ACCOUNT MANAGER

Key Responsibilities

• Identify and develop new business opportunities through prospecting, cold calling, networking, inbound lead follow-up and industry events.
• Build and maintain strong relationships with existing customers to ensure ongoing satisfaction and repeat business.
• Understand customer needs and recommend appropriate products or solutions.
• Conduct product demonstrations and deliver technical presentations to clients.
• Collaborate with technical and development teams to understand technical specifications and tailor offerings to client requirements.
• Negotiate pricing, terms, and conditions of sales agreements.
• Prepare quotes, proposals, and contracts.
• Maintain accurate records of sales activities, customer interactions, and opportunities using CRM (eChempax) software.
• Stay up to date on industry trends, market conditions, and competitors.
• Attend trade shows, conferences, and sales meetings as required.
• Ensure all competitive pricing insights are shared with the Market Manager and Regional Sales Leader in a timely manner for analysis and action.
• Develop key account plans, including sales summaries, key personnel, account strategy and an annual action plan.
• Organize sales territory to efficiently call on current and prospective customers, coordinating all accounts with your supervisor and technical support personnel.
• Work with field technical and production personnel to supply a current formula or produce a product that satisfies the customer's requirement at a competitive price within material and manufacturing guidelines.
• Work with Corporate Credit and Collection to resolve delinquent accounts.
• Provide a forward-looking 12-month sales forecast by major customers and all others within the territory on a monthly cadence.
• Report on YTD sales performance on a periodic (monthly or quarterly) basis to the Regional Sales Leader and the Chief Commercial Officer.
• Actively update and report monthly on territory sales pipeline value, opportunity progress, wins and losses and suggestions for advancing projects.
• Ensure that all sales team members adhere to company policies and procedures.
• Create the individual sales development plan to improve selling skills and effectiveness.
• Execute your individual sales development plan to improve selling skills and effectiveness.

Competencies

• Technical aptitude and ability to understand complex products
• Customer-centric approach
• Time management and organizational skills
• Strategic thinking, analytical and problem-solving skills
• Persistence and resilience under pressure
• Familiarity with lead generation tools and sales automation platforms

Education/Experience

• Bachelor’s degree in engineering, Industrial Technology, Chemistry or a related field (preferred but not mandatory)
• Industry experience in lieu of a college degree will be considered
• Proven experience in B2B sales (3 to 6 years), preferably within the Ink, Coating or Printing Industry
• Strong knowledge of printing products or equipment
• Demonstrate excellent customer service skills
• Excellent communication, negotiation, and presentation skills
• Self-motivated with a strong drive to meet and exceed sales targets
• Able to work independently and as part of a team
• Able to travel within assigned territory (>50%) and to meet customer contact metrics
• Proficiency with CRM systems and Microsoft Office Suite
• Have good math skills to calculate figures and amounts such as discounts, interest, commission, proportions, percentages, area, circumference, and volume
• Results-oriented with a focus on exceeding sales targets

Working Conditions

• This role is field-based where most of the time will be spent with customers and a fraction of the time will be spent in a home or branch-based office.
• Ability to sit for long periods of time
• Lifting/pushing/pulling up to 25 lbs

Health And Safety Responsibilities

• Must work in accordance with Health and Safety regulations, Company Rules, Plant Rules, policies and procedures.
• Must use or wear equipment, protective devices, or certain clothing as required by the company.

Benefits

• Competitive pay and overtime opportunities
• Health, dental, and vision insurance
• Paid time off and holidays
• 401(k) Employee Stock Ownership Plan
• Career development and training opportunities
• Clean, safe, and team-oriented work environment

Company Information

• Clean, safe, and team-oriented work environment
• This position contributes to a quality product by ensuring overall compliance to defined Product Specifications, the Quality Management System, and the Quality Policy.
• This position promotes a safe work environment by complying with the defined Safety rules, GMP and regulations at all times.
• This company is an Equal Opportunity Employer.