Senior Account Manager - Building & Construction

Teknor Apex Company•Pawtucket, RI

About The Position

This position plays an integral role as a dedicated member of the Teknor Apex Commercial Team. This position reports to our Value Chain Sales Development Manager – Building & Construction and is responsible for managing an assigned group of customers, and conducting sales development work such that our customer base grows in scope and profitability. The successful candidate will have significant experience in the assigned space and in working with various national and regional OEMs and processors across multiple applications. The Senior Account Manager works in partnership with Sales Management to carry out various assigned tasks and responsibilities in support of the sales team. This position will work collaboratively across functional areas to achieve successful outcomes for the business and our customers, thereby growing our business and burnishing Teknor Apex as a valued supplier partner of choice.

Requirements

7+ years successful industry business-to-business sales experience and demonstrated/effective sales growth track record in plastics, chemicals, or related industry.
Knowledge/understanding of polymer compounding and extrusion and injection molding processing is an advantage.
Strong working knowledge of the assigned sales territory, group of customers and market and applications.
Ability to confidently provide technical product guidance and efficient solutions utilizing value-in-use / value-based selling techniques.
Strong organizational, planning and time management skills.
Travel via air travel and/or driving is predominantly within the established sales territory on a routine basis; valid driver’s license required.
Use of Salesforce, Microsoft Suite, including PowerPoint and Excel. User aptitude with enterprise information systems and sales and account management tools.
Strong communication skills; oral and written proficiency in the English Language; additional languages may be advantageous.
Requires self-motivation, accountability, and effective use of time for a highly independent role.
Customer Focus – must be a reliable and trustworthy representative of the needs of both internal and external customers, going out of their way to ensure that the customer is satisfied.
Technical Competence – Technically competent with a drive to understand applications within core customers, prospects, and markets. Eager to learn.
Collaborative – demonstrated success collaborating across functional areas and leveraging internal and external expertise to ensure successful outcomes. Leverages technical guidance and solutions utilizing value-in-use / value-based selling techniques.
Team Player – Must be responsive and demonstrate the ability to build and maintain effective relationships both internal and external.
Resilient – must be focused and persistent in the pursuit of new sales and opportunities. Outcome oriented. Inherently curious.
Communication – Must be able to listen well and articulate a clear message of technical/product information / customer and project needs using different communication mediums.
Bachelor’s degree or equivalent experience required.
Sales experience with complex accounts and complex selling cycles required.
Experience managing complex account up / down / across required.
Experience with short and long-term sales planning, forecasting, budgeting, strategic plan design and execution.
Track record of strong performance metrics.
Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.
Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards.
Must be able to lift and carry up to 15 lbs.
Must be able to talk, listen and speak clearly on telephone and virtual media.

Nice To Haves

Knowledge/understanding of polymer compounding and extrusion and injection molding processing is an advantage.
Technical discipline such as engineering, chemistry, polymer science, etc. is valuable and preferred.
Industry experience a plus.
Strong communication skills; oral and written proficiency in the English Language; additional languages may be advantageous.

Responsibilities

Manage our business and relationships with assigned customers and business space, working with management to analyze, establish, and maintain pricing and profitability.
Assists manager on as needed basis in support of the sales team
Identifies and qualifies new business opportunities through collaboration, research of current data, deep knowledge of our customer business, and awareness of available business in the assigned space.
Develops, nurtures, and maintains strong relationships across the breadth and depth of the customer organization to include procurement / supply chain, engineering, manufacturing, executive, and commercial level key contacts. Responsible for ensuring similar exposure of key Teknor colleagues into the customer organization. Builds trust.
Develop and maintain Key Account and Prospect Plans to include strategic and tactical actions to drive growth and deliver value to Teknor Apex and our customers.
Assists management team in preparation of strategic business reviews and product line reviews relative to key account opportunities.
Leads preparation of contractual agreements related to sales and marketing of our products to key customers and targets.
Communicates regularly with customers to explore needs, drive growth plans, resolve open issues, and to provide administrative support as needed.
Creates the customer value perspective through working to solve complex customer problems, suggest new strategic direction through innovative programs and or products to benefit customers and enhance their profitability.
Creating and collaborating on the delivery of sales and technical presentations to educate and close the customer.
Analytic ability and inductive thinking are required to devise new methods in situations where previously accepted methods have proven inadequate. Collaborate to develop and implement new solutions to drive growth.
Extensive experience and ease with face-to-face negotiations, managing complex situations, and various other social situations.
Designs and implements vendor managed programs and other customer value-oriented programs as needed.
Gather and communicate competitive intelligence, including but not limited to products, pricing, market initiatives and other competitive threats and weaknesses.
Assists in preparation of sales plans, business reviews, and product line reviews relative to assigned space.
Represents Teknor Apex at trade shows, industry events, and customer events.
Participates in regional and national company events such as sales meetings, training seminars, customer events, etc.
Trains, coaches and mentors other commercial team colleagues.
Works closely & coordinate with Marketing, New Biz Dev & other global teams to drive OneTeknor market approach.
Performs additional duties and responsibilities as assigned.