Account Manager

Position Overview

The Account Manager is responsible for developing profitable growth, with a primary focus on target customers based on a specialization platform. This includes forecasting annual objectives for sales, margins, and volume growth. The role requires the ability to sell at all levels of management, build strong relationships, and assist customers in problem solving to deliver solutions. The individual must work independently with little oversight and effectively influence at the managerial peer level. Up to 75% travel is required.

Responsibilities

• Deliver profitable revenue growth, including new business development
• Achieve gross margin targets as a percentage of sales
• Utilize customer-centric selling tools and processes, including scorecards, business reviews, EVE tools, high/wide/deep relationship development, prospecting, sales funnel development, AR collection, cross selling, and CRM management
• Establish, track, and close new business targets aligned with short- and long-term objectives
• Develop contact matrices and build relationships with key decision makers
• Prospect and conduct cold calls
• Develop and manage sales plans, sales budgets, and expense budgets
• Establish account development plans and network across customer and internal organizations
• Deliver planned results (AOP)
• Identify and capture service opportunities within assigned geography or industry
• Develop industry and product expertise to leverage opportunities
• Collaborate with regional sales and technical teams to drive solutions-based growth
• Align customer business strategies with company capabilities
• Monitor competition and develop strategies to overcome barriers
• Implement pricing and market strategies and negotiate customer contracts
• Participate in strategy development and help define target markets and commercial strategy
• Develop written account plans for top strategic accounts with defined sales metrics
• Manage strategic relationships and monitor competitive activity
• Maintain CRM data and sales statistics

Qualifications

• Bachelor’s Degree in Plastics or Polymer Engineering, Business, Chemistry, or related discipline or equivalent work experience
• 5–7 years of sales experience in distribution, manufacturing, sales, or account management
• Ability to develop high, wide, and deep customer relationships
• Strong analytical and complex problem-solving skills
• Technical aptitude
• Excellent verbal, written, and presentation skills
• Broad knowledge of materials and processing
• Strong computer skills with proficiency in MS Word, PowerPoint, and Excel
• Legal authorization to work in the specified country is required