Account Manager

Job Description

Job Description

Description:

The Account Manager (AM) works to improve STI Polymer’s market position and achieve financial growth goals. This person partners with the Leadership Team to define long-term market share opportunities. In addition, he/she builds key customer relationships, identifies sales opportunities, negotiates, closes new sales opportunities, and maintains extensive knowledge of current market conditions.

The AM works in a sales position within the company. It is the AM’s job to work with the internal team and marketing to increase sales opportunities and thereby maximize revenue for the organization. The AM will help manage existing customers as assigned and ensure they stay satisfied with STI Polymer’s relationship.

STI Polymer is a privately held company focused on the growing market for specialty polymers used in the coatings and adhesives industries. STI Polymer is geared toward small-batch, custom products that meet our customer’s specific application requirements. We work right beside a customer to create unique formulas.

Our STI Polymer values include:

Passion: We care deeply about our customers, our team, and the vision of STI Polymer. We have a drive to succeed, work hard, stay engaged, and provide friendly attentive service.

Integrity: We are trustworthy, reliable, diligent, and strong.

Teamwork: We respect each other, listen, and cooperate to succeed.

Opportunity:

The primary role of the Account Manager is to follow up on inbound marketing leads, or other means of generating interest from potential or existing customers that are in alignment with STI Polymer’s target market. He/She must then plan persuasive approaches and pitches that will convince potential customers to engage with the company. The AM will develop a rapport with new customers, identify possible polymer opportunities and provide support that will continually improve the relationship. He/She is also required to grow existing accounts by ensuring they are aware of the capabilities of STI Polymer. He/She will work with internal teammates to maintain customer satisfaction.

It is the AM’s responsibility to develop the pipeline of new sales coming into the company. This requires a thorough knowledge of the market, the solutions/services STI Polymer can provide, and a well-rounded knowledge of its competitors. The main duties of the Account Manager can be summarized as follows:

Sales Development

• Meet potential customers by growing, maintaining, and leveraging your network.
• Identify potential customers, and all the decision makers within their organization.
• Research the background of new customers, then turn this insight into possible engagement opportunities for STI Polymer.
• Outline sales approach and compelling sales messaging.
• Travel to potential customers or cold call as appropriate within a target market and geographic area to ensure a robust pipeline of accounts with proposal opportunities.
• Set capability introduction meetings with potential customers and involve STI Polymer support resources as necessary to maximize first impression.
• Participate in pricing decisions by providing the company with competitive pricing insights.
• Handle objections by clarifying and working through differences to a positive conclusion.
• Use a variety of styles to negotiate appropriately.
• Present an image that mirrors that of the customer while properly projecting STI Polymer’s integrity.
• Work with the marketing content provider to develop new content (website, brochures, Linkedin) and refine content over time to improve sales.

Customer Retention:

• Ensure customers have a full understanding of STI Polymer capabilities and present new product lines to them.
• Identify full account potential and grow wallet share accordingly. Sell additional polymer products.
• Maintain relationships at all customers’ contact levels to create partnership-style interaction.
• Fulfill liaison role between customer’s manufacturing personnel, engineering staff and internal team to achieve customer needs.

Sales Development Planning:

• Attend industry functions, such as tradeshows, 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.
• Using knowledge of the market and competitors, build upon the company’s unique selling propositions and differentiators.
• 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

Education:

Account Manager position requires either 3-5 years of successful B2B outside sales experience selling to manufacturers or 3-5 years of successful technical service experience. Bachelor’s degree in chemistry, engineering or another scientific major is preferred, but not required.

Other Skills and Qualifications:

Networking, Written and Oral Skills, Closing Skills, Motivation for Sales, Identification of Customer Needs and Challenges, Sales Planning, Market Knowledge, Meeting Sales Goals, Professionalism, CRM discipline, well-rounded Microsoft Office software skills. A valid drivers license is required.