships with decision makers, possessing advanced interpersonal relationship development skills (compelling rapport building, positive personality, emotional intelligence and influencing).
• Results driven and customer-centric.
• Can demonstrate a track record of robust negotiation and selling techniques.
• Can demonstrate a credible understanding of financial and marketing and communication processes and principles.
• Possesses excellent written and verbal communication and organizational skills.
• Can demonstrate a track record of international communication experience.
• Possesses multicultural awareness, flexibility and agility.
• Possesses IT skills, utilizing Microsoft Office packages and Salesforce.
• Demonstrated experience of working in a multi-product business with large turnover and global delivery reach.

Desirable:

• Appreciation of AIM Act and other Regulations within the refrigerants industry.
• Working knowledge/appreciation of manufacturing, logistics and supply chain industry for refrigerants.
• Knowledge of Incoterms, shipping and customs/excise requirements.

Languages Required:

• Language: English

           Level of proficiency: Fluent

• Language: Spanish (desirable)

           Level of proficiency: Any

We welcome purpose-driven dreamers, doers, and builders, recognizing that it takes difference to make a difference. If you’re ready to bring your skills, talents, and perspective to moving your career, the company, people, and the planet forward, we’d like to hear from you.

We believe that every voice matters; every community deserves respect; and every challenge is an opportunity and united by empathy, we are stronger for our different perspectives. We are dedicated to building a more diverse, inclusive, and equitable workplace that supports the needs of all our employees regardless of their role, location, identity, and background.

Orbia is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, lactation, childbirth or related medical conditions), sexual orientation, gender identity, age (40 and over), national origin or ancestry, citizenship status, physical or mental disability, genetic information (including testing and characteristics), veteran status, uniformed service member status, or any other status protected by federal, state or local law.

Dura-Line and Koura have developed and maintain a written Affirmative Action Program (AAP).  Orbia's Chief Executive Officer supports the AAP and urges each employee to commit to carrying out the intent of this policy.

Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws.  We are committed to working with and providing reasonable accommodations to individuals with disabilities. Please reach out to our People Team at Careers.KouraUS@orbia.com to receive the application form in a more accessible format, or to arrange an accommodation / adjustment to support your participation throughout the recruitment process.

Applicants and employees of this company are protected under Federal law from discrimination on protected grounds. Follow the link(s) above to find out more:

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