General SummaryWe have an exciting opportunity to join the sales team as an Account Manager for the Printing & Packaging business unit, reporting to the Regional Sales Director, Americas. In this role, you will be accountable for revenue and margin growth of your assigned territory and market segment, developing new business opportunities, and collaborating with marketing and technology teams to build a sales pipeline for future growth and product commercialization.
Primary Responsibilities- Develop and maintain strong customer relationships to ensure customer needs are met and to generate new business. Travel regularly to customers and industry trade shows
- Qualify opportunities within each account based on our value proposition and engagement with key decision makers. Understand the customer's budget and the project's priority within their organization, including resource allocation and timing.
- Develop strategies, measure effectiveness, and articulate course correction with the customer base to achieve targeted growth rates. Accountable for account growth, development of new business opportunities and maintaining high customer satisfaction
- Partner with the Sales Director to plan and develop strategic direction of sales efforts, inventory management, invoicing, forecasting, special pricing, and volume discounts
- Use CRM software to manage the sales pipeline and the full customer lifecycle, from prospecting and tracking interactions to follow-up's and closing the deal. This includes regular maintenance of next steps, expected close date and associated volumes.
- Maintain professional and technical knowledge by reviewing professional publications, establishing personal network and participating in professional societies. Inform Michelman of market trends, competitive products, and pricing trends
- Perform related duties as assigned or as the situation dictates
Critical Competencies, Knowledge, Skills, and Abilities- Consistently models High-Performing Behaviors, including accountability, proactivity, results-orientation, and effective collaboration
- Excellent presentation, written and oral communication skills, along with strong project management and organizational skills to manage and win new business opportunities over a 12-24 month sales cycle
- Ability to negotiate effectively and influence stakeholders to achieve win-win outcomes
- Takes initiative to learn, grow, and unlock potential - both personally and in others
- Anticipates challenges, adapts quickly, and drives continuous improvement
- Ability to develop and implement sales plans that align with business goals
- Understanding of market trends, customer needs, and product offerings to position solutions effectively
- Ability to build, maintain, and grow relationships with clients to drive satisfaction and loyalty
Education and Experience- Bachelor's degree in a science field such as Chemistry, Paper or Packaging preferred
- 5+ years of specialty chemical sales experience
- Deep understanding of formulated coatings for paper, film, and foil substrates, as well as, knowledge of application techniques and equipment
- Experience in web-based converting
- Strong knowledge of the market and industry contacts
- Familiarity with a formalized sales process, such as Miller-Heiman
- Experience with a Value Pricing approach to secure the best prices for our products
- Experience using a variety of systems to manage the territory, including SalesForce, sales forecasting software, Concur, UKG, PowerBI, the Microsoft suite of products, among others
Other- Able to travel up to 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 HoursMichelman's standard work hours for this role are Monday - Friday from 8 am - 5 pm EST. This role could require you to work outside those hours from time to time.
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.
