Heather Rayburg-Smith Email & Phone Number

Ludwigshafen, De

Lead the commercial aspects of the Industrial Petrochemicals business in North America territory valued at $260M.Negotiate pricing and contracts valued between $15M and $80M.Develop strong key customer relationships with 6 global key accounts and 10 regional accounts inclusive of executives, procurement, supply chain, production, technical, and logistics teams. Provide forecasting information to the Petrochemicals business.Develop and execute strategic key account plans to ensure adequate investments, resources are deployed against defined targets, account strategy and business strategy.Build and strengthen relationships at all hierarchy levels between BASF and the customers.Serve as key contact for problem escalation and resolution with customer.Responsible for coordination of communications to, from and about key accounts, internal and external, including cross-functional and divisional contacts.Serve as a leader in understanding and communicating of industry trends and market intelligence. Develop and maintain sales pipeline and relevant joint projects with customers. Coordinate with peers in other divisions to execute on identified opportunities.

London, England, Gb

Managed $130 million Solvents NA distribution channel. Developed and Implemented Solvents Distribution Strategy for North America. Provided input, support and implementation of Global Distribution Strategy tailored to the region. Lead team in appropriate pricing practices, sales planning, input to business plan, and consistent contracting approach. Provided accurate customer demand information and timely market intelligence. Identified and developed new business and coordinated Shell/customer technical support on innovation projects.

London, England, Gb

Promoted to manage a $60M solvents North American territory, consisting of direct accounts and four regional distributors. Develop and execute annual strategies and targets to grow market share and reduce cost-to-serve. Provide market analysis to stakeholders regarding price movement and competitor activities. Ensure timely communication regarding customer requirements, business opportunities/issues, and competitive intelligence. Manage balance between customer advocacy and business needs.

London, England, Gb

Recruited for solvents business position that had been vacant for nine months in Northeast USA. Quickly focused on rebuilding relationships, boosted critical customer support, concentrated on recovering lost business, and renewed channel partner relationships. Developed marketing strategies focused on revenue and market share growth. Increased sales from $43M to $53M over a two year period.

Essen , North Rhine-Westphalia , De

Drove sales of $6M for this global market leader in full-line chemical distribution. Provided B2B distribution solutions for industrial and specialty chemicals to more than 150 customers in the Northeast Territory. Marketed a line of over 3,000 products. Linked chemical manufacturers and chemical users facilitating efficient supply chain management.

Us

Advanced the sale of commodity and specialty chemicals to more than 200 customers in the Midwest Territory. Focused on five key chemical markets, including coatings, adhesives, printing and graphics, rubber and plastics compounding, and consumer specialties, with additional attention to the markets for oil-field chemicals, urethanes, and electronics.

Bachelor Of Science (B.S.), Biology

Education record