Regional Account Manager PCG ME

Summary of the Role:

The Sales Manager is responsible for driving profitable growth through a balanced mix of direct/key account management and distributor‑led sales in the region. The role focuses on executing regional sales strategies to achieve revenue, volume, and margin targets while building strong, long‑term relationships with customers and channel partners. It involves leading pricing, commercial negotiations, contract management, and ensuring adherence to credit and compliance frameworks. The Sales Manager works closely with marketing, supply chain, finance, and technical teams to deliver effective customer solutions and execution excellence. A key responsibility is to continuously ascertain Lubrizol’s market position and translate market insights into actionable strategies. The role actively drives the organization toward a sustained market‑leader position in the Paints, Coatings, Inks, and Adhesives segments, ensuring long‑term, profitable growth.

Key Activities

• Achievement of annual and quarterly sales targets (value, volume, and margin)
• Sustainable growth of key accounts and distributor network
• Expansion of customer base through new account acquisition and product penetration
• Improved distributor productivity (coverage, activation, stock management)
• Accurate sales forecasting and AOP/STRAP execution
• Timely reporting on sales performance, pipeline, and market intelligence
• Strong customer satisfaction and long-term account retention
• Adherence to pricing, credit, and compliance frameworks

Responsibilities / Accountabilities:  

• Manage and grow sales through a mix of direct/key accounts and distributor-led channels
• Develop and execute regional sales strategy aligned with business objectives
• Build strong relationships with key customers, decision-makers, and channel partners
• Drive distributor effectiveness through target setting, capability building, and performance reviews
• Identify new business opportunities, applications, and market segments
• Lead price negotiations, contract discussions, and commercial agreements
• Collaborate cross-functionally with marketing, supply chain, finance, and technical teams
• Monitor market trends, competitor activities, and customer insights to drive growth
• Ensure timely collections, credit discipline, and compliance with company policies

Requirements (education, experience, competencies and specific job requirements):

Education / Certification:

• Bachelor’s degree in chemistry/ chemical engineering/ Polymer Engineering.
• MBA qualification preferred.

Experience and Skills:  

• Minimum 10 to 12 years of relevant industry experience in specialty chemical industry (sales & business development)
• Previous experience working in a similar role/ professional B2B sales experience in chemicals.
• Strong experience in coatings, paints and inks ecosystem
• Proven experience handling direct/key accounts and distributor/channel sales
• Strong commercial acumen with negotiation and relationship‑management skills
• Ability to work independently across geographies and manage multiple stakeholders
• Excellent communication, presentation, and analytical skills
• Willingness to travel as per business requirements

Competencies for the Role:

• Strategic Execution: Ability to translate business strategy into actionable sales plans and deliver AOP targets
• Strong understanding of pricing, margins, P&L, and value-based selling
• Key Account & Channel Management
• Customer-Centric Mindset
• Effective contract, pricing, and stakeholder negotiation skills
• Data-Driven Planning: Strong forecasting, pipeline management, and analytical decision-making capabilities
• Collaboration & Networking skills