PolyOne Corporation (NYSE: POL), is an award winning workplace because of the value we place onour people and their contributions through recognition programs, competitive pay, community involvement, and opportunities to grow professionally and personally. We have a proven track record of promoting from within by providing professional development opportunities. We are a 3.4 billion-dollar world class global provider of polymer solutions with our materials used in products ranging from the colors on the NFL helmets to the polymers in the dashboard of a Ford Taurus. With more than 7,600 global associates and 80+ facilities around the world, we outperform our competitors with our innovative products and services. If you like to be challenged in a fast-paced, team environment and collaborate with top, innovative talent, then PolyOne is the ideal company for you to build a career.
The Sr. Account Manager is responsible for launching a new liquid color technology to the injection molding and extrusion markets. Primary focus will be development of potential target customers based on this 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 position PolyOne as a technology leader.
Being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success. Individual must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines. Must be able to perform the function independently and effectively coach and direct team members in 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.
• The purpose of the Sales Function is to deliver:
o Successful launching a new liquid color technology & process to the injection molding and extrusion markets.
o Deliver profitable revenue growth, including robust new business development.
o Achieve stated gross margin targets as a percentage of sales.
o 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.
o Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
o Develop contact matrix and establish strong relationships with key decision makers and projectfacilitators. * Prospecting and cold calling.
o Develop, execute and manage sales plans, sales budgets, and expense budgets.
o Establish account development plans and network resources up, down and across both the customer’s organization and PolyOne.
o Deliver the planned results (AOP).
o Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.
o Become an industry and product expert to leverage successes across the industry.
o 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.
o Establish a linkage between the customer’s business strategy and PolyOne’s capabilities.
o Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
o Implement PolyOne’s, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on PolyOne resources invested.
o Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
o Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
o Create and maintain CRM data and sales statistics as required.
• Other duties as assigned
Education and Experience
• Bachelor’s Degree is required
• 5 years of sales experience, including cold calling and account management.
• 3 years’ experience in supporting the Plastics injection molding or extrusion processes
• 2 years of color experience in liquid or masterbatch technologies.
• Proficient in Microsoft business software