Regional Account Manager PCG ME

Role Summary

The Regional Account Manager will spearhead profitable growth by managing a balanced portfolio of direct key accounts and distributor-led sales within the region. The focus lies on implementing strategic sales plans to meet revenue, volume, and profit margin goals, while establishing and nurturing long-term relationships with customers and channel partners. Responsibilities include leading pricing strategies, handling contract negotiations, and ensuring compliance with credit policies. Collaboration with marketing, supply chain, finance, and technical departments is essential to deliver superior customer solutions and operational excellence. The role requires continuous market analysis to maintain Lubrizol's leadership in the Paints, Coatings, Inks, and Adhesives markets and ensure sustained growth.

Key Responsibilities

• Meet or exceed annual and quarterly sales targets encompassing value, volume, and margins.
• Drive sustainable expansion of key accounts and distributor networks.
• Broaden the customer base through acquisition of new accounts and deeper product penetration.
• Enhance distributor productivity measured by coverage, activation, and inventory management.
• Accurately forecast sales and execute Annual Operating Plans (AOP) and Sales and Trading Plans (STRAP).
• Provide timely updates on sales performance, sales pipeline, and market insights.
• Maintain high customer satisfaction and secure long-term account retention.
• Ensure adherence to established pricing, credit, and compliance frameworks.
• Manage sales growth via a mix of direct key accounts and distributor-led channels.
• Develop and implement regional sales strategies aligned with overarching business goals.
• Cultivate robust relationships with key customers, decision-makers, and channel partners.
• Drive distributor effectiveness through goal setting, capacity building, and performance evaluation.
• Identify new business prospects, applications, and market segments.
• Lead pricing negotiations, contract finalizations, and commercial agreements.
• Collaborate cross-functionally with marketing, supply chain, finance, and technical teams for integrated execution.
• Continuously monitor market trends, competitors, and customer feedback to inform growth strategies.
• Ensure punctual receivable collections, uphold credit discipline, and comply with company policies.

Education and Qualifications

• Bachelor's degree in Chemistry, Chemical Engineering, or Polymer Engineering.
• MBA degree is preferred.

Experience and Skills

• 10 to 12 years of relevant sales and business development experience in the specialty chemicals industry.
• Proven track record in a similar role managing professional B2B chemical sales.
• Strong familiarity with the paints, coatings, and inks sector.
• Experienced in handling both direct key accounts and distributor/channel sales models.
• Excellent commercial acumen, negotiation capabilities, and relationship management skills.
• Able to operate independently across multiple geographies and engage diverse stakeholders.
• Strong communication, presentation, and analytical competencies.
• Flexibility to travel as business needs dictate.

Core Competencies

• Strategic thinking with the ability to convert business strategies into actionable sales plans and achieve targets.
• Thorough understanding of pricing strategies, margins, profit & loss management, and value-based selling principles.
• Expertise in key account and channel management.
• Customer-focused approach to deliver superior value.
• Proficiency in contract, pricing, and stakeholder negotiations.
• Data-driven decision making supported by strong forecasting, pipeline management, and analytical skills.
• Collaborative networking and team coordination.