PEMEX Account Manager - Iberoamerica

Job Purpose:

• Develop and execute a PEMEX MRO and Projects Sales Strategy to achieve expected growth in a three-year Strategic Plan.
• Laser focused on activities that lead to customer retention such as Tula Refinery and to develop sales opportunities to support the penetration of MOGAS at PEMEX and its 7 refineries.

Responsibilities and Essential Requirements:

Strategy (25%)

• Collaborate with Iberoamerican Regional Manager to develop a Pemex MRO sales strategy using an in-depth understanding of Local Mexican market trends, PEMEX activity, competitor activity, macro trends and industry trends to achieve three years Strategic Plan / Business Plan objectives for Pemex.

Sales & Sales Management (50%)

• Obtain Pemex forecast shutdown plan for each of the years to come. Get intel information from the market and analyze the scope of each shutdown, the budget available and the critical path on the unit, gather intel on key decision makers, influencers, to establish the best sales strategy and create new sales opportunity for MOGAS, ensuring MOGAS penetration on Pemex.
• Visit in a regular basis each refinery in order to promote MOGAS products, replace the competition, look for poor performance valves and provide always the most suitable solution for Pemex.
• Make emphasis on FCCU and DCU based on the 2001 scheduled shutdowns
• Protect MOGAS installed base in each of the H-OIL Unit Train #1 & 2 at Tula Refinery under Axens license. (MOGAS installed base) Ensure MOGAS order continuity for Tula Train #1 (6M) and obtain an increase of valves / margins to MOGAS.
• Support MOGAS in Dos Bocas project execution collection and start up and commissioning.
• In conjunction with the rep, gather all required information (customer specifications, service conditions, automation information, etc, valve selection end user history) upfront from customers and seamlessly collaborate with Inside Sales & Technology teams to accurately & timely quote inquires with best solution (technical/economical) that will increase the hit rate; review final quotes for accuracy before they are submitted to customer.
• Apply and coach/train/hold accountable reps to apply the principles of strategic selling identify different types of buyers (economic, user, technical, coach), buying influences and degree of influence; effectively use MOGAS resources to overcome the hurdles / influence decision makers to close the sale.
• Ensure all Pemex opportunities are regularly updated in salesforce with the most recent information regarding expected close dates, dollar values, lead times, etc to enable an effective sales and operations planning meeting with the ELT.

Customer Focus (15%)

• Conduct proper due-diligence to hire a new rep
• Provide product, target applications, training to reps and leverage resources such as Technology, Product Management, Services to train and bring reps on-board in the shortest possible time.
• Establish and maintain relationships with key customer, representatives and strategic business partners.
• Conduct Quarterly Business Reviews (QBRs) with Pemex (each 07 refineries), EPCs and reps to review opportunities, issues, and use it as an effective tool to develop and grow the business.
• Collaborate with internal departments such as R&D, service to ensure field failure analysis is completed on time and results are presented to customer in timely fashion to ensure swift resolution

Policies and Procedures (5%)

• Keeps salesforce updated and current with accounts, contacts, touches, opportunities, tasks, etc.
• Complies with business travel and entertainment expense policy and provides timely and accurate expense reconciliation with necessary documentation
• Effectively plans travel itineraries to minimize travel expenses

Other duties as assigned

Required Skills and Abilities:

• Safety conscious
• Account Manager Pemex Mexico, will have to do lots of sales activities himself/herself; must be a hands on sales leader
• Strategic mindset with passion to execute strategy
• Must demonstrate impeccable sales acumen with a passion and drive for success
• Strong technical background; knowledge of market and ball valves
• Results oriented and pro-active; well-connected with decision makers in key target markets such as refining and EPC in Mexico
• Working Knowledge of salesforce or microsoft dynamics; sees CRM tool as an enabler and not as a deterrent
• Knowledge of Strategic Selling concepts and experience applying these concepts to achieve success
• Be an effective team player with the ability to build and maintain positive relationships
• Strong prioritization skills
• Excellent written and oral communication and strong technical skills to train
• Works with a sense of urgency
• Ability to collaborate with cross-functional teams to yield best possible outcome for MOGAS
• Resourceful, build customer relationships to find competitive information
• Data driven, values decision making based on facts and not mere opinions
• Represents MOGAS core values
• Must be able to work independently with little supervision
• Strong customer service focus
• Ability to analyze and decipher technical content quickly
• Skilled in planning, organizing, tracking, and adjusting projects with multiple phases in coordination with all departments
• Ability to speak effectively before groups of customers
• Skilled in planning, organizing, tracking, and adjusting projects with multiple phases in coordination with all departments
• Proficient in Word, Excel, PPT, and Access
• Experience with a CRM System preferably Salesforce