Senior Customer Manager

Dow; Fatih; On-site; TRY 800,000 - 1,200,000; Full time

Benefits offered by this job

Bonus opportunity

Wellbeing programs

Retirement benefits

Employee stock purchase plan

Job summary

Dow is seeking a Senior Customer Manager for the Middle East to drive revenue growth through catalyst, technology, and services sales for existing Univation customers across the region. You will manage strategic relationships and identify licensing opportunities in polyethylene and related technologies.

Work closely with regional and global Sales, Marketing, and Technology Delivery teams to develop customer strategies and achieve commercial objectives.

Qualifications

• Bachelor’s or Master’s degree in Chemical Engineering, Polymer Engineering, Materials Science, Surface Coating Technology, Chemistry or related discipline.
• Fluency in English required; Fluency in Arabic strongly preferred.
• Minimum 10+ years of relevant experience.
• Experience in B2B sales, account management, licensing, or commercial management within chemical/petrochemical/polymer sector.
• Experience managing complex commercial negotiations, proposals, and contracts with multiple stakeholders.
• Ability to translate customers' technical and commercial needs into products and services.
• Experience developing long-term relationships with customers and senior stakeholders.
• Ability to work across regional/global teams and manage multiple priorities.

Responsibilities

• Drive commercial growth with existing licensees across the Middle East by identifying, developing, and executing opportunities for catalysts, licensing products, technology solutions, and services.
• Lead commercial activities from proposal through execution, including catalyst sales, plant capacity expansions and retrofits, licensing-right modifications, improvement programs, process control solutions, plant simulation solutions, proprietary equipment, training, on-site services, and joint technology development agreements.
• Manage and strengthen customer relationships throughout the licensee lifecycle, coordinating with Sales, Marketing, and Technology Delivery teams to develop and execute account strategies.
• Support new licensing opportunities and customer transitions by partnering with the New Build Licensing Sales Manager and taking commercial ownership of catalyst and services relationships following project design confirmation and kick-off.
• Provide commercial leadership throughout project implementation, supporting licensees during design, construction, plant start-up, and warranty phases while coordinating delivery in accordance with applicable license agreements.
• Develop market and customer insights by maintaining visibility of licensees' investment plans, projects, and technology needs; sharing relevant intelligence internally; and supporting customer engagement activities.

Skills

Customer relationship management

Negotiation and influencing

Planning and prioritization

CRM systems proficiency

Technical and commercial aptitude

Communication and presentation

Education

Bachelor’s or Master’s degree in Chemical Engineering or related field

Tools

CRM software

Job description

At Dow, we believe in putting people first and we’re passionate about delivering integrity, respect and safety to our customers, our employees and the planet.

Our people are at the heart of our solutions. They reflect the communities we live in and the world where we do business. Their diversity is our strength. We’re a community of relentless problem solvers that offers the daily opportunity to contribute with your perspective, transform industries and shape the future. Our purpose is simple - to deliver a sustainable future for the world through science and collaboration. If you’re looking for a challenge and meaningful role, you’re in the right place.

About You And This Role

As a Senior Customer Manager supporting the Middle East, you will drive revenue growth through catalyst, technology, and services sales for existing Univation customers across the Middle East.

You will manage and strengthen strategic customer relationships while identifying opportunities across polyethylene and advanced chemical technologies including UNIPOL™, UNIGILITY™, METEOR™, and LP Oxo™.

You will work closely with regional and global Sales, Marketing, and Technology Delivery teams to develop and execute customer strategies and achieve commercial objectives.

The role reports to the Regional Sales Director for the region.

Responsibilities

• Drive commercial growth with existing licensees across the Middle East by identifying, developing, and executing opportunities for catalysts, licensing products, technology solutions, and services.
• Lead commercial activities from proposal through execution, including catalyst sales, plant capacity expansions and retrofits, licensing-right modifications, improvement programs, process control solutions, plant simulation solutions, proprietary equipment, training, on-site services, and joint technology development agreements.
• Manage and strengthen customer relationships throughout the licensee lifecycle, coordinating with Sales, Marketing, and Technology Delivery teams to develop and execute account strategies.
• Support new licensing opportunities and customer transitions by partnering with the New Build Licensing Sales Manager and taking commercial ownership of catalyst and services relationships following project design confirmation and kick-off.
• Provide commercial leadership throughout project implementation, supporting licensees during design, construction, plant start-up, and warranty phases while coordinating delivery in accordance with applicable license agreements.
• Develop market and customer insights by maintaining visibility of licensees' investment plans, projects, and technology needs; sharing relevant intelligence internally; and supporting customer engagement activities.

Qualifications

• Bachelor’s or Master’s degree in Chemical Engineering, Polymer Engineering, Materials Science, Surface Coating Technology, Chemistry or a closely related technical discipline
• Fluency in English required, Fluency in Arabic strongly preferred, with the ability to communicate effectively with customers and stakeholders from diverse backgrounds.
• Minimum 10+ years of relevant experience is required.
• Demonstrated experience in business-to-business sales, account management, licensing, or commercial management within the chemical, petrochemical, polymer, or related industrial sector.
• Experience managing complex commercial negotiations, proposals, and contracts with multiple internal and external stakeholders.
• Ability to understand customers' technical and commercial needs and translate them into relevant products, technologies, and service opportunities.
• Experience developing and maintaining long-term relationships with customers and senior-level stakeholders.
• Ability to work effectively across regional and global teams and manage multiple commercial priorities.

Your Skills

• Strong customer relationship management and consultative selling skills, with a focus on identifying opportunities and creating long-term customer value.
• Effective negotiation and influencing skills with the ability to navigate complex commercial discussions.
• Strong planning, organization, and prioritization skills, with the ability to independently manage multiple customer opportunities.
• Proficiency in customer relationship management systems, including planning customer interactions, documenting activities, and maintaining opportunity information.
• Strong technical and commercial aptitude; familiarity with Univation Technologies' polyethylene, advanced chemicals, and catalyst technologies is advantageous.
• Clear written and verbal communication and presentation skills, including the ability to communicate technical and commercial topics to different audiences.

Additional Notes

• You will collaborate regularly with regional teams as well as Marketing, Technology Delivery, and Catalyst Sales colleagues.
• The role includes customer engagement throughout technology licensing, project implementation, start-up, warranty, and post-start-up commercial activities.
• Participation in industry events in the region.
• Relocation support/visa sponsorship is not available for this role.
• Regional travel required, up to 50%.

Benefits – What Dow Offers You

We invest in you.

Dow invests in total rewards programs to help you manage all aspects of you: your pay, your health, your life, your future, and your career.You bring your background, talent, and perspective to work every day. Dow rewards that commitment by investing in your total wellbeing.

Here are just a few highlights of what you would be offered as a Dow employee:

• Equitable and market-competitive base pay and bonus opportunity across our global markets, along with locally relevant incentives.
• Benefits and programs to support your physical, mental, financial, and social well-being, to help you get the care you need...when you need it.
• Competitive retirement program that may include company-provided benefits, savings opportunities, financial planning, and educational resources to help you achieve your long term financial-goals.
  • Employee stock purchase programs (availability varies depending on location).
• Student Debt Retirement Savings Match Program (U.S. only).
  • Dow will take the value of monthly student debt payments and apply them as if they are contributions to the Employees’ Savings Plan (401(k)), helping employees reach the Company match.
• Robust medical and life insurance packages that offer a variety of coverage options to meet your individual needs. Travel insurance is also available in certain countries/locations.
• Opportunities to learn and grow through training and mentoring, work experiences, community involvement and team building.
• Workplace culture empowering role-based flexibility to maximize personal productivity and balance personal needs.
• Competitive yearly vacation allowance.
• Paid time off for new parents (birthing and non-birthing, including adoptive and foster parents).
• Paid time off to care for family members who are sick or injured.
• Paid time off to support volunteering and Employee Resource Group’s (ERG) participation.
• Wellbeing Portal for all Dow employees, our one-stop shop to promote wellbeing, empowering employees to take ownership of their entire wellbeing journey