Finished Fuels Leader

JOB TITLE: Finished Fuels Leader

DEPARTMENT: Sales - Business Development

SUMMARY: This position is accountable for sales and key account management activities at selected strategic accounts, and for providing new business development to support corporate development objectives in the identified industry sector.

DUTIES AND RESPONSIBILITIES:

Strategic Account Management

• Build relationships with strategic corporate accounts to maintain and expand relationships, manage all sales activity with selected corporate accounts, and build networks for future growth opportunities at those accounts.
• Establish effective strategies, goals, and targets that increase revenue and profit.
• Ensure the overall relation with strategic accounts remains positive and constants seeks to expand beyond existing product sales.
• Actively listen to customer needs and expectations and provides effective technical service support to resolve issues and effective chemical solutions that leverages our product portfolio.

New Business Development

• Identify best prospects in targeted segments
• Build relationships with key market influencers, i.e., early adopter end user customers.

Overall Responsibilities Include

• Conduct customer and market research to identify opportunities for sales and business development targets to drive revenue and profit growth.
• Coordinate the integration and collaboration across other functional areas (e.g., product management, technical support, research, and supply).
• Review marketing information, sales patterns, growth projection and other relevant data to forecast volume requirements and resulting revenue streams.
• Support and assist in implementing and maintaining certified management systems ascribed to DK such as ISO 9001. Identify training needs of personnel. Promote awareness of risks and opportunities associated with their work. Maintain an understanding of the Quality policy and how they personally contribute to meeting DK objectives and goals
• Support and assist in implementing and maintaining the RCMS program. Identify training needs of personnel. Promote awareness of the RCMS guiding principles and Dorf Ketal's HSSE policy, objectives and goals in addition to how they can contribute to them.
• Other projects as required.

SUPERVISORY RESPONSIBILITIES:

• This job has no supervisory responsibilities.

QUALIFICATIONS:

• Education/Experience/Skills:
  1. Bachelor’s Degree in Engineering, Chemistry, Biology or closely relevant field of study.
  2. Additional higher education preferred.
• Experience/Skills:
  1. At least five (5) years of experience in sales, business development or product management in related fields.
  2. Strong track record managing sales activities; P&L experience would be desirable
  3. Ability to travel an average of 25% of the time. Additional travel may be required depending on product lifecycle and business requirements.

ADDITIONAL SKILLS:

• Ability and desire to provide superior customer service.

• Ability to develop and maintain constructive and cooperative working relationships with others.
• Superior ethics and integrity. Ability to maintain confidentiality of all employee and company information.
• Strong analytical skills and individual judgment to review and evaluate information and determine whether events or processes comply with requirements and provide recommendations.
• Proficiency with Oracle, SAP or similar system.
• Proficiency with MS Office (Outlook, Excel, Word, PowerPoint)
• Strong communication skills both verbally and in written form.
• Knowledge of the structure and content of the English language, with strong spelling, grammar, and composition.
• Strong attention to detail and organizational skills including effective time management skills in a fast-paced environment.
• Job requires maintaining composure, keeping emotions and opinions in check even in very difficult situations. Flexibility and adaptability to change.
• High degree of reliability, dependability, and initiative to fulfill obligations by working under general supervision.
• Ability to prioritize own work to meet deadlines and complete required tasks.

COMPETENCIES:

• Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
• Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data.
• Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
• Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
• Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.
• Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
• Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
• Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
• Judgement - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
• Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
• Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
• Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
• Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
• Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
• Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
• Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
• Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.