• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
• Provides expertise in commercial agreements including pricing, terms and conditions, etc.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Constantly becoming familiar in new trends and competitive intelligence within the industry.
• Creates and maintains forecasts, budgets and inventory.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address the customer needs, while coordinating the involvement of all necessary company personnel.

Education/Skills/Knowledge

• Requires B.S. Degree in Business, Engineering, Ceramics, Chemistry or related field experience
• Requires advanced knowledge of refractory applications in all product areas, construction skills, sales and communication skills and some chemistry knowledge.
• Requires computer literacy in MS Word, PowerPoint, Excel, and Oracle CRM
• Has a solid understanding of business, financials, products/services, the market and the needs of assigned accounts; may help develop colleagues' understanding; may be recognized as an expert in one area
• Works with complex or large territory/account, products/services, sales or account management processes; may serve as team lead
• Has authority/opportunity to set and negotiate product/service terms
• Requires at least 7 years of high level strategic business-to business sales environment. This position requires extensive travel to client sites.