Sales Account Manager

Job Title:

Sales Account Manager

Territory:

Southeast, preference for candidates to be based in GA, NC, or FL

Travel:

Up to 50% regular travel

Job Summary:

As a sales manager, for your perimeter, your role is to:

- Manage a $20 MM perimeter covering the Adhesives, Caulks, and Sealants (ACS) market, including: delivering budget, developing & implementing growth strategies, managing 3 major accounts as well as multiple midsize accounts, and delivering key contracts.

- Drive business & market development within North America for the ACS business segment.

- Take charge concerning the management of customers and prospects within the perimeter.

- Drive the commercial strategy for the perimeter.

- Optimize the profitability concerning activities / products offered into the ACS business segment.

Key Tasks & Responsibilities:

- Commercial plan building, execution & monitoring

- Responsible for generating new business in the ACS market.

- Develop a deep understanding of assigned key accounts and manage all aspects of the customer relationship including commercial, technical and service. Ensure that customer expectations are met or exceeded.

- Grow sales in accounts by mapping customer applications, identifying decision makers, developing relationships, and initiating projects. Understand the dynamic between corporate and plant level influencers.

- Direct forecasting activities with the support of supply chain and operations and ensure forecast accuracy.

- Follow a regimented sales process.

- Respond to customer inquiries in a timely manner.

- Adept at gaining commitments at each stage of the buying process.

- Identify and anticipate potential objections to offerings and overcome them.

- Participate in the building of the annual sales plan, budget, and forecast, and be accountable for their execution.

- Monitor performance levels. Troubleshoot and develop action plans when performance issues arise.

- Track and report account activity. Build and manage a sales funnel of developing new business using CRM software.

- Apply the pricing policy vis a vis the assigned accounts.

- Effectively plan customer interactions through agendas and clear objectives.

- Support cash management initiatives, including collections and negotiations, to improve payment terms & DSO.

- Drive new NPD projects in the ACS business segment based on VOC, megatrends, value add, and asset capabilities.

Qualifications:

- Bachelor’s Degree in business, engineering, or science related field plus minimum 5 years of experience in sales

- Proven track record in sales and account management

- Strong business acumen and adept at building high value and complex commercial proposals

- Technical appetite, leadership skills and team-building competence

- ACS market knowledge is a plus

- Value-added solution selling

- Regular and weekly trips (up to 50%)

- Valid US Driver’s license required