Account Manager - Northeast (REQ926)

Spartech•Maryland Heights, MO

About The Position

Spartech is seeking an Account Manager for the Northeast territory, based in Maryland Heights, Missouri. The role is responsible for developing profitable growth, with a primary focus on developing potential target customers based on a specialization platform and forecasting annual sales, margin, and volume-growth objectives. The Account Manager sells at all levels of management and builds relationships that help secure continued business. They assist customers with problem solving and deliver solutions while bringing energy, enthusiasm, and professionalism to their 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. Up to 75% travel is required. Spartech is a manufacturing organization in the Custom Sheet & Roll Stock and Packaging industries, with locations throughout the United States and a broad customer base and product offering. Its materials serve applications ranging from everyday consumer products to military and security uses.

Requirements

Ability to perform the role independently with little to no direction or oversight.
Ability to effectively interact with and influence managerial peers.
Ability to sell at all levels of management and build customer relationships.
Ability to help customers solve problems and deliver solutions.
Willingness and ability to travel up to 75%.

Responsibilities

Develop profitable revenue growth, including robust new business development, and achieve stated gross-margin targets as a percentage of sales.
Use customer-centric selling skills and tools, including scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting and new-account calls, sales-funnel development, accounts-receivable collection, bad-debt avoidance, cross-selling, and CRM management.
Establish, track, and close new-business targets at designated territory accounts in line with short- and long-term objectives.
Develop 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.
Create account-development plans and network resources throughout customer and Spartech organizations.
Deliver planned results (AOP).
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 Spartech’s potential and share in the target industry.
Build industry and product expertise and apply successes across the industry.
Coordinate with regional sales teams and technical teams as needed to drive profitable growth through solutions selling to target accounts.
Link customers’ business strategies with Spartech’s capabilities.
Monitor competition, understand issues and threats, and develop plans to eliminate barriers.
Implement Spartech pricing and market strategies and business practices.
Negotiate customer contracts and value packages to secure an acceptable return on Spartech’s invested resources.
Participate in strategy development, business positioning, offer development, target-market definition, and commercial-strategy development.
Prepare written account plans for the top three strategic accounts, including metrics defining annualized sales potential for each.
Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
Create and maintain CRM data and sales statistics as required.