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Sr. Account Manager (Sales) Job


Location: 

Exton, PA, United States

Employment Type:  Regular
Category:  Sales
Posting Date:  Nov 13, 2022

Technical Sr. Account Manager (Sales)
 

If you are looking for an opportunity to help drive growth for a dynamic specialty materials organization and build strong relationships with valued key customers, look no further.  We are seeking a Technical Sr. Account Manager to join Arkema Inc. and our Sartomer business and sales team.  The ideal candidate brings at least five years of sales/commercial experience, including technical background and selling into a specialty chemical/materials space. 
 

The Technical Sr. Account Manager reports to our Americas Sales Manager, and is based out of our Exton, PA site (will also work remotely based on travel and territory).   This role will drive growth by developing and managing customer relationships to execute business sales growth and earning strategy for the given geographic territory.  It works closely with our Business Management, Business Development and R&D teams and leaders to identify and pursue leads with existing and new customers, to identify and deliver on new opportunities, and to align sales efforts with sales/marketing plans and forecasts.  Finally, this role must work closely with internal teams (R&D, BD, supply chain, finance, etc.) to communicate, support and manage customer needs and changing demands, including delivering results while managing through changing market conditions.
 

KEY ACTIVITIES AND RESPONSIBILITIES
 

Sales 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 sales plans for assigned territory.
  • 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 management; 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.  
  • Extensive travel of 50% or more required in managing both market and sales territory responsibilities.
  • 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
     

QUALIFICATIONS – REQUIRED EDUCATION AND EXPERIENCE
 

  • Undergraduate degree required with focus in Chemistry or Chemical Engineering plus business background preferred.
  • 5+ years’ experience in sales, including technical sales in specialty chemical/materials environment. 
  • Previous experience in Monomer / Oligomer /Energy Curable markets and application technology is preferred.
  • SAP and SalesForce knowledge strongly preferred
     

DEMONSTRATED COMPETENCIES
 

  • Strong time management and organization skills; submits accurate and timely sales reports and maintains quality/detailed account records
  • Excellent 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


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