Key Account Manager

Avient•Avon Lake, OH

11d•Hybrid

About The Position

The Key Account Manager works with the most strategic accounts in the Avient portfolio, including current accounts as well as target new accounts. This position assumes the overall responsibility for building, maintaining, and leveraging executive relationships with strategic accounts that allow Avient to increase customer loyalty, revenue, and profitability. Expectations include the ability to sell at all levels of management and build relationships that ensure Avient will continue to get the first and last look. This role requires a thought leader with the ability to influence cross-functionally, globally. Ability to function independently and effectively coaching matrix personnel in other disciplines and business units to achieve results. Skilled at Customer Centric selling approaches and effectively selling the value of our products and services are also keys to success. Individual must have the ability to assist customers in problem-solving to deliver solutions, bring energy, enthusiasm, and professionalism to their daily routines. This role requires the individual to perform the function independently without direction and effectively interact and influence at the managerial peer level. Up to 75% travel is required.

Requirements

Bachelor's Degree or equivalent experience
10+ years sales experience

Nice To Haves

Ability to function independently and effectively coaching matrix personnel in other disciplines and business units to achieve results.
Skilled at Customer Centric selling approaches and effectively selling the value of our products and services.
Ability to assist customers in problem solving to deliver solutions.
Bring energy, enthusiasm and professionalism to their daily routines.
Ability to interact and influence at the managerial peer level.
Ability to coach, mentor and develop direct reports.
Demonstrating strong business acumen to manage a P&L, working capital, profitability, etc.
Experienced in developing a budget, operating plan and goals for sellers and technical representatives.
Development of short- and long-term sales forecasts for product lines and markets.
Performing market share analysis and preparation of recommendations for increasing market share.
Maintaining first-hand knowledge of technology changes, material development and market place conditions.
Serving as a member of the Commercial Leadership team in meetings and working on projects across the Division.
Develop and execute global account strategies in concert with Avient strategic marketing and sales objectives.
Establish and direct Platinum Account teams (sales, operations and technical personnel) as necessary to achieve established goals and strategic business plans.
Understand customer buying cycles, customer supplier relationships at all management levels and customer “fields of play” at assigned Platinum Accounts.
Establish buying influences, budgets and purchasing criteria for assigned accounts.
Develop and maintain updated customer account profiles, B2B sales projects and Lab Resource Requests.
Conduct internal blue sheet sessions on top opportunities.
Utilize Strategic Selling concepts in day-to-day sales management including conducting appropriate blue sheet sessions with appropriate internal personnel.
Act as leader and role model to others within sales organization.

Responsibilities

Comprehensive account plan generation for strategic key accounts aligned to and in consideration of broader strategic initiatives and Avient solutions.
Exhibit a high degree of ownership acting as business leader for key initiatives and deliverables.
Profitable revenue growth, including robust new business development.
Achieve stated gross margin targets as a percentage of sales.
Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
Delivering year-over-year growth in Operating Income and Sales.
Must have a proven track record of growing a business.
Creating an environment where a highly motivated, engaged team of Sales professionals thrive.
Ability to coach, mentor and develop direct reports is a key aspect of this position.
Development of highly productive relationships with key customers, suppliers and internal contacts is essential.
Demonstrating strong business acumen to manage a P&L, working capital, profitability, etc.
Must be experienced in developing a budget, operating plan and goals for sellers and technical representatives that align & ensure delivery of the annual operating plan commitments.
Development of short- and long-term sales forecasts for product lines and markets and preparation the business plan, strategy, and implementation of a successful business plan annually.
Performing market share analysis and preparation of recommendations for increasing market share.
Maintaining first-hand knowledge of technology changes, material development and market place conditions; makes presentations at sales meetings.
Serving as a member of the Commercial Leadership team in meetings and working on projects across the Division.
Develop and execute global account strategies in concert with Avient strategic marketing and sales objectives.
Gain or increase sales at assigned accounts.
Establish and direct Platinum Account teams (sales, operations and technical personnel) as necessary to achieve established goals and strategic business plans.
Understand customer buying cycles, customer supplier relationships at all management levels and customer “fields of play” at assigned Platinum Accounts.
Prepare and present sales and technical information for customers.
Conduct annual performance reviews with assigned Platinum Accounts/Avient management.
Establish buying influences, budgets and purchasing criteria for assigned accounts.
Resolve customer issues/problems.
Develop and maintain updated customer account profiles, B2B sales projects and Lab Resource Requests.
Conduct internal blue sheet sessions on top opportunities.
Utilize Strategic Selling concepts in day-to-day sales management including conducting appropriate blue sheet sessions with appropriate internal personnel.
Act as leader and role model to others within sales organization.