Sales Account Manager

W. R. Grace; Columbia (MD); On-site; USD 138,000 - 190,000; Full time

Benefits offered by this job

Medical, Dental, Vision Insurance

Life Insurance and Disability

Retirement Plans

401(k) Company Match

Paid Vacation and Holidays

Parental Leave

Tuition Reimbursement

Company Donation Match Program

Job summary

Grace, a leading global supplier of catalysts and engineered materials, seeks a Sales Account Manager to refine catalyst account management for a ~$30M portfolio in the Americas. You will build trusted advisor relationships, forecast quarterly, and collaborate across teams to deliver value.

Travel 30-35% is required. The role emphasizes strategic selling, customer-focused growth, and leadership to mentor junior staff while delivering profitable outcomes.

Qualifications

• Bachelor’s degree in chemical engineering or related field.
• 15+ years of engineering, technical or sales experience.
• Strategic thinker who manages through key sales metrics.
• Skilled in building customer relationships and aligning needs with sales planning.
• Strong leadership and motivator with high energy and drive.
• Result-oriented with quick assessment abilities.
• Persuasive team player willing to mentor junior personnel.
• Commitment to learning and growth.
• Able to envision and implement business strategies.
• Strong customer-orientation with effective communication.

Responsibilities

• Manage sales account relationships across multiple customers within the Americas Region.
• Build relationships at all levels within customer hierarchy to become trusted advisor.
• Understand industry trends and competitive landscape to add value.
• Coordinate with Grace resources to meet customer requirements and ensure delivery.
• Update weekly forecast, jeopardy, opportunities, and key account data in SFDC.
• Lead pre-call plans and issue call reports for critical meetings.
• Identify opportunities and craft proposals that illustrate customer value propositions.
• Steward evaluation of Grace catalyst performance and new products.
• Travel frequently to customer offices domestically and internationally.

Skills

Strategic thinker

Customer relationships

Leadership

Communication

Mentoring

Growth mindset

Problem solving

Travel readiness

Education

Bachelor’s degree in chemical engineering

Job description

Annual Wage Range: $138,364.00 -$190,250.50

Other Compensation: Eligibility for the Short-Term Incentive program, other applicable bonuses, and company car allowance

Benefits: U.S. Employee Benefits Summary (grace.com)

Grace, a Standard Industries company, is a leading global supplier of catalysts, engineered materials and fine chemicals. We provide innovative products, technologies and services which our customers use to manufacture everyday products like renewable fuels, pharmaceuticals, toothpaste, cosmetics, food packaging, beer, edible oils and more. Our thousands of employees help shape a better future at our global headquarters in Columbia, MD and locations worldwide.

Job Description

The Sales Account Manager is responsible for refining catalyst account and sales management with a portfolio of approximately $30MM in total revenue. The role will also involve direct customer accountability and individual site responsibilities to maintain and expand relationships spanning the entire range of FCC and ART products and services for assigned customers. Travel for this role is 30-35%.

Responsibilities (1 Of 2)

• Responsible for managing the sales account relationships across multiple customers within the Americas Region. Building relationships at all levels within the customer hierarchy (develop to “trusted advisor” status)
• Understand industry trends and competitive landscape in the context of meeting customer’s current and future needs. Look for ways to add value to customers and share insights internally
• Key point of contact for accounts within assigned portfolio
• Manage multiple customer accounts, potentially including one or more national customer headquarter accounts with multiple locations
• Coordinate with Grace internal resources to assure that all logistical, financial/marketing, and legal requirements for assigned territory’s sales are properly executed and completed to meet the customer requirements
• Ensures appropriate delivery of products, services, and information
• Participation in forecasting and cash collection activities

Responsibilities (2 Of 2)

• Leads by example in value selling and target account plan strategy
• Responsible for updating weekly forecast, jeopardy, opportunities, and key account data within SFDC. In addition, responsible for leading pre-call plans and issuing call reports for critical customer meetings
• Identifying potential business opportunities and customer value propositions
• Developing, preparing and presenting proposals that clearly illustrate customer value propositions and capture portion for Grace
• Stewarding the evaluation of Grace catalyst performance, including reformulations, new products and incumbent catalyst performance
• Ensures the organization executes its responsibilities in a safe and ethical manner
• Ability to travel frequently to customer offices domestically and/or internationally

Required Qualifications

• Bachelor’s degree in chemical engineering or related field.
• 15+ years of engineering, technical or sales experience
• Strategic thinker who develops and manages through key metrics that gives an accurate picture of sales goals and of progress toward them.
• Skilled in building customer relationships and incorporating customer needs into sales and product development planning.
• A strong leader and motivator with high energy and drive.
• Result-oriented with the ability to assess quickly.
• Persuasive and constructive team player willing to mentor junior personnel.
• Committed to learning and personal growth.
• Both strategic and personally productive.
• Able to envision and to implement strategies for achieving the business plan.
• Driven by strong customer-orientation.
• Strong communication skills to drive internal/external alignment in a productive and professional manner.
• -TC1

Preferred Qualifications

• 10+ years of experience in the Refining Industry with at least 5 years of FCC or hydroprocessing experience. In addition, 5+ years of experience in value-focused sales/service within the Refining industry.
• Fluency in Spanish in a professional capacity

Benefits

• Medical, Dental, Vision Insurance
• Life Insurance and Disability
• Grace Wellness Program
• Flexible Workplace with maximum overlap with the core hours
• Retirement Plans
• 401(k) Company Match
• Paid Vacation and Holidays
• Parental Leave
• Tuition Reimbursement
• Company Donation Match Program

Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.

Nearest Major Market: Baltimore