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
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