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Sr. Account Manager (Sales) Job


Location: 

Cary, NC, United States

Employment Type:  Regular
Category:  Sales
Posting Date:  Jan 15, 2023

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


If you are an experienced Senior Account Manager (Sales) 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 experienced Sr. Account Manager, with specialty materials sales experience, to join our team.  This role will collaborate cross-functionally and partner with the business to drive growth and key relationships.   This position may be remote, but reports into the Cary, NC business headquarters.   This role also reports directly to a Sales Director, and may mentor/train other less experienced team members.
 

JOB SUMMARY
 

The Sr. Account Manager is responsible for strategic key account management and development, executive level relationship management, and targeting economic and technical buying influences in critical strategic accounts (including large revenue customers critical to the business and that offer expanded opportunities across Arkema).  This role drives, with minimal direction, the development of key customer relationships to execute business sales growth and earning strategy for their given geographic territory. 
 

Other key dimensions of this role include:
 

  • Drives sales plans, and focuses on promoting profitable growth, long-term retention and satisfaction of assigned customer base. Identifies new customers and markets to support profitable growth objectives.
  • Proactively develops and facilitates effective ‘partnerships’ with decision makers and influencers at multiple levels within the customers’ organization (includes vertical and horizontal penetration).
  • Has expert understanding of customer, industry, and market dynamics, as well as business’ value proposition and matches it to customers’ needs.
  • Acts as business ambassador and drives OneArkema approach to customers and markets.
    • Includes close partnership with Global Key Account Managers (GKAMs), Business Leadership, Business Development, R&D, Supply Chain, Technical Service, Finance and other businesses/segments.
  • Aligns sales/marketing strategy, plans and forecasts with and delivers despite changing market conditions.
  • Management of the Buy Cycle Funnel (BCF) opportunity management process and effective use of Miller Heiman Strategic and Conceptual Selling techniques, as well as Salesforce.com and Power BI.
     

KEY ACTIVITIES AND RESPONSIBILITIES
 

Executive Account Management and New Business Development (NBD)
 

  • Develops, leads and executes strategic account plans.
  • Expert in leading sales presentations, complex negotiations, contracts and proposals to ensure successful outcome of transactions.
  • Sells and promotes products/applications to assigned customers/partners/distributors. Provides ongoing customer support. Is a highly-visible, technical resource to customers.
  • Owns the demand forecast. Utilizes sales planning and forecasting technology.
  • Administers sales policies and account programs to meet or exceed budgeted sales, margin and profit goals.
  • Leads the account team cross-functional response to delivery issues and QM's
  • Conducts customer due diligence. Creatively gathers intelligence on customers’ buying groups (e.g., uses social media).
  • Effectively interprets and prioritizes customer needs. Aligns product/service offerings to meet customers’ needs.
  • Identifies and proposes improvements to optimize customer operations and develop/implement value-added solutions.
  • Drives New Business Development (NBD) - Identifies new customers, partners, end-users and markets. Generates leads and cultivates growth pipeline.
  • Networks across the organization to effectively and efficiently resolve problems.
  • Ensures the highest standards are achieved for customers in the areas of health, safety, and environmental compliance.
  • Identifies and fosters relationships with the ‘right’ contacts at assigned customers. Partners with decision makers and influencers at multiple levels within the customers’ organization.
  • Translates complex products, offerings, and applications to existing and potential customers.
  • Provides regular updates/presentations to senior leadership on progress/changes to strategic accounts.
  • Participates with peers and sales management to develop higher-level sales strategies and helps identify target accounts and opportunities within the framework of the business unit strategy.
  • Works closely with R&D and Technical Service to develop, evaluate and propose solutions for customers’ unique applications.
  • Maintains up to date knowledge on market activity, industry trends, competitive intelligence and technical developments
  • Provides guidance and mentoring to other Account Managers, as needed, including on sales tools and processes,
     

Planning, Organization, Relationship Management
 

  • Develops and maintains account plans for assigned territory, demonstrates market awareness
  • Organizes at least semi-annual account team meetings for planning purposes
  • Gains and shares information about individual accounts, markets, competitors and overall territory with various business teams within the company.
  • Partners with other Arkema business units to maximize critical/strategic customer relationships. Builds collaborative relationships within the sales team and Arkema - is a team player.
  • Writes detailed and quality call reports and updates on various activities.
  • Delivers relevant customer financial targets, i.e. % current / DSO / ADD
  • Participates effectively the supply chain planning demand and forecasting activities
  • Maintains current and accurate customer contact list through Salesforce.com
  • Manages expense account for territory within set budget guidelines.
  • Management of the Buy Cycle Funnel (BCF) opportunity management process – guidance and training to
  • others in effective utilization of BCF.
  • Effective use of Miller Heiman Strategic and Conceptual Selling techniques,
  • Effective and timely utilization of Salesforce.com, including customer updates, call reports and appropriate requests.
     

CONTEXT AND ENVIRONMENT
 

  • Position reports into Cary, NC site (may be remote, pending experience)
  • Extensive travel (>50%) required in managing market and territorial responsibilities, as well as broader customer and team interactions (conventions, trade shows, conferences, etc.).
  • 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
 

  • A Bachelor’s degree in technical field or related business field. MBA a plus.
  • Minimum of ten (10) years of commercial experience, including sales and/or business management
  • Prior experience in coatings or resins.   Experience with plastics markets preferred.
  • Proven knowledge and commercial experience in the specialty materials or chemical industry.
  • Demonstrated ability to penetrate and manage strategic customers and key accounts.
  • Experience dealing with and managing relationships with global accounts preferred.
  • Technical and applications knowledge and experience to be capable of managing and navigating customer technical conversations
  • SAP, Miller Heiman strategies and SalesForce.com knowledge strongly preferred
     

DEMONSTRATED COMPETENCIES
 

  • Excellent organizational skills to balance selling responsibility with strategy and tactical day to day order management
  • Good time management and organization skills; including accurate and timely sales reports and account records
  • Excellent interpersonal skills: respects and can work well with all levels inside and outside an organization.
  • Customer oriented focus, coupled with good technical skills and deep knowledge of the target market segment and associated applications
  • 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 confidence - influences others to mutually beneficial solutions
  • Proven account team leadership through the development and execution of Strategic and 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


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