Summary:
Our client is a globally active distribution company, connecting customers of any size and across a wide range of end markets with world-class thermoplastics suppliers. With decades of experience and extensive knowledge of the plastics industry, they support customers all the way from material specification to final application approval, becoming an integral part of the value chain.
The Sales Account Manager is responsible for managing sales in existing customers and targeting new prospects, driving growth through the commercialization of engineering materials and specialty products for the plastics business within the UK. In addition, the Sales Account Manager will develop and manage a territory plan that provides a growth plan consistent with strategic goals. The ideal candidate combines strong commercial skills with a solid understanding of product development processes.
Primary Responsibilities:
Account Management:
- Own, manage and grow a portfolio of accounts, acting as the primary point of contact in the territory to reach sales (plastics raw materials), gross profit, account number, penetration targets and product goals. Plan weekly sales itinerary to realize overall sales strategy.
- Service existing accounts. Responsible for coordinating division’s sales and delivery of products in a fashion that meets the customer’s needs. This involves extensive interaction with the customer, Sales Management, CSRs, Product Line Management and Credit. Resolve any problems that occur before, during or after the sale (i.e., credit, supply issues).
- Build long-term relationships with key decision-makers and influencers withing customer accounts, applying company’s Winning Sales Strategy.
- Identify leads to new accounts, working with Sales Management to develop sales strategy.
Technical Selling:
- Liaise with the customer’s Application and Development team to understand customer manufacturing processes, performance requirements and application challenges.
- Identify opportunities where materials can improve performance, efficiency or sustainability.
- Act as the link between the customer’s and company’s internal development team as well as their suppliers, ensuring alignment with customer expectations.
- Collaborate effectively with cross-functional colleagues, providing support through sharing technical knowledge and best practices.
Sales Strategy & Growth:
- Conduct regular business reviews to assess customer performance, identify opportunities and ensure alignment with customer needs.
- Lead negotiations and handle customers’ objections.
- Develop and execute account plans that maximize revenue, product penetration and market share.
- Identify upselling and cross-sell opportunities within accounts based in customer insights, competitive landscape and product knowledge, taking into consideration materials portfolio.
Technical Expertise & Market Insights:
- Monitor competitive situations. These include pricing, payment terms, shipment terms and types of materials handled by competitors. Communicates competitive situations to relevant internal parties.
- Maintain strong knowledge of the company’s material portfolio.
- Stay informed about industry trends, customer technology and emerging material applications relevant to the market.
- Develop and maintain professional presence in the territory. This includes expanding product knowledge through training materials or supplier seminars, enhancing sales management skills through training and attendance and participation in local professional organization.
Reporting & CRM Management:
- Maintain accurate forecasts based on project pipelines, qualification stages and demand signals.
- Track progress and risk factors for ongoing projects withing customers.
- Ensure account information is up-to-date and reflects customer interactions, opportunities and other internal requirements in CRM. (Salesforce)
Primary Requirements:
- Diploma or Bachelor’s degree preferably in Chemicals, Plastics Engineering or related field.
- Proven knowledge of Engineering Plastics.
- Proven experience of Plastics Distribution sales or related industry experience.
- Native English. Other languages are valued.
- Proven, relevant qualifications in the following areas: self-motivation, enthusiasm, time management skills and responsive.
- Excellent organizational, communication and teamwork skills along with the ability to work independently.