Account Manager (Western PA)

Formerra•Pittsburgh, PA

1d•Remote

About The Position

Formerra’s Account Manager is responsible for developing profitable growth, with a primary focus on developing potential target customers through a specialization platform. The role forecasts annual sales, margin, and volume-growth objectives; sells at all levels of management; and builds relationships that help Formerra maintain preferred access to customer opportunities. The Account Manager assists customers with problem-solving and solution development, while bringing energy, enthusiasm, and professionalism to daily work. The position is expected to operate independently with little to no direction or oversight and to interact effectively with and influence managerial peers. This is a remote role for applicants located within the Western Pennsylvania territory, preferably near Pittsburgh. Travel of up to 75% may be required. The Account Manager develops and executes sales and account plans, builds strategic customer relationships, identifies and captures business opportunities, and coordinates with regional sales and technical teams to deliver profitable growth through solutions selling.

Requirements

Bachelor’s degree in Plastics or Polymer Engineering, Business, Chemistry, a 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.
Complex thinking skills to translate customer needs into solutions.
Technical aptitude.
Professional presence and excellent verbal, written, and presentation skills.
Broad knowledge of solutions, materials, and processing.
Self-motivated, team-oriented approach.
Ability to work independently in a fully remote environment with minimal supervision and strong self-motivation and time management.
Willingness to travel up to 75%, or as needed, for client meetings, industry events, or team gatherings.
Legal authorization to work in the specified country; the company will not sponsor employment visas for this opening.

Nice To Haves

Strong computer skills and proficiency with Microsoft Word, PowerPoint, and Excel.

Responsibilities

Develop profitable revenue growth, including new business, and achieve gross-margin targets as a percentage of sales.
Use customer-centric selling skills and tools, including scorecards, business reviews, EVE tools, high/wide/deep relationship development, warning-sign monitoring, prospecting, sales-funnel development, accounts-receivable collection, debt avoidance, cross-selling, and CRM management.
Establish, track, and close new-business targets consistent with short- and long-term objectives at designated territory accounts.
Develop customer contact matrices and build relationships with key decision-makers and project facilitators.
Prospect and make cold calls.
Develop, execute, and manage sales plans, sales budgets, and expense budgets.
Establish account-development plans and network resources across customer and Formerra organizations.
Deliver planned annual operating plan results.
Develop account relationships, identify opportunities, and capture service opportunities at strategic accounts in the assigned geography or industry.
Understand key industry players, applications, requirements, trends, needs, and Formerra’s potential and market share in targeted industries.
Build industry and product expertise and leverage successes across the industry.
Coordinate with regional sales teams and technical teams as needed to accelerate profitable growth through solutions selling.
Connect customer business strategies with Formerra’s capabilities.
Monitor competitors, assess issues and threats, and develop plans to eliminate barriers.
Implement Formerra pricing and market strategies and business practices.
Negotiate customer contracts and value packages to ensure an acceptable return.
Participate in strategy development, help position the business, develop the offer, define target markets, and shape commercial strategy.
Prepare written account plans for the top three strategic accounts, including metrics that define annualized sales potential.
Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
Create and maintain CRM data and sales statistics as required.