Account Manager Job

Situation in organisation

Directly reports to the National Sales Director. Works in tandem with the Market Segment Team comprising Business Directors, Sales Managers, Technical Service, R&D, Business Development, Marketing, and Product Line Managers to drive profitable growth.

Job dimensions

Grow a select group of established and highly successful strategic customer accounts in the Pressure sensitive adhesive tape, graphics, and specialty film markets. Identify new opportunities in current accounts and develop new prospects. Focus on account penetration, pipeline generation, and closure of new business.

Activities

• Key Account management: Provide support and touch points for large and medium accounts in the Tape and Specialty market; develop relationships with various functions within complex organizations.
• Navigate complex organizations through phone conversations, online meetings, and onsite visits.
• Form relationships across different functional areas of the customer to confirm supplier value throughout the organization.
• With support from Product Line Manager, monitor price and margin, acting in a timely manner to maintain and grow margin.
• Outbound proactive calling to tape and specialty markets to identify new opportunities/applications, initiate sales campaigns, reach decision makers, and collect competitive intelligence.
• Prepare timely, accurate, and complete information for CRM reporting via Salesforce.com.
• Oversee sales, communications, and support to a select set of customers where the purchasing process engages experienced and knowledgeable customer personnel through the sales cycle.
• Participate in monthly account planning sessions with National Sales Director, Market Segment Team Leaders, and Business Development Managers for strategic planning.
• Work with various cross-functional groups within Bostik to ensure a seamless experience for the customer.
• Generate deep insights in the market structure, needs, and trends through market studies and analysis.
• Participate in local market intelligence and competitive benchmarking.
• Understand expectations and evolutions directly through customers or stakeholders (e.g., equipment manufacturers, face/liner suppliers).
• Identify new markets, new applications, new customers, and opportunities in the region.
• Help set R&D priorities for new product development and work with technical service to resolve technical challenges in a timely manner.

Accountabilities

• Responsible for year-over-year growth in sales by 5-10%.
• Execute strategic plans developed by Sales and Marketing while working collaboratively to meet objectives.
• Account ownership from beginning to end.
• Capture accurate and complete information for CRM reporting via Salesforce.com.
• Domestic travel within North America required for trade shows and customer visits; overnight travel estimated at 40-60% of the time.

Qualifications / Experience

• Bachelor’s Degree in Business, Marketing, or Science related field or equivalent experience; technical degree preferred.
• Chemical or adhesive market experience, either direct or indirect.
• Excellent oral and written communication skills with a strong understanding of various communication methods and proper situational use.
• Ability to analyze and structure data for customer and internal presentations.
• Minimum 8 years’ experience in territory management; flexible working attitude with strong prioritization and urgency.
• Demonstrates proactive thinking and strong problem-solving skills; dynamic and innovative with an open and flexible mindset.
• Team-spirited and ability to work well in groups; positive, “can do” attitude with assertive engagement mentality.
• Excellent negotiation skills.
• Proficiency in Microsoft Excel, Lotus Notes, Word, PowerPoint, website navigation, and CRM software.