[Hiring] Account Manager @Formerra

Role Description

The Account Manager at Formerra is responsible for developing profitable growth. Primary focus will be development of potential target customers based on a specialization platform. Expectations include the ability to sell at all levels of management and build relationships that ensure Formerra will continue to get the first and last look. This role requires the individual to perform the function independently with little to no direction and oversight, and effectively interact and influence at the managerial peer level. Up to 75% travel is required. This territory covers Northern Texas, Oklahoma, and Arkansas.

• Profitable revenue growth, including robust new business development.
• Achieve stated gross margin targets as a percentage of sales.
• Utilize customer-centric selling skills and tools, such as:
  • 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
  • Effective CRM system management
• Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
• Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
• Prospecting and cold calling.
• Develop, execute and manage sales plans, sales budgets, and expense budgets.
• Establish account development plans and network resources up, down and across both the customer’s organization and Formerra.
• Deliver the planned results (AOP).
• Develop account relationships, identify opportunities, and capture service opportunities at strategic accounts within assigned geography or industry.
• Understand key players, applications, requirements, trends, and needs as well as Formerra’s potential and share within the targeted industry.
• Coordinate closely with regional sales teams and collaborate with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
• Establish a linkage between the customer’s business strategy and Formerra’s capabilities.
• Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
• Implement Formerra’s pricing and market strategies as well as business practices.
• Negotiate customer contracts and value packages to ensure an acceptable return.
• Participate in strategy development, help position the business and develop the offer.
• Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.
• Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
• Create and maintain CRM data and sales statistics as required.

Qualifications

• Bachelor’s Degree required in Plastics or Polymer Engineering, Business, Chemistry, or related discipline or equivalent work experience.
• 5-7 years’ sales experience in distribution, manufacturing, sales, account management.
• Effective development of high, wide and deep relationships.
• Complex thinking skills in translating customer needs into solutions.
• Technical aptitude.
• Professional presence, including excellent verbal and written communication and presentation skills.
• Broad knowledge of solutions, materials and processing.
• Self-motivated, team player.
• Strong computer skills, proficiency with MS Word, PowerPoint & Excel preferred.

Requirements

• Ability to work independently in a fully remote environment with minimal supervision.
• Willingness to travel up to 75% (or as needed) for client meetings, industry events, or team gatherings.

Disclaimers

• Legal authorization to work in the specified country is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.
• The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification.
• It is the policy of Formerra that all employees are employed at the will of Formerra for an indefinite period and are subject to termination at any time, for any reason, with or without cause or notice.
• Equal Opportunity Employer. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, citizenship status, marital status or any other consideration prohibited by law or contract.
• Formerra is committed to ensuring a fair and legitimate recruitment process. We want to alert job applicants to the potential risk of recruitment scams and encourage caution when responding to unsolicited job postings or communications.