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.