Senior Account Manager TRS DACH & BeNeLux

The Sr. Account Manager is responsible for developing profitable growth. Primary focus will be development of potential target customers based on a specialization platform. Includes forecasting annual objectives for sales, margins, and volume growth. Expectations include the ability to sell at all levels of management and build relationships that ensure Avient will continue to get the first and last look. Being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success. Individuals must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm, and professionalism to their daily routines, and be able to perform the function independently and effectively coach and direct personnel in marketing and other disciplines to achieve results. This individual will be able to influence effectively at the peer level, as well as with the next level of the organization, as a thought leader influencing cross functionally, globally. Up to 75% travel is required.

Essential Functions

The Purpose of the Sales Function is to Deliver:

1. Profitable revenue growth, including robust new business development.
2. Achieve stated gross margin targets as a percentage of sales.
3. Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
4. Maintain and develop contacts at key transportation OEM in Germany and BeNeLux area to get involved in new developments and requests.
5. Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
6. Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
7. Prospecting and cold calling.
8. Develop, execute and manage sales plans, sales budgets, and expense budgets.
9. Establish account development plans and network resources up, down and across both the customer’s organization and Avient.
10. Deliver the planned results (AOP).
11. Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.
12. Understand key players, applications, requirements, trends, and needs as well as Avient’s potential and share within the targeted industry. Become an industry and product expert to leverage successes across the industry.
13. Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
14. Establish a linkage between the customer’s business strategy and Avient’s capabilities.
15. Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
16. Implement Avient’s pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to ensure an acceptable return on Avient resources invested.
17. Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
18. Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.
19. Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
20. Create and maintain CRM data and sales statistics as required.

Personal Skills

• Self Confidence
• Negotiation Skills
• Assertive
• Self Motivated
• Training/Mentoring Others
• Time/Priority Management
• Influence
• Work Independently
• Work on a Team
• Organizational Skills

Software Skills

• Microsoft Outlook
• Microsoft Word
• Microsoft Excel
• SAP Business Warehouse
• Microsoft PowerPoint

Leadership Skills

• Drives Engagement
• Courage
• Values Differences
• Ensures Accountability
• Develops Talent
• Organizational Savvy

Education and Experience

• Bachelors Degree or Equivalent Experience
• Sales & Customer Service – Strategic Selling Discipline
• Sales & Customer Service – Cold Calling
• Cross Functional – Process Improvement

Environmental, Health, Safety, & Security (EHS&S) Requirements

• Avient integrates EHS&S into all aspects of our operations. Each position at Avient is responsible for complying with all applicable EHS&S requirements. Additionally, employees and management are responsible for reporting all EHS&S incidents immediately to ensure we keep EHS&S a priority within the organization.
• Security includes physical security and cyber security.

Who We Are

Avient Corporation provides specialized and sustainable material solutions that transform customer challenges into opportunities, bringing new products to life for a better world. Examples include:

• Dyneema, the world’s strongest fiber, enables unmatched levels of performance and protection for end-use applications, including ballistic personal protection, marine and sustainable infrastructure and outdoor sports.
• Unique technologies that improve the recyclability of products and enable recycled content to be incorporated, thus advancing a more circular economy.
• Light-weighting solutions that replace heavier traditional materials like metal, glass and wood, which can improve fuel efficiency in all modes of transportation.

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