Account Manager

Sales Development

The Account Manager is responsible for developing the pipeline of new sales coming into the company. This involves:

• Meeting potential customers by growing, maintaining, and leveraging their network.
• Identifying potential customers and all decision-makers within their organization.
• Researching the background of new customers and turning this insight into possible engagement opportunities for STI Polymer.
• Outlining sales approaches and compelling sales messaging.
• Traveling to potential customers or making cold calls as appropriate within a target market and geographic area to ensure a robust pipeline of accounts with proposal opportunities.
• Setting capability introduction meetings with potential customers and involving STI Polymer support resources as necessary to maximize the first impression.
• Participating in pricing decisions by providing the company with competitive pricing insights.
• Handling objections by clarifying and working through differences to a positive conclusion.
• Using a variety of styles to negotiate appropriately.
• Presenting an image that mirrors that of the customer while properly projecting STI Polymer's integrity.
• Working with the marketing content provider to develop new content (website, brochures, LinkedIn) and refine content over time to improve sales.

Customer Retention

To ensure customers have a full understanding of STI Polymer's capabilities and present new product lines, the Account Manager must:

• Identify full account potential and grow wallet share accordingly.
• Sell additional polymer products.
• Maintain relationships at all customer contact levels to create partnership-style interactions.
• Fulfill the liaison role between customers' manufacturing personnel, engineering staff, and internal team to achieve customer needs.

Sales Development Planning

In addition to sales development, the Account Manager is expected to:

• Attend industry functions such as trade shows, association events, and conferences, and provide feedback and information on market trends.
• Present to and consult with the Leadership Team on sales trends to play an active role in developing new sales strategies.
• Identify opportunities for campaigns, partner relationships, and marketing opportunities that will lead to an increase in sales.
• Build upon the company's unique selling propositions and differentiators using knowledge of the market and competitors.
• Enhance the company's performance by fully understanding the company's goals and purpose.

Administration and Product Knowledge

• Industry experience in the Pressure Sensitive Adhesive (PSA) industry is preferred, but not required.
• Submit internal progress reports as requested.
• Attend Sales meetings.
• Ensure that data is accurately entered and managed within the company's CRM.
• Accurately forecast sales opportunities and ensure they are met.
• Track and record all sales activity to provide a centralized hub for all account communication history and notes.
• Work with customers and internal teammates to ensure that customer specifications are gathered within a timely manner to ensure STI Polymer will meet quality requirements.
• Develop and maintain a thorough understanding of the company's capabilities, service offerings, and people resources.
• Stay current with industry-related trends through research and trade-related reading.

Requirements

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