Account Manager (Western PA)

Formerra•Pittsburgh, PA

2d•Remote

About The Position

Formerra is seeking an Account Manager to develop profitable growth by cultivating potential target customers within a specialization platform. The role includes forecasting annual sales, margin, and volume-growth objectives; selling to stakeholders at all management levels; and building relationships that help secure customers’ ongoing consideration of Formerra. The Account Manager helps customers solve problems and deliver solutions, bringing energy, enthusiasm, and professionalism to daily work. The position is performed independently with little to no direction or oversight and requires effective interaction with and influence at the managerial peer level. This is a remote position, and applicants must live within the Western Pennsylvania territory, preferably near Pittsburgh. Travel of up to 75% is required. The Account Manager works with regional sales teams and technical colleagues to develop solutions and drive profitable growth across assigned accounts and markets.

Requirements

Bachelor’s degree in Plastics or Polymer Engineering, Business, Chemistry, or 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 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-motivation and ability to work as a team player.
Strong computer skills.

Nice To Haves

Proficiency with Microsoft Word, PowerPoint, and Excel.

Responsibilities

Drive profitable revenue growth, including robust new-business development.
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 assessment, prospecting, new-account calls, sales-funnel development, accounts receivable collection, bad-debt avoidance, cross-selling, and CRM management.
Establish, track, and close new-business targets that support short- and long-term objectives at designated accounts in the territory.
Develop contact matrices and build strong relationships with key decision makers and project facilitators.
Prospect and make cold calls.
Develop, execute, and manage sales plans, sales budgets, and expense budgets.
Create account-development plans and build networks throughout customer organizations and Formerra.
Deliver planned results (AOP).
Develop account relationships, identify opportunities, and capture service opportunities at strategic accounts within the assigned geography or industry.
Understand industry participants, applications, requirements, trends, needs, and Formerra's potential and share in targeted industries; develop industry and product expertise to leverage successes across the industry.
Coordinate with regional sales teams and technical colleagues to accelerate profitable growth through solutions selling to targeted accounts.
Connect customers’ business strategies with Formerra’s capabilities.
Monitor competitors, identify issues and threats, and develop plans to remove barriers.
Implement Formerra’s pricing and market strategies and business practices; negotiate customer contracts and value packages to achieve an acceptable return.
Participate in strategy development, help position the business, develop the offer, and assist in defining target markets and commercial strategy.
Prepare written account plans for the top three strategic accounts, including metrics for annualized sales potential at each account.
Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
Create and maintain CRM data and sales statistics as required.