Account Manager, Printing & Packaging

About the role

We have an exciting opportunity to join the sales team as an Account Manager for the Printing & Packaging business unit, reporting to the Regional Sales Director, Americas. In this role, you will be accountable for revenue and margin growth of your assigned territory and market segment, developing new business opportunities, and collaborating with marketing and technology teams to build a sales pipeline for future growth and product commercialization.

Michelman is a global developer and manufacturer of environmentally friendly advanced materials for industry, offering solutions for the coatings, printing & packaging, and fibers & composites markets. The company’s surface modifiers, additives, and polymers are used by leading manufacturers around the world to enhance performance attributes and add value in applications including wood and floor care products, metal and industrial coatings, paints, varnishes, inks, fibers, and composites. Michelman is also well-known as an innovator in the development of barrier and functional coatings, as well as digital printing press primers that are used in the production of consumer and industrial packaging and paper products, labels, and commercially printed materials. Michelman serves its customers with production facilities in North America, Europe, and Asia, product development and technical service centers in several major global markets, and a worldwide team of highly trained business development personnel.

Responsibilities

• Develop and maintain strong customer relationships to ensure customer needs are met and to generate new business.
• Travel regularly to customers and industry trade shows.
• Qualify opportunities within each account based on our value proposition and engagement with key decision makers.
• Understand the customer’s budget and the project’s priority within their organization, including resource allocation and timing.
• Develop strategies, measure effectiveness, and articulate course correction with the customer base to achieve targeted growth rates.
• Accountable for account growth, development of new business opportunities and maintaining high customer satisfaction.
• Partner with the Sales Director to plan and develop strategic direction of sales efforts, inventory management, invoicing, forecasting, special pricing, and volume discounts.
• Use CRM software to manage the sales pipeline and the full customer lifecycle, from prospecting and tracking interactions to follow‑up’s and closing the deal. This includes regular maintenance of next steps, expected close date and associated volumes.
• Maintain professional and technical knowledge by reviewing professional publications, establishing personal network and participating in professional societies.
• Inform Michelman of market trends, competitive products, and pricing trends.
• Perform related duties as assigned or as the situation dictates.

Requirements

• Able to travel up to 50% of the time by car or plane to visit regional base of customers.
• Able to perform job duties at remote locations such as industrial sites, chemical facilities, customer centers, and other locations.

Qualifications

• Bachelor’s degree in a science field such as Chemistry, Paper or Packaging preferred.
• 5+ years of specialty chemical sales experience.
• Deep understanding of formulated coatings for paper, film, and foil substrates, as well as knowledge of application techniques and equipment.
• Experience in web‑based converting.
• Strong knowledge of the market and industry contacts.
• Familiarity with a formalized sales process, such as Miller‑Heiman.
• Experience with a Value Pricing approach to secure the best prices for our products.
• Experience using a variety of systems to manage the territory, including SalesForce, sales forecasting software, Concur, UKG, PowerBI, the Microsoft suite of products, among others.