Senior Account Manager
Teknor Apex Company
full-time
Posted on:
Location Type: Remote
Location: Rhode Island • United States
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Job Level
About the role
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
business-to-business salessales growthpolymer compoundingextrusion processinginjection molding processingvalue-in-use sellingsales planningforecastingbudgetingstrategic plan design
Soft Skills
organizational skillsplanning skillstime managementcommunication skillsself-motivationaccountabilityanalytical abilityinductive thinkingrelationship buildingnegotiation skills
Certifications
Bachelor's degreetechnical discipline (engineering, chemistry, polymer science)