Key Account Manager - Adhesives

Position Summary

The Key Account Manager is responsible for selling/promoting the business' products and establishing/maintaining relationships between Palmer Holland and notable businesses within the chemical industry, largely comprised of global consumers and global manufacturers of said products.

Essential Tasks of the Position

• Promoting Palmer Holland’s capabilities and enhancing relationships with key customers and principals alike by endorsing products, developing and delivering sales presentations, and altogether cultivating relationships at the executive level.
• Developing and implementing detailed account plans.
• Developing and delivering capability presentations to both key customers and company’s principals.
• Creating, negotiating and executing robust sales contracts with both key customers and the company’s principals in order to maximize the company’s profitability.
• Reporting sales performance to Executive Management.
• Developing, with the company’s principals, product line promotions within/across key customers.
• Being a strong leader and motivator of people.
• Analyzing sales statistics to determine both sales potential and inventory requirements.
• Monitoring the preferences of key customers in order to assist the company’s principals in product development.

Education

Bachelor's degree in a field applicable to the company’s associated industries.

Experience

• 10+ years of experience in sales and/or sales management including managing and executing sales plans/strategies.
• Prior established relationships with key chemical industry consumers across the markets that the company serves, including (but not limited to): 3M; Akzo Nobel; Arkema; Axalta; Behr; Henkel; HB Fuller; PPG; RPM; Sherwin-Williams; Sika.

Training

• Formal sales skills training.
• Assessment techniques of examining, questioning, evaluating and reporting sales.

Additional Skills Required

• Skill in planning, organizing and communicating.

Knowledge/Skills

• Industry, product and application knowledge relative to the business of the company as determined by the CASE Business Director.
• Ability to maintain professional conduct that exemplifies the corporate policies at all times, particularly when interacting directly with both key customers and principals.
• Ability to handle sensitive information with confidentiality and discretion.
• Strong leadership skills.
• Excellent verbal and written communication abilities.
• Detail-oriented with strong, accurate clerical skills.
• Proactive problem solver.
• Highly motivated.
• Intermediate level of expertise in MS Office and Contact Management Software.