Location: Avon Lake,OH, USA
Job Summary
The Avient Account Manager is responsible for profitable growth through the commercial management and sales of Avient Specialty Engineered Material rigid and TPE plastic solutions to top manufactures in the Consumer Market. 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. Individual must have the ability to assist customers and Avient account team members in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines. This role requires the individual to perform the function independently with minimal oversight, and effectively interact and influence at the managerial peer level. Up to 60% travel is required.Plastics industry and 5 years prior outside sales experience preferred. The ideal candidate will be located in the Midwest.
Essential Functions
* Profitable revenue growth, including robust new business development within key account base.
* 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, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, and development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling and effective CRM system management.
* Establish, track and close new business targets consistent with short and long-term objectives at designated accounts.
* Develop contact matrix and establish strong relationships with key decision makers and project facilitators
* Prospecting and cold calling
* Establish account development plans and network resources up, down and across both the customer's organization and Avient.
* Develop, execute and manage sales plans, sales budgets, and expense budgets.
* As an individual and sales team member, contributes to the company's planning of both long- and short-term business objectives. This will include periodic and annual sales forecasts, as well as the setting of sales volume goals.
* Deliver the planned results (AOP).
* Exercises discretion and judgment with respect to specific selling activities. These include, but are not limited to, solutions including appropriate product grades to be offered for specific applications and markets; appropriate use of standard product grades versus a custom compounded product and; competitive pricing of products.
* Work collaboratively with other Avient business segments to project a unified One Avient presence when necessary at target accounts
* Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned industry
* Implement Avient's, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on Avient resources invested.
* Create and maintain CRM data and sales statistics as required.
* Manage strategic relationships, cultivate new alliances, and monitor competitive activity
* Works to establish selling strategy/tactics; obtains orders; plans and organizes daily work; calls on existing contacts and prospective contacts; analyzes customer requirements and objectives to recommend Avient product solutions.
* Understand key players, applications, requirements, trends, and needs as well as Avient's potential and share within the consumer industry. Become an industry and product expert to leverage successes across the industry.
* Keeps Sales Manager informed of progress through regular activity reports/communications.
* Executes the growth strategy set by the Sales Manager and Market Manager at account base to deliver growth in focus market segment
* Works with Technical and Customer Service team(s) to ensure customer requirements and satisfaction are met.
* Other duties as assigned.
Education and Experience
* Bachelor's Degree required in Plastics or Polymer Engineering, Business, Chemistry, or related discipline.
* 5+ years sales experience in account management/sales, in manufacturing environment.
Qualifications
* Complex thinking skills in translating customer needs into solutions.
* Technical aptitude.
* Professional presence, including excellent verbal and written communication and presentation skills.
* Broad knowledge of solutions, materials and processing.
* Self-motivated.
* Team player.
* Strong organizational skills required.
* Minimal training and oversight required.
* Works autonomously on a day-to-day basis.
* Strong computer skills, proficiency with MS Word, Excel and PowerPoint.
Competencies
* Each position at Avient focuses on eight Core Competencies as a Leader of Self.
* Additionally, management positions focus on Leadership Competencies as a Leader of Others and/or a Leader of the Business.
* These competencies are designed to drive behavior that will ultimately help our associates excel at their current roles, while supporting individual and career development.
Physical Demands
* Work is in a home office environment
* Valid US driver's license.
* Position will require up to 60% domestic travel
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 and reduce carbon footprint
* Sustainable infrastructure solutions that increase energy efficiency, renewable energy, natural resource conservation and fiber optic / 5G network accessibility
Avient employs approximately 10,000 associates and is certified ACC Responsible Care, a founding member of the Alliance to End Plastic Waste and certified Great Place to Work. For more information, visit www.avient.com.
Why Avient
Avient Corporation is a world-class sustainable organization built on innovation, collaboration, and employee development. We are committed to providing a supportive and dynamic work environment where our diverse associates can grow and succeed, as well positively impacting our planet and the communities we serve. Our Great Place to Work culture, values, and benefits make Avient an employer of choice for top talent.
At Avient, we believe diversity of ideas and backgrounds gives us the creativity to be successful in a rapidly changing world. In support of this, we stress equality of opportunity for all qualified individuals in accordance with applicable laws. Decisions on hiring, promotion, development, compensation or advancement are based solely on a person's qualifications, abilities, experience and performance.
Avient Corporation is a drug free workplace. Avient is an equal opportunity employer. We maintain a policy of non-discrimination in providing equal employment to all qualified employees and candidates regardless of race, sex, sexual orientation, gender identity, age, color, religion, national origin, disability, genetic information, protected veteran's status, or other legally protected classification in accordance with applicable federal, state and local law.