Account Manager

About the Role

As the Account Manager, you will create sustained, profitable growth in the managed sales territory or segment by driving sales at prospective accounts and expanding sales at existing accounts. You will manage customer account interfaces to meet profitability targets and maximize margins by building strong customer relationships and providing input to a market-driven strategy based on a clear understanding of market needs and how SI Group's products and solutions contribute.

Responsibilities

• Achieve annual sales targets for the managed sales territory in terms of volume and landed material margin by collaborating closely with sales leadership, product managers, and market leaders.
• Manage and grow key multinational accounts by building strategic relationships, understanding global customer needs, and aligning solutions to support long-term profitable growth.
• Negotiate and implement contracts, including accrual communications.
• Develop and execute territory management plans that prioritize account coverage, opportunity development, and actions required to achieve sales and margin objectives.
• Maximize face-time with existing and prospective customers.
• Drive new business development by identifying, qualifying, and advancing opportunities with prospective customers and underdeveloped accounts.
• Manage CRM opportunity data, customer interactions, opportunity funnel, and financial information in Salesforce (SFDC) on a timely and continuous basis to support pipeline visibility and forecast accuracy.
• Understand relevant market dynamics in assigned regions or segments.
• Facilitate customer approvals, reviews, and technical product presentations with Technical Service Managers as needed.
• Support sales efforts of authorized distributors in the managed sales territory with joint customer calls as warranted by opportunity size.
• Develop an understanding of customers’ long-term strategic needs and direction regarding technology, innovation, markets, and products.
• Build sound relationships and credibility with customers’ decision-makers.
• Support Market Development managers in closing sales with qualified customers for new products and new applications.
• Review the opportunity funnel regularly with business and sales leadership to ensure alignment with sales goals and strategy.
• Manage sales contracts (purchase and supply agreements) where appropriate.
• Proactively review contracts on a regular basis to ensure customer requirements are met and SI Group is achieving maximum value.
• Manage price changes to maintain or improve profitability.
• Communicate customer sample order requests internally and follow up to receive product evaluations from the customer.
• Work with the Sales Support specialist to maintain an updated rolling forecast via APO.
• Ensure account receivable targets are met and attend weekly Accounts Receivable cash calls as needed.

Requirements

• BS in Chemistry, Engineering, or a related field.
• Minimum of 5 years' experience in an outside chemical industry sales role.
• Prior experience in Plastics, Adhesives, Oilfield, or Coatings preferred.
• Computer and software proficiency, specifically Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience with Salesforce CRM.

Benefits

We strive for all employees to nurture physical, mental, and emotional health both personally and professionally. Our commitment to health and wellness includes the following offerings, which may vary by role or region:

• Physical Health: Competitive medical, dental, and vision packages, company contribution to Health Savings Account, cash incentive for annual physical, and reimbursement.
• Financial Wellness: Company-paid life insurance and disability plans, 401(k) Retirement Plan with generous company match, and certified financial planning and investment services.
• Mental Health: Generous Paid Time Off, 10 Paid Holidays, Paid Parental Bonding Leave, and more.

About Us

SI Group is a global leader in the innovative technology of performance additives, process solutions, active pharmaceutical ingredients, and chemical intermediates. Our solutions are essential to many diverse industries and applications, creating extraordinary results. We drive value by enhancing the quality, performance, and durability of countless items used every day. We are on a journey to captivate our customers at every level by expanding our capabilities, global reach, and providing new innovations and technologies that create value. Our approach is customized to exceed customer needs and deliver superior performance.