Regional Account Manager PCG ME

Summary Of The RoleThe 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 networkExpansion of customer base through new account acquisition and product penetrationImproved distributor productivity (coverage, activation, stock management)Accurate sales forecasting and AOP/STRAP executionTimely reporting on sales performance, pipeline, and market intelligenceStrong customer satisfaction and long-term account retentionAdherence to pricing, credit, and compliance frameworksResponsibilities / AccountabilitiesManage and grow sales through a mix of direct/key accounts and distributor-led channelsDevelop and execute regional sales strategy aligned with business objectivesBuild strong relationships with key customers, decision-makers, and channel partnersDrive distributor effectiveness through target setting, capability building, and performance reviewsIdentify new business opportunities, applications, and market segmentsLead price negotiations, contract discussions, and commercial agreementsCollaborate cross-functionally with marketing, supply chain, finance, and technical teamsMonitor market trends, competitor activities, and customer insights to drive growthEnsure timely collections, credit discipline, and compliance with company policiesEducation / CertificationRequirements (education, experience, competencies and specific job requirements):

Bachelor’s degree in chemistry/ chemical engineering/ Polymer Engineering.

MBA qualification preferred.

Experience And SkillsMinimum 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 ecosystemProven experience handling direct/key accounts and distributor/channel salesStrong commercial acumen with negotiation and relationship‑management skillsAbility to work independently across geographies and manage multiple stakeholdersExcellent communication, presentation, and analytical skillsWillingness to travel as per business requirementsCompetencies For The RoleStrategic Execution: Ability to translate business strategy into actionable sales plans and deliver AOP targetsStrong understanding of pricing, margins, P&L, and value-based sellingKey Account & Channel ManagementCustomer-Centric MindsetEffective contract, pricing, and stakeholder negotiation skillsData-Driven Planning: Strong forecasting, pipeline management, and analytical decision-making capabilitiesCollaboration & Networking skills