Senior Account Manager
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Job Description
Senior Account Manager driving profitable revenue and strategic customer growth for Formerra, a distributor of engineered materials. Managing complex sales, account plans, negotiations, and regional customer relationships.
Responsibilities:
- Drive profitable revenue and gross margin growth through strategic new business development and expansion of existing customer relationships
- Achieve sales, gross margin, and new business objectives
- Develop and execute account and territory plans
- Build and manage a sales pipeline through prospecting, opportunity development, and closing
- Lead complex sales opportunities involving multiple decision-makers, technical requirements, pricing considerations, and extended sales cycles
- Establish trusted relationships with key customer stakeholders and serve as a strategic business partner
- Apply consultative selling to recommend product, pricing, service, and supply-chain solutions
- Conduct business reviews and use scorecards, EVE tools, CRM data, and approved sales tools to evaluate account performance
- Develop sales forecasts, budgets, opportunity plans, and strategic growth initiatives
- Lead pricing and commercial negotiations
- Monitor competitive threats, market developments, and changing customer requirements
- Coordinate Marketing, Technical, Product Management, Customer Service, Supply Chain, and Finance resources
- Collaborate with suppliers and channel partners
- Provide customer, market, and competitive intelligence to sales leadership
- Support marketing programs, industry events, trade shows, supplier initiatives, and customer-facing promotional activities
- Maintain accurate CRM records, opportunity information, sales activities, forecasts, and performance metrics
- Share account-management practices, market knowledge, and commercial insights with the sales organization
- Operate independently with ownership, accountability, and follow-through
- Provide timely reporting to sales leadership and perform other duties as assigned
Requirements:
- High school diploma or GED
- At least 5 years of progressive experience in sales, account management, distribution, manufacturing, or a related commercial environment
- Demonstrated success developing new business, expanding strategic customer relationships, and achieving revenue and gross margin objectives
- Experience managing complex accounts, sales opportunities, or customer relationships involving multiple stakeholders
- Strong commercial and financial acumen, including an understanding of pricing, profitability, forecasting, and account performance
- Strong technical aptitude and ability to understand customer applications, materials, processing requirements, and solution options
- Demonstrated ability to develop account strategies, manage a sales pipeline, negotiate effectively, and close new business
- Excellent verbal, written, presentation, negotiation, and interpersonal communication skills
- Strong organizational skills, self-motivation, and ability to establish priorities and work autonomously in a fast-paced environment
- Ability to influence and coordinate cross-functional teams without direct authority
- Ability to travel extensively, up to 75%, including overnight travel
- Legal authorization to work in the United States; employment visa sponsorship is not available
- Preferred: Bachelor’s degree in plastics or polymer engineering, business, chemistry, or a related discipline
- Preferred: Previous sales experience in plastics, polymers, specialty materials, chemicals, or related distribution
- Preferred: Experience managing large, strategic, or multi-location customer accounts
- Preferred: Experience leading complex negotiations and developing long-term commercial agreements
- Preferred: Proficiency in Microsoft Word and Excel, with experience using SAP and CRM systems
Benefits:
- Employment at will for an indefinite period
- Equal Opportunity Employer
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