Senior Account Manager

Role Overview

• Manage our business and relationships with assigned customers and business space, working with management to analyze, establish, and maintain pricing and profitability.
• Assists manager on as needed basis in support of the sales team.
• Identifies and qualifies new business opportunities through collaboration and referral work, research of current data, deep knowledge of our customer business, and awareness of available business in the assigned space.
• Develops, nurtures, and maintains strong relationships across the breadth and depth of the customer organization to include procurement / supply chain, engineering, manufacturing, executive, and commercial level key contacts.
• Responsible for ensuring similar exposure of key Teknor colleagues into the customer organization.
• Builds trust.
• Develop and maintain Key Account and Prospect Plans to include strategic and tactical actions to drive growth and deliver value to Teknor Apex and our customers.
• Assists management team in preparation of strategic business reviews and product line reviews relative to key account opportunities.
• Assists management in preparation of contractual agreements related to sales and marketing of our products to key customers and targets.
• Communicates regularly with customers to explore needs, drive growth plans, resolve open issues, and to provide administrative support as needed.
• Creates the customer value perspective through working to solve complex customer problems, suggest new strategic direction through innovative programs and or products to benefit customers and enhance their profitability.
• Creating and collaborating on the delivery of sales and technical presentations to educate and close the customer.
• Analytic ability and inductive thinking are required to devise new methods in situations where previously accepted methods have proven inadequate.
• Collaborate to develop and implement new solutions to drive growth.
• Extensive experience and ease with face-to-face negotiations, managing complex situations, and various other social situations.
• Designs and implements vendor managed programs and other customer value-oriented programs as needed.
• Gather and communicate competitive intelligence, including but not limited to products, pricing, market initiatives and other competitive threats and weaknesses.
• Assists in preparation of sales plans, business reviews, and product line reviews relative to assigned space.
• Represents Teknor Apex at trade shows, industry events, and customer events.
• Participates in regional and national company events such as sales meetings, training seminars, customer events, etc.
• Trains, coaches and mentors other commercial team colleagues.
• Works closely & coordinate with Marketing, New Biz Dev & other global teams to drive OneTeknor market approach.
• Performs additional duties and responsibilities as assigned.

Requirements

• 7+ years successful industry business-to-business sales experience and demonstrated/effective sales growth track record in plastics, chemicals, or related industry.
• Knowledge/understanding of polymer compounding and extrusion and injection molding processing is an advantage.
• Strong working knowledge of the assigned sales territory and markets (Electrical and Electronics, Building and Construction, and Industrial, Consumer, Packaging, Healthcare, etc.), and applications.
• Ability to confidently provide technical product guidance and efficient solutions utilizing value-in-use / value-based selling techniques.
• Strong organizational, planning and time management skills.
• Travel via air travel and/or driving is predominantly within the established sales territory on a routine basis; valid driver’s license required.
• Use of Microsoft Suite, including PowerPoint and Excel.
• User aptitude with enterprise information systems and sales and account management tools.
• Strong communication skills; oral and written proficiency in the English Language; additional languages may be advantageous.
• Requires self-motivation, accountability, and effective use of time for a highly independent role.
• Bachelor’s degree or equivalent experience required. Technical discipline such as engineering, chemistry, polymer science, etc. is valuable and preferred. Industry experience a plus.
• Sales experience with complex accounts and complex selling cycles required.
• Experience managing complex account up / down / across required.
• Experience with short and long-term sales planning, forecasting, budgeting, strategic plan design and execution.
• Track record of strong performance metrics.

Benefits

• Health insurance
• Retirement plans