Account Manager

Formerra • Columbus, OH

1d

About The Position

Formerra leads in the market with key capabilities including a problem-solving mindset, an expansive material portfolio, integrated relationships with global suppliers, unparalleled technical support, and regulatory-compliant material expertise. The Account Manager role, cross-posted for the Ohio territory, is responsible for developing profitable growth, primarily focusing on potential 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 management levels, build strong relationships, assist customers in problem-solving, and bring energy, enthusiasm, and professionalism. The individual must perform independently with little direction 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

Nice To Haves

• Proficiency with MS Word, PowerPoint & Excel

Responsibilities

• Developing profitable growth
• Forecasting annual objectives for sales, margins and volume growth
• Selling at all levels of management and building relationships that ensure Formerra will continue to get the first and last look
• Assisting customers in problem solving to deliver solutions
• Delivering 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 develop 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level