Account Manager (Sales) Job

Position:  Account Manager (Sales)
Division:  Arkema Coating Solutions Segment – Coating Resins business
Location:  Cary, NC (reporting into)

If you are an experienced specialty materials industry professional with customer facing or account management experience, and looking for the opportunity to drive growth for a leading specialty materials company, look no further.   Our Coating Resins business, part of our Arkema Coating Solutions segment, has an opening for an Account Manager (Sales) to join our team.  This role will collaborate cross-functionally and partner with the business to drive growth and key relationships.   This position is with the Cary, NC business headquarters and reports directly to the Sales Director.

JOB SUMMARY
 

The Account Manager develops and manages customer relationships to execute business sales growth and earning strategy for a given geographic territory and/or assigned markets.  This role works closely with Business Management, Business Development and R&D to identify and pursue leads with existing or new customers and to identify and deliver on new opportunities.  It also aligns detailed sales/marketing plans and forecasts with Business/Market managers and delivers results despite changing market conditions.  This role must learn and understand product attributes and translate this to customer benefits towards successfully closing sales. 

Finally, the Account Manager must work closely with internal teams (R&D, BD, supply chain, finance, etc.) to communicate, support and manage customer needs and changing demands.
 

KEY ACTIVITIES AND RESPONSIBILITIES
 

Planning and Organization 
 

• Gains and shares information about individual accounts, markets, competitors and overall territory with various business teams within the company.
• Works closely with Business Managers to execute the business plan at the customer level to achieve the annual growth objectives of the business
• Develops and maintains account plans for assigned territory, including targets, existing accounts, goals and delivery.
• Maintains up to date knowledge on market activity and industry trends and technical developments along with knowledge of product offerings and development activities in the target market segment.
• Writes call reports and updates on various activities. Proficient use of available sales support tools such as Power BI, Salesforce.com, Buy Cycle Funnel and Miller Heiman
• Reports in writing on various key measures.
• Manages expense account for territory within set budget guidelines.
   

Relationship Management
 

• Maintains good customer relationships, providing interface between the customer and all internal departments, including management, accounts receivable, customer service and technical areas.
• Build relationships at all levels of the accounts with respective Arkema co-workers
• Develops leads with current and prospective customers: Responds in a timely manner to sales inquiries.
• Builds collaborative relationships with customers to help them stay on the leading edge of technology.
• Builds collaborative relationships with sales team, across the business and Arkema; is a team player.
• Bring technical proposals/information back to R&D and New Business Development (NBD) team to develop, evaluate and propose solutions for customers’ unique applications in order to emphasize Arkema’s value proposition.
• Develops key contacts in various markets represented in respective territory.
• Uses CRM (Salesforce) system to engage/communicate with internal team resources on customer inquiries
• Drives broader portfolio of product offerings where applicable through the Buy Cycle Funnel
   

Technical Sales / Negotiation
 

• Interprets customer needs and offers technical solutions that benefit the customer while achieving sales and margin goals.  This includes understanding customer technical offers, designs, startup recommendations, and troubleshooting situations.
• Identify and pursue leads to create new business opportunities across assigned markets
• Manages existing sales and drives the growth of new business with new/existing products and new/existing customers in target market segment.
• Negotiates contracts with support of business management and sales leadership, as needed; closes sales.
• Executes pricing strategy provided by the Business Managers for the concerned market. 
   

CONTEXT AND ENVIRONMENT
 

• Frequent in person, virtual (telephone/video), and written interface, including presentations, with customers and internal business management.
• Position reports into Cary, NC site.
• Extensive travel (>50%) required in managing both market and territorial responsibilities, as well as broader customer and team interactions (conventions, trade shows, conferences, etc.).
• High degree of discipline, organization and proactive initiative is required to meet objectives.
• Supports the site HES policy and complies with all regulatory and internal requirements
• Participates in HES activities provided by site management and Arkema Inc. (e.g., Behavioral Base Safety, SafeStart, etc.)
• Supports and promotes the reporting of all health, safety, environmental, near-miss, accident or injury incidents
   

REQUIRED EDUCATION/QUALIFICATIONS /WORK EXPERIENCE
 

• Undergraduate degree in Chemistry or Chemical Engineering, or related business area.  Business background preferred.
• 5+ years related industry experience.  Business and/or customer facing experience with 1+ years direct sales experience.
• Experience in the specialty materials or chemical industry required.
• Previous experience in coatings, resins and/or plastics markets and application technology is preferred.
• SAP and SalesForce knowledge strongly preferred
   

DEMONSTRATED COMPETENCIES
 

• Good time management and organization skills; submits accurate and timely sales reports and maintains quality/detailed account records
• Good interpersonal skills: relates well to all kinds of people and builds appropriate rapport
• Strong communication skills; persuasive presentation of thoughts and ideas through a variety of media that clearly conveys information and drives others to action
• Active listener able to translate customer needs to key players within the Arkema organization
• Builds trust and influences others to mutually beneficial solutions
• Proven development and execution of key account plans: tactics, assignments, due dates, deliverables.
• Demonstrated success in contract negotiation, closing a sale, developing leads and fostering new ideas.
• Self-motivated; ability to work alone or as a team player; shares information with colleagues readily
• Achieves business plan goals in the face of moving market conditions

Building on its unique set of expertise in materials science, Arkema offers a portfolio of first-class technologies to address ever-growing demand for new and sustainable materials. With the ambition to become in 2024 a pure player in Specialty Materials, the Group is structured into three complementary, resilient and highly innovative segments dedicated to Specialty Materials - Adhesive Solutions, Advanced Materials, and Coating Solutions - accounting for some 80% of Group sales, and a well-positioned and competitive Intermediates segment. Arkema offers cutting-edge technological solutions to meet the challenges of, among other things, new energies, access to water, recycling, urbanization and mobility, and fosters a permanent dialogue with all its stakeholders. The Group reported sales of €9.5 billion ($10.6 billion) in 2021, and operates in 55 countries with 20,500 employees worldwide.

The diversity of its employees is an asset that the Arkema group wants to preserve. Its non-discrimination policy applies to recruitment, salary levels and career management. The Arkema group is committed to ensuring diversity among its employees.

Arkema Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arkema Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence.