Technical Account Manager - FCC Catalysts

What You Can Expect

As a Technical Account Manager - You will own and develop the commercial relationship with assigned refinery accounts and manage the interface between customers and BASF. The role is primarily accountable for business performance, customer strategy, growth, and relationship management. You will address selected technical topics directly and work in close collaboration with the Technical Service Team for detailed evaluations, troubleshooting, modeling, and performance improvement programs.

• Manage the assigned territory and customer portfolio, including sales performance, pricing, forecasting, contracts, receivables, and account planning.
• Develop and execute customer growth strategies, identify new business opportunities, and strengthen relationships with key refinery stakeholders.
• Lead commercial activities including tenders, proposals, contract negotiations, pricing discussions, and value-selling initiatives.
• Serve as the primary customer interface, coordinating technical and commercial support with BASF Technical Service, R&D, Supply Chain, and business teams.
• Apply FCC technical knowledge to understand customer challenges, support solution development, and communicate value-driven recommendations.
• Monitor market, competitor, and customer developments and translate insights into actionable business plans.
• Represent BASF in customer meetings, technical discussions, negotiations, business reviews, and industry events.
• Collaborate effectively across multicultural and cross-functional teams while operating independently within the Middle East and Africa region.
  
  
  

What You Offer

• Degree (BSc, MSc, or PhD) in Chemical Engineering, Chemistry, Materials Science, or a closely related discipline.
• Strong, demonstrable FCC experience covering both technical understanding and commercial responsibility. This is an essential requirement. Applications that do not clearly demonstrate relevant FCC technical and commercial experience will not be considered.
• A minimum of 5 years of sales or account management experience, preferably in refinery catalysts, refinery technology, process solutions, or another technically complex B2B environment. The depth and relevance of this experience will be a key selection criterion.
• Demonstrated knowledge of the oil refining industry and a solid understanding of FCC operations and catalyst applications.
• Proven customer-facing experience and a track record of developing opportunities, winning business, and managing commercial relationships.
• Experience in pricing, tenders, contract negotiations, sales forecasting, and account strategy execution.
• Ability to understand technical analyses and operating data, engage credibly with customer technical teams, and collaborate effectively with specialist Technical Service colleagues.
• Fluent business English with strong written and verbal communication skills. Preferrably additional regional language capability, particularly Arabic or French.
• Willingness and ability to travel approximately 30-50% across the Middle East and Africa, with occasional international travel.
• Knowledge of the Middle Eastern and/or African refining markets and customer landscape would be a plus.
  
  

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