[Hiring] Account Manager @Spartech

Role Description

The Account Manager 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 Spartech 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.

• 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 Spartech.
• 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 Spartech’s potential and share within the targeted industry.
• Coordinate closely with regional sales teams and collaborate with the technical area as necessary.
• Establish a linkage between the customer’s business strategy and Spartech’s capabilities.
• Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
• Implement Spartech’s pricing and market strategies as well as business practices.
• Negotiate customer contracts and value packages to ensure an acceptable return on Spartech resources invested.
• Participate in strategy development and help position the business.
• 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

• Strong sales and negotiation skills.
• Ability to build and maintain relationships.
• Excellent problem-solving abilities.
• Experience in customer-centric selling.
• Ability to work independently.

Requirements

• Up to 75% travel required.
• Experience in sales management.
• Strong understanding of market dynamics.

Benefits

• Medical, Dental, & Vision.
• Company paid life and long-term and short-term disability programs.
• Flexible spending accounts.
• 401(k) with a strong matching program.
• 120 hours Paid Time Off (pro-rated based on hire date).
• 11 paid holidays.