Job Information
Michelman Account Manager - Fibers & Composites in Cincinnati, Ohio
Description
General Summary
Currently, Michelman has a great opportunity available for an Account Manager to join Michelman reporting to the Regional Sales Director. This position can be located in the Cincinnati area, but can also work remotely with access to a major airport. You will be accountable for revenue and margin growth in the assigned account base and market segment. You will be responsible for managing the account base to develop new business opportunities through collaboration with marketing to build a sales pipeline for future growth, as well identifying, penetrating and securing business at new customers. You will be part of a team to develop and launch new products, executing the commercial introduction in the market at new and existing accounts to secure new business.
Primary Responsibilities
Accountable for territory growth, development of new business opportunities at new and existing accounts, while maintaining high customer satisfaction
Penetrate accounts to access decision-makers with a strong value proposition; assess, recognize and qualify opportunities within each account; understand each project’s objectives and the account’s ability to execute, especially as it relates to the accounts position in the Value Chain; drive progress on identified opportunities inside both the account and inside Michelman. Document in SalesForce CRM accordingly
Develop and document account and sales opportunity strategies via the Miller-Heiman Gold and Blue Sheet format; measure effectiveness and execute course corrections within the territory to ensure it is robust to sustain targeted growth rates
Develop and maintain relationships with internal, external customers and prospects
Travel regularly to key customers, prospects, suppliers, trade shows, and co-suppliers in the value chain to ensure customer needs are met
Determine the appropriate ways to segment and reach the market; quantify the potential within specific accounts and markets in partnership with the Regional Sales Director and Marketing
Identify and map customer leadership roles and align with Michelman Leadership. Arrange and coordinate effective leadership meetings with the customer and the appropriate Michelman leader focused on developing relationships, deeper account penetration and opportunity development
Determine strategies needed to secure new business, including supply chain strategies, payment terms, special pricing and volume discounts in collaboration with Regional Sales Director
Provide customer volume forecasts via close collaboration with accounts regarding product requirements, seasonality, business trends driven by commercial conditions, etc.
Inform Michelman of market trends, competitive products, and pricing trends
Manage the relationship between Michelman and any Agents & Distributors in the territory; responsible for coordinating, prioritizing, and managing all Agent & Distributor activities, if applicable
Critical Competencies, Knowledge, Skills, and Abilities
Proven track record of growth in a territory or industry segment
Motivated self-starter with an entrepreneurial spirit
Ability to understand the value chain for each product category and market
Skilled at building sales pipelines and moving a prospect through sales funnel to create new business
Excellent project management, problem solving, organizational, and prioritization skills
Excellent presentation, written and oral communication skills
Must be detail-oriented and organized, with the ability to manage 12-24 month development projects with customers to successful conclusion
Be willing and able to work across departments or functional groups where your experience may benefit the organization
Able to perform financial calculations, create and manage sales budgets
Ability to quickly learn Michelman products and specialized business software, including SalesForce.com
Education and Experience
Minimum of 5 years specialty fibers or composites technical sales experience. 10+ preferred.
Bachelor’s degree in a science field such as Chemistry or Engineering preferred
Experience in sales with proven record of success orchestrating technical solutions for fiber (glass, carbon, others) applications and composites for automotive, industrial, and defense; success selling existing and new product solutions to solve customer challenges, winning new applications and accounts
Strong knowledge of the glass/carbon fiber markets, composites, and emerging applications for fiber-based systems along with industry contacts in the value chain
Experience selling fiber treatment solutions, composite solutions, and or resins and polymers that are used in fiber-based composites and applications.
Other
Able to travel approximately 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
Work Hours
Michelman’s standard work hours for this role are Monday – Friday from 8 am – 5 pm EST.
Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties, and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.
About Michelman
Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves in our focus on our values of integrity, respect, and success. With our dedication to your technical and professional growth in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways. We offer an excellent salary, incentive, and benefits package in a dynamic, empowered team environment.
No phone calls, please. Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.
For more information about Michelman, please visit https://www.michelman.com/.
It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner which will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans
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