Job Summary
The Sr. Account Manager is responsible for developing profitable growth. Primary focus will be development of potential target customers based on a specialization platform. Includes forecasting annual objectives for sales, margins, and volume growth. 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. Being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success. Individuals must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm, and professionalism to their daily routines, and be able to perform the function independently and effectively coach and direct personnel in marketing and other disciplines to achieve results. This individual will be able to influence effectively at the peer level, as well as with the next level of the organization, as a thought leader influencing cross functionally, globally. Up to 75% travel is required.
Essential Functions
The Purpose of the Sales Function is to Deliver:
1. Profitable revenue growth, including robust new business development.
2. Achieve stated gross margin targets as a percentage of sales.
3. 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.
4. Maintain and develop contacts at key transportation OEM in Germany and BeNeLux area to get involved in new developments and requests.
5. Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
6. Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
7. Prospecting and cold calling.
8. Develop, execute and manage sales plans, sales budgets, and expense budgets.
9. Establish account development plans and network resources up, down and across both the customer’s organization and Avient.
10. Deliver the planned results (AOP).
11. Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.
12. Understand key players, applications, requirements, trends, and needs as well as Avient's potential and share within the targeted industry.
13. Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
14. Establish a linkage between the customer’s business strategy and Avient's capabilities.
15. Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
16. Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
17. Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.
18. Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
19. Create and maintain CRM data and sales statistics as required.
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Education and Experience
20. Bachelors Degree or Equivalent Experience
21. Sales & Customer Service - Strategic Selling Discipline
22. Sales & Customer Service - Cold Calling
23. Cross Functional - Leadership Experience
24. Sales & Customer Service - Commercial
25. Sales & Customer Service - Sales
26. Sales & Customer Service - Account Management
27. Sales & Customer Service - Tactical Sales Techniques
28. Cross Functional - Process Improvement
We believe that all of our global employees are leaders and that the six most important behaviors for driving our strategy and culture are the same no matter if an employee is a leader of self, a leader of others, or a leader of the business.
By playing to win, acting customer centric, driving innovation and profitable growth, collaborating seamlessly across Avient, and motivating and inspiring and developing others and yourself you will accelerate your ability to achieve Avient’s strategic goals, to meet our customer needs, and to accomplish your career goals.
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