Account Manager at The Dow Chemical Company

Essential Duties and Responsibilities:

Customer Management

• Key Account Management
• Developing Account Plans for Strategic Accounts;
• Achieve a high level of penetration across multiple functions (Procurement, Technology, Commercial, Management) within customer base
• Maintain strong relationships at all levels of customer organization
• Develop relationships across the Value Chain (Customer of Customer) as needed to support Sales goals with direct accounts
• Develop strong multi-functional account teams (Technical Service, R&D, Marketing, Supply Chain and Customer Service) to effectively interface with customers.
• Effectively negotiation of price, quantities, payment terms as to achieve the business plans.
• Manage customer pricing strategically in line with business goals.
• Deliver a high level of service to customers
• Effectively resolve quality or service issues that arise.
• Work with customers to define un-met needs.
• Develop Selling Projects around commercial and developmental opportunities.
• Drive implementation of Innovation programs with Strategic Accounts.
• Enter and track opportunities using the PlanIt+ tool.
• Successfully convert opportunities to sales growth ($).

Business Management

• Distribution-ship Management
• Maintain a high degree of knowledge on Dow Formulated Systems technology.
• In-depth understanding for polyurethane markets.
• Be a resource to the business on Competitive Intelligence.
• Be knowledgeable on market trends. Provide Voice of Customer input on key Innovation programs.
• Work closely with sales related functions to build good teamwork, foster customer satisfaction and deliver business results.
• Develop forecasts on anticipated customer product consumption.
• Develop a growth strategy for implementation within assigned region.
• Develop a sales plan for assigned territory.
• Provide needed data to Sales & Operations Planning (S&OP) teams to efficiently manage the business.
• Responsible for continuous improvement in the area of overall productivity and efficiency.
• Effective management of sales terms and credit with assigned customers.

Product Management

• Identify market and technology needs
• Develop new products and fine tune existing ones as to meet customer needs
• Product pipe line and Inventory management
• Lead the introduction of new raw material and Finished products to the local plant and warehouses
• Lead the sampling process from start to end
• Apply pricing strategies for various value centers as to maximize Dow profitability
• Responsible for the phasing out of existing products
• Manage the launching of new products to the market

General

• Accomplish all assigned duties safely and in accordance with all Product Stewardship guidelines.
• Participate in regional sales meetings and programs.
• Participate in all key performance management activities - goal setting, Employee Development Plans, performance reviews, etc.