The Sr Account Manager is responsible for driving the sales of Formerra Distribution. Duties include forecasting and achieving annual objectives for sales, margins and volume growth. This position is focused on securing business from prospective and current accounts in an effort to meet sales objectives. Previous industry sales experience is a plus, additional sales & technical training is provided; works autonomously on a day- to-day basis, with minimal supervision, manages own time effectively, maintains control over all current projects/responsibilities. Follows up on all relevant issues. 75% outside the office visiting customers within regional geographic territory.
Duties/Responsibilities:
• Profitable revenue growth, including robust new business development.
• Achieve stated gross margin targets as a percentage of sales.
• Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, and development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling and effective CRM system management.
• Establish, track and close new business targets consistent with long- term growth objectives.
• Implement marketing programs and provide feedback on resource needs and emerging opportunities. • Establish account development plans and network resources up, down and across both the customer's organization and Formerra.
• Develop, execute and manage sales plans, sales budgets, and expense budgets.
• Prospecting and cold calling.
• As an individual and sales team member, contributes to the company's planning of both long- and short-term business objectives. This will include periodic and annual sales forecasts, as well as the setting of sales volume goals.
• Exercises discretion and judgment with respect to specific selling activities. These include, but are not limited to, solutions including appropriate product grades to be offered for specific applications and markets; appropriate use of standard product grades versus a custom compounded product and; competitive pricing of products.
• Work both directly and cooperatively with channel partners to close business based on customer's purchasing requirements.
• Maintains current accounts as well as develops new accounts. This includes independent assessment of a customer's needs and the presence of competitive pressures.
• May be required to serve as a primary company representative at trade shows, conferences and in other promotional settings.
• Create and maintain CRM data and sales statistics as required.
• Works to establish selling strategy/tactics; obtains orders and establishes new accounts; plans and organizes daily work; calls on existing and prospective clients; analyzes customer requirements and objectives to recommend Formerra product solutions.
• Keeps Sales Manager informed of progress through regular activity reports/communications.
• Adds customer value by acting as a business consultant to customers' key management; develops a thorough understanding of customers' business, overall strategy and operational issues; advises customer on best Formerra product(s) to accomplish their objectives; recommends customer pricing, custom solutions, and/or special considerations.
• Implement marketing programs and provide feedback on resource needs and emerging opportunities; recommends to Marketing changes in Formerra product/service mix by evaluating product results and competitive developments; market development activities to include performing analysis of customer plans and creating forecasts for sales results, executing and managing sales plans, sales budgets and expense budgets.
• Works with Technical and Customer Service team(s) to ensure customer requirements and satisfaction are met.
• Delivers the planned results.
• Other duties as assigned.
Education and Experience:
• Bachelor's Degree required in Plastics or Polymer Engineering, Business, Chemistry, or related discipline.
• 10+ years sales experience in distribution, manufacturing, sales, account management
• Complex thinking skills in translating customer needs into solutions.
• Technical aptitude.
• Professional presence, including excellent verbal and written communication and presentation skills.
• Broad knowledge of solutions, materials and processing.
• You area self motivated team player with precise organization skills.
• Strong computer skills, proficiency with MS Word & Excel preferred; SAP experience preferred
Key attributes:
Competitiveness & Work Ethic (Autonomy & Affiliation)
Physical Requirements & Work Setting:
- Requires remaining in a stationary position for prolonged periods of time, and frequent communication.
- Must be able to traverse and operate computer and other office equipment.
- Typical work is in an office environment where the noise level is low to moderate.
- Rewarding work and responsibilities.
- Benefits start Day 1!
- Remote position
- Excellent culture and collaborative team
Formerra is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.