Account Manager - Northeast (REQ926)

Spartech•Maryland Heights, MO

About The Position

The Account Manager is responsible for developing profitable growth, primarily by developing potential target customers within a specialization platform. The role includes forecasting annual sales, margin, and volume-growth objectives, selling to all levels of management, and building relationships that help ensure Spartech is considered for customer business. The Account Manager assists customers with problem solving and solution delivery, and is expected to bring 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. Up to 75% travel is required. The Account Manager develops profitable revenue and new business, meets gross-margin targets, manages account and sales plans, and identifies and captures opportunities at strategic accounts within the assigned geography or industry. The role coordinates with regional sales teams and technical colleagues to advance solution selling, understands industry and customer needs, implements pricing and market strategies, negotiates customer contracts and value packages, and maintains CRM data and sales statistics.

Requirements

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

Responsibilities

Deliver profitable revenue growth, including robust new-business development.
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, 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 consistent 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.
Establish 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 within the assigned geography or industry.
Understand key players, applications, requirements, trends, needs, and Spartech’s potential and share within the targeted industry; develop industry and product expertise to leverage successes across the industry.
Coordinate with regional sales teams and technical colleagues to accelerate profitable growth through solution selling to targeted accounts.
Link customer business strategies with Spartech’s capabilities.
Monitor competitors, understand issues and threats, and develop plans to eliminate barriers.
Implement Spartech pricing, market strategies, and business practices; negotiate customer contracts and value packages to ensure an acceptable return on invested resources.
Participate in strategy development, help position the business and develop the offer, assist in defining target markets and commercial strategy, and prepare written account plans for the top three strategic accounts with metrics for annualized sales potential.
Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
Create and maintain CRM data and sales statistics as required.