Account Manager (Baja California)

Formerra•San Diego, CA

1d•Remote

About The Position

Formerra is a leading distributor of engineered materials, connecting polymer producers with OEMs and brand owners across various markets. The company offers a combination of portfolio depth, supply chain strength, industry knowledge, service, e-commerce capabilities, and ingenuity. The Formerra team provides technical and commercial expertise to help customers design, select, process, and develop products, aiming to improve performance, productivity, reliability, and sustainability. Key capabilities include a problem-solving mindset, an expansive material portfolio, strong supplier relationships, specialized technical support, and regulatory-compliant material expertise.

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.
Strong computer skills, proficiency with MS Word, PowerPoint & Excel preferred.
Legal authorization to work in the specified country is required.

Responsibilities

Develop profitable growth, with a primary focus on developing potential target customers based on a specialization platform.
Forecast annual objectives for sales, margins, and volume growth.
Sell at all levels of management and build relationships to ensure Formerra remains a preferred partner.
Assist customers in problem-solving to deliver solutions, bringing energy, enthusiasm, and professionalism.
Perform functions independently with little to no direction or oversight.
Effectively interact and influence at the managerial peer level.
Achieve stated gross margin targets as a percentage of sales.
Approach the sales process with professionalism and effectiveness using customer-centric selling skills and tools (scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting, sales funnel development, AR collection, bad debt avoidance, cross-selling, CRM management).
Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
Prospect and cold call.
Develop, execute, and manage sales plans, sales budgets, and expense budgets.
Establish account development plans and network resources up, down, and across both the customer’s organization 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 key players, applications, requirements, trends, and needs, as well as Formerra’s potential and share within the targeted industry.
Become an industry and product expert to leverage successes across the industry.
Coordinate closely with regional sales teams and collaborate with the technical area to accelerate and drive profitable growth through solutions selling to targeted accounts.
Establish a linkage between the customer’s business strategy and Formerra’s capabilities.
Monitor the competition to understand issues and threats and develop plans to eliminate barriers.
Implement Formerra’s pricing and market strategies, as well as business practices.
Negotiate customer contracts and value packages to ensure an acceptable return.
Participate in strategy development, help position the business, and develop the offer.
Assist in defining target markets and commercial strategy.
Develop written Account Plans for top three strategic accounts, including metrics to define 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.