Sales Account Manager

Job description

Role Summary

The Account Manager will be responsible for leading business development particularly Reliance and Nayara across, account management, and technical solution selling of chemical treatment programs for refinery process units, ethylene crackers, and associated utilities. The role demands a deep understanding of refinery and petrochemical operations, process treatment chemistry, and total cost of ownership (TCO)-driven value delivery.

Roles and Responsibilities

• Business Development & Growth - Drive growth of process and cracker treatment chemical portfolios (e.g., antifoulants, corrosion inhibitors, demulsifiers, amine treatment, caustic wash, and polymer programs). Identify and develop new business opportunities in refineries, petrochemical complexes, and gas cracker units. Achieve monthly/quarterly/annual sales, volume, and margin targets in assigned territory. Conduct competitor mapping, price benchmarking, and develop strategic price positioning plans.
• Key Account Management Manage relationships with major process accounts such as Reliance, Nayara Energy. Coordinate with operations, R&D, and supply chain teams to ensure seamless customer experience. Develop and present technical proposals, performance reports, and quarterly business reviews (QBRs) to customer stakeholders. Drive multi-level customer engagement (plant, procurement, and management levels).
• Technical & Application Expertise Provide technical support and troubleshooting in refinery and cracker process applications — including crude unit fouling, overhead corrosion, polymer fouling control, gas compressor cleanliness, caustic wash system optimization, etc. Collaborate with R&D to introduce new treatment technologies, field trials, and POC validation. Ensure proper chemical dosing, monitoring, and analytical audits through collaboration with service engineers. Maintain updated understanding of process flow diagrams (PFDs), heat exchangers, condensers, and fouling mechanisms.
• Strategic & Cross-Functional Collaboration Partner with supply chain, customer service, and finance to ensure timely order fulfillment, receivable collection, and inventory control. Work with marketing and product management to develop segment-specific collateral and success stories. Provide feedback to leadership on market trends, raw material cost shifts, and competitor activities.
• Compliance &Safety Ensure adherence to EHS and compliance protocols at customer sites. Promote safe chemical handling, dosing, and waste management practices during audits and service visits.

Qualifications

BE/B. Tech (Chem) or Science post graduate from an accredited university or college Minimum of 10+ years of experience in Sales- at least 5–8 years in refinery/petrochemical segment. Industry knowledge and application knowledge