Account Manager

SI Group•The Woodlands, TX

13d

About The Position

As the Account Manager, reporting to the Sr. Sales Director-Americas, you will create sustained, profitable growth in the managed sales territory / segment by creating sales at prospective accounts and expand sales at existing accounts. You will manage customer account interface to meet profitability targets and maximize margins by building strong customer relations and providing input to a market-driven strategy based on a clear understanding of market needs and how SI Group's products and solutions contribute.

Requirements

BS in Chemistry, Engineering or related field
5-10 years experience in outside chemical industry sales role
Prior experience in Plastics, Adhesives, Oilfield, Coatings preferred
Computer and software proficiency, specifically Microsoft Office (Word, Excel, PowerPoint, Outlook)
Experience with Salesforce CRM

Responsibilities

Achieve annual sales targets for the managed sales territory in terms of volume and landed material margin by working closely together with sales leader, product managers and market leaders.
Manage and grow key multinational accounts by building strategic relationships, understanding global customer needs, and aligning solutions to support long-term profitable growth.
Contract Negotiation and implementation including accrual communications
Develop and execute territory management plans that prioritize account coverage, opportunity development, and actions required to achieve sales and margin objectives.
Maximize face-time with existing and prospective customers
Drive new business development by identifying, qualifying, and advancing opportunities with prospective customers and underdeveloped accounts.
Manage CRM opportunity data, customer interactions, opportunity funnel, and financial information in SFDC on a timely and continuous basis to support pipeline visibility and forecast accuracy.
Understand relevant market dynamics in assigned regions/ segments
Facilitate customer approvals, reviews and technical product presentations with Technical Service Managers as needed.
Support sales efforts of authorized distributor(s) in the managed sales territory with joint customer calls as warranted by opportunity size.
Develop an understanding of the customers’ long-term strategic needs & direction regarding technology, innovation, markets and products
Develop sound relationships and credibility with customers’ decision makers
Support the Market Development managers in closing sales with qualified customers for new products and new applications.
Review opportunity funnel on regular basis with business/sales leader to ensure alignment with sales goals and strategy.
Manage sales contracts (purchase & supply agreements) where appropriate
Proactively review contracts on a regular basis to ensure customer requirements are met and SI Group is achieving maximum value.
Manage price changes to maintain/improve profitability.
Communicate customer sample order requests internally and follow-up afterwards to receive a product evaluation from the customer.
Work with Sales Support specialist to maintain updated rolling forecast via APO
Ensure account receivable targets are met and attend weekly Accounts Receivable cash call as needed