Global Key Account Manager

PolyOne   •  

San Francisco, CA

5 - 7 years

Posted 267 days ago

This job is no longer available.

Essential Duties & Responsibilities
• Profitable revenue growth, including robust new business development.
• Achieve stated gross margin targets as a percentage of sales.
• Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools..
• Deliver year-over-year growth in Operating Income and Sales. Must have a proven track record of growing a business.
• Create an environment where a highly motivated, engaged team of Sales professionals thrive.
• Ability to coach, mentor and develop direct reports is a key aspect of this position.
• Develop a highly productive relationships with key customers, suppliers and internal contacts is essential.
• Demonstrate strong business acumen to manage a P&L, working capital, profitability, etc. Must be experienced in developing a budget, operating plan and goals for sellers and technical representatives that align & ensure delivery of the annual operating plan commitments. Development of short- and long-term sales forecasts for product lines and markets and preparation the business plan, strategy, and implementation of a successful business plan annually.
• Perform market share analysis and preparation of recommendations for increasing market share.
• Maintain first-hand knowledge of technology changes, material development and market place conditions; makes presentations at sales meetings.
• Serve as a member of the Commercial Leadership team in meetings and working on projects across the Division.
• Develop and execute global account strategies in concert with PolyOne strategic marketing and sales objectives.
• Gain or increase sales at assigned accounts.
• Establish and direct Platinum Account teams (sales, operations and technical personnel) as necessary to achieve established goals and strategic business plans.
• Understand customer buying cycles, customer supplier relationships at all management levels and customer “fields of play” at assigned Platinum Accounts.
• Prepare and present sales and technical information for customers.
• Conduct annual performance reviews with assigned Platinum Accounts/PolyOne management.
• Establish buying influences, budgets and purchasing criteria for assigned accounts.
• Resolve customer issues/problems.
• Develop and maintain updated customer account profiles, B2B sales projects and Lab Resource Requests.
• Conduct internal blue sheet sessions on top opportunities.
• Utilize Strategic selling concepts in day-to-day sales management including conducting appropriate blue sheet sessions with appropriate internal personnel.
• Act as leader and role model to others within sales organization.

Required Skills and Experience
• Minimum 5 years relevant experience with a preference for Engineered Materials experience
• University degree in Polymer Chemistry or Mechanical Engineering; Business degree an asset
• Well-developed time management skills
• Self-starter with ability to deliver results in a matrix organization
• Ability to balance tactical and strategic objectives
• Strong problem solver with analytical decision making capability
• Strong communication, negotiation and influencing skills
• Strong relationship management, facilitation and collaboration skills
• SAP and SalesForce.comexperience an asset

18000144