About us
At Quaker Houghton, we are experts in the development, production and application of industrial process fluids, lubricants and coatings for the manufacturing industry. We have been an integral part in the growth of the world’s largest industrial and manufacturing companies from aerospace and automotive to primary metal and energy. Today, we have a global presence, with our corporate headquarters located in Conshohocken, PA. Quaker Houghton is a global publicly traded company with a unique collaborative culture that supports career growth for its associates and offers competitive compensation and benefit programs.
Position Summary
The Global Lead PAM heads a broad set of initiatives on a global basis to support execution of strategy and develop the impregnation business for direct sales and support of service center sales as needed. Working collaboratively with regional Commercial functions to implement and support the value proposition and to drive growth and market share increases across the industry segment (including Aluminum Die Casting, Ferrous and Non-Ferrous Casting/Forging, Electrical/Electronic Components, Composites/Plastics, Lamination Stacks, etc.). Communicates and supports the development of go-to market strategies and the QH value proposition in concert with Strategy Team Leaders. Position holder works with local product application teams for portfolio matters, application training, and customer problem resolution. Driving knowledge transfer to the regions to ensure development of regional technical and commercial capability, excellence in impregnation, and the Ultraseal brand value is maintained and extended. Knowledge includes case histories, global customer specifications/applications, understanding Ultraseal’s equipment features and offerings, and training for both recycling and non-recycling impregnation sealants. This role will design and ensure execution of the strategy and is a key interface between the commercial and technical groups for portfolio design and impregnation business management. Acts as a link / support function for the regional commercial teams when it comes to new equipment projects; providing consultation, project management, and generalized support based upon the regional input / needs. Provides direction on strategic account management with training and development for industry focused teams. The role works closely with R&D, Sales, Operations, and regional commercial organization to identify opportunities for new chemical and equipment products as well as new customer development projects. The Global Lead PAM will be seen as an industry expert and a key role supporting regional growth keeping pace with changing market dynamics.
What will you do
- Accountable for Market Share growth, Innovation, and execution of strategic roadmap for industry segment. Works in the commercial team to ensure achievement of annual global sales and profit targets
- Knowledge transfer to the regions and oversight of impregnation business activities to ensure strategy, value proposition and market positioning are clearly understood, implemented, and supported.
- Support with the development, communication and improvements related to strategic industry roadmaps – channel strategy, customer prioritization, product portfolio, new product development, and regional commercial priorities and focus (resources, customer targets and milestones).
- Consults with regional commercial, product management, EHS and Operations to design and establish the offer to customers, including pricing guidance, product selection and channel selection.
- Develop and strengthen relationship with key global customers, trade associations and stakeholders to lead QH understand in changing market needs, portfolio needs and value propositions
- Engages regional business development teams in using CRM and other sales tools
- Supports commercial team with equipment selection and quotations, market data and trends for major SAM contracts, proposals and commercial agreements
- Support or where necessary lead supply chain development with a particular focus on impregnation equipment solutions
- Work with R&D, COI and PAM to define priorities for product development and localization
- Resource coordination and planning – global, regional and local support requirements for new and existing business
- Schedule and implements training and development plans to improve regional competencies
- Communicate progress and trends to all levels of the organization, including regional and executive management
What do we look for
- Bachelor’s degree required. Degree in Business Management, Chemistry, Chemical or Mechanical Engineering is preferred
- Minimum 15+ years of experience in sales, marketing or business development technical competency or Customer Application Process/Know How is mandatory
- Driving for Results: Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goal attainment; tenaciously working to meet or exceed those goals
- Well-developed business acumen and the ability to apply analytic capability to strategic business thinking and execution.
- Outstanding interpersonal, communication and management skills
- Cultural awareness, sensitivity and adaptability across global cultures
- Establishing courses of action for self and others to ensure that work is completed efficiently
- Ability to connect with customers at senior levels, e.g; have the presence and business acumen to influence senior level decision makers with the customer base
- Understanding and experience of Value Selling and CRM
- Ability to self-motivate and lead internal/external teams to achieve planned objectives
- Ability to influence and work through others to accomplish goals
- Ability to produce and deliver commercial and technical presentations
- Proven track record in delivering sales growth
EEO STATEMENT: It is Quaker Houghton's policy to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. Houghton International will also provide reasonable accommodations for qualified individuals with disabilities. This employer participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here:http://www.uscis.gov/e-verify/employees
DISCLAIMER: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
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