Account Manager

Formerra•Cincinnati, OH

17d•Hybrid

About The Position

Formerra is a preeminent distributor of engineered materials, connecting the world’s leading polymer producers with thousands of OEMs and brand owners across healthcare, consumer, industrial, and mobility markets. Powered by technical and commercial expertise, it brings a distinctive combination of portfolio depth, supply chain strength, industry knowledge, service, leading ecommerce capabilities, and ingenuity. The experienced Formerra team helps customers across multiple industries to design, select, process, and develop products in new and better ways – driving improved performance, productivity, reliability, and sustainability. Formerra leads in the market with the following key capabilities: Problem-solving mindset, based on ingenuity and backed by a skilled and experienced commercial team that brings differentiated insights across markets including healthcare, consumer, industrial and mobility; Expansive material portfolio, including engineering thermoplastics and traditional polymers across leading material brands; Integrated, long-standing relationships with leading, global suppliers; Unparalleled and highly specialized technical, processing, and design support; Regulatory-compliant material support and expertise. This role is cross posted, representing our Ohio territory. The Account Manager at Formerra is responsible for developing profitable growth. Primary focus will be development of potential target customers based on a specialization platform. Includes forecasting annual objectives for sales, margins and volume growth. Expectations include the ability to sell at all levels of management and build relationships that ensure Formerra will continue to get the first and last look. Individual must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines. This role requires the individual to perform the function independently with little to no direction and oversight, and effectively interact and influence at the managerial peer level. Up to 75% travel is required.

Requirements

Bachelor’s Degree required in Plastics or Polymer Engineering, Business, Chemistry, or related discipline or equivalent work experience.
5-7 years’ sales experience in distribution, manufacturing, sales, account management
Effective development of high, wide and deep relationships
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.
Self motivated, team player.
Strong computer skills, proficiency with MS Word, PowerPoint & Excel preferred.

Responsibilities

Developing profitable revenue growth, including robust new business development.
Achieving stated gross margin targets as a percentage of sales.
Approaching 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, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
Establishing, tracking, and closing new business targets consistent with short- and long-term objectives at designated accounts within the territory.
Developing contact matrix and establishing strong relationships with key decision makers and project facilitators.
Prospecting and cold calling.
Developing, executing and managing sales plans, sales budgets, and expense budgets.
Establishing account development plans and network resources up, down and across both the customer’s organization and Formerra.
Delivering the planned results (AOP).
Developing account relationships, identifying opportunities and capturing service opportunities at strategic accounts within assigned geography or industry.
Understanding key players, applications, requirements, trends, and needs as well as Formerra’s potential and share within the targeted industry.
Becoming an industry and product expert to leverage successes across the industry.
Coordinating closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
Establishing a linkage between the customer’s business strategy and Formerra’s capabilities.
Monitoring the competition to better understand issues and threats and developing plans to eliminate barriers.
Implementing Formerra’s, pricing and market strategies as well as business practices.
Negotiating customer contracts and value packages to insure an acceptable return.
Participating in strategy development, helping position the business and developing the offer.
Assisting in defining the target markets, and commercial strategy.
Developing written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.
Managing strategic relationships, cultivating new alliances, and monitoring competitive activity.
Creating and maintaining CRM data and sales statistics as required.