Sales Account Manager

About This Role

This role involves supporting and growing sales revenue and market share for graphite electrode sales at assigned customer accounts in the USA. It requires engaging customers at all levels and driving growth through increased market share.

Responsibilities

• Deliver sales volume and revenue forecasts in line with the annual business plan, ensuring accuracy within assigned customer accounts.
• Develop and execute account strategies to meet or exceed volume, price, and share growth established in the Annual Business Plan (ABP).
• Utilize value proposition selling and influencing skills to maximize return from existing business and lead new growth in graphite electrode and by-products sales.
• Establish strong commercial and technical relationships with customers and collaborate internally with various functions (Sales, CSR, CTS, Supply Chain, Quality, Marketing, Finance, Legal).
• Visit customers to enhance product application, acquire competitive performance information, and provide input for internal continuous improvement projects.
• Ensure business strategies, commercial and technical deliverables are integrated into key account management plans (KAM) and communicated with customers.
• Properly use and maintain CRM database by entering accurate sales forecast volume, pricing, timing, reporting from visits, registering customer operating rates and inventory levels, preparing quotations, and documenting market intelligence.
• Negotiate new and manage existing customer contracts, including reviews, renewals, enforcing contract terms, and managing past dues with accounts receivable.
• Understand the Company value chain, assess and communicate relevant business changes to customers, and take a leadership role in solving customer or process related issues.
• Promote and represent GrafTech at industry events and actively participate in relevant industry associations (e.g., AIST).

Requirements

• Bachelor degree in Engineering or business related discipline
• Minimum 3 - 7 years of sales experience with commercial and technical background
• Demonstrated successful Sales Account Management / Business Development in the EAF industry
• Strong business & financial acumen
• Negotiation & communication skills
• Proficient in negotiating contracts, including Terms and Conditions
• Analytical skills to evaluate value chain, risks and growth potential of accounts
• Demonstrated effective navigation within customers’ functional areas including procurement, operations, technical, and senior management
• Demonstrated ability to align cross-functional resources to support key initiatives

Qualifications

• Bachelor degree in Engineering or business related discipline
• Minimum 3 - 7 years of sales, with commercial and technical experience, and demonstrated successful Sales Account Management / Business Development in the EAF industry.

Nice to Have

• MBA

Skills

* Required skills

Benefits