Sales Account Manager - Northeastern USA

DyStar is a leading specialty chemical company with over a century of experience in the textile industry. They are seeking a Sales Account Manager to drive sales growth and manage customer relationships in the Northeastern United States, focusing on textile chemicals and market expansion.

Responsibilities:

• Develops and delivers sales goals for each customer in assigned territory, consistent with Product/Market Strategy and at appropriate margin targets
• Primary point of contact for customers in assigned territory, responsible for communicating all DyStar business information and providing information to DyStar Management
• Develops and delivers new business opportunities, finds new customers, converts prospects and leads into customers, maintains and grows existing customer relationships
• Achieves overall sales targets for assigned territory
• Responsible for directing and managing the South Gate Warehouse daily operations including; warehousing, shipping and maintenance activities to meet objectives
• Drives sales growth of existing and new products in assigned territory
• Works with Sales and Business Managers to develop growth plans, including call planning, pre-call planning and monitor needed follow-up
• Update information in the Salesforece.com process (i.e. customer setup, opportunities, contacts, call reports, etc) for assigned territory
• Develops understanding of each customer, industry structure, competitive landscapes, trends, unmet needs, channels to market, etc
• Executes pricing strategy of existing products dependent on perceived value
• Develops strong relationships with key customers
• Manages all key aspects of sales process: key account planning documentation including customer profiles, ensures regular weekly travel at selected key targets on regular basis, qualifies potential projects before requesting R&D work, works within the sales funnel with constant follow-up tracking project progress towards commercialization, develops pre-call agendas and detailed written post-call reports
• Conducts customer/prospect interviews leading to qualified projects - understands customer priority, unmet needs, detailed customer value proposition, business case, etc
• Develops and uses industry contacts to develop strong relationships with key-decision makers and influencers throughout customers organization
• Consistent follow-up on customer projects, samples, requests, etc
• Communication with customers regarding price increases, product availability, forecasting, accounts receivables, environmental and regulatory needs, credit changes, and any contractual agreements between DyStar and assigned accounts
• Understands and reports monthly on customers, prospects and key opportunities as part of the MOS process
• Is the key interface between R&D and Business Manager for customer management and product development based on existing baseline chemistries
• Interfaces with Strategic Marketing, R&D and targeted customers on technology expansion/development
• Develops and makes presentations to customers as needed, works with R&D and Business Managers on content
• Must be able to rapidly assess situations and make decisions concerning all aspects of site operations; including personnel, maintenance, safety and commercial decisions
• Time management decisions related to multitasking to ensure safe and efficient operations
• Managing many complex situations simultaneously

Requirements:

• BA/BS in Chemistry, Chemical Engineering, Textile Chemistry or Textile Engineering preferred and 3-5+ years of technical sales background
• Minimum 5+ years of selling experience in the chemical and/or textile industry required
• Proven ability to research territory and qualify new key customer targets
• Experience using travel planning, pre-call planning, key account plans/profiles, post-call reports, pipeline management required
• Results oriented, self-starter who works well independently and understands expectations, must be willing to travel 40% - 50%+ of the time when needed
• Must possess basic sales competencies including: business acumen, problem solving, dealing with ambiguity, customer focus, composure, organizational agility, rapport building, etc
• Must be located within the Northeast U.S. to manage customer base
• Experience in federal textile programs considered a strong advantage