Location: Pawtucket,RI, USA
When Alfred Fain founded a small Rhode Island tire store in 1924, at the time no one could have predicted how Teknor Apex would become an international custom compounder sought out by companies around the world. After a nearly hundred-year journey that's carried us through acquisitions and expansion, we now have nine U.S. locations, as well as operations in Belgium, Singapore, Germany, and China.
Throughout this global expansion Teknor has remained a privately held company, and today Fain's grandson sits at the helm, maintaining the family's tradition of fostering deep employee and customer relationships. These relationships are what allow us-together-to deliver customized compound solutions and help our customer's create better products.
Manufacturing is a team sport, and we work together to achieve our goals. ~Jon Fain, Chairman
Join the team behind our custom compounds.
Essential Duties and Responsibilities:
This position will play an integral role as a dedicated member of the Teknor Apex MB&A Commercial Team. This position reports to our Director of Sales and will be responsible for achieving strategic objectives at a select group of global, national, and regional accounts and prospects. The successful candidate will have extensive experience working with various national and regional OEMs and processors across multiple market segments and applications. This position will work extensively and collaboratively across functional areas and with other members of the Teknor Commercial and Business Development Teams, including across value chains and world regions, to achieve successful outcomes for the business and our customers.
KPI Objectives:
* Year over year revenue growth
* Year over year profit growth
* Consistent business development growth through pipeline management
Responsibilities:
* Identifies and qualifies new strategic business opportunities through research of current data and deep knowledge of key customer business.
* Manages existing and new accounts with the primary objective of growing sales and gross profit
* Develops, nurtures, and maintains strong relationships across the breadth and depth of key customer organizations to include executive, commercial, engineering, and manufacturing level key contacts always striving for Higher, Wider, Deeper. Responsible for ensuring similar exposure of key Teknor colleagues into the customer organization.
* Prepares and leads strategic quarterly business reviews and product line reviews relative to key account opportunities.
* Develops agendas for customer meetings, and plans for customer visits
* Lead preparation of contractual agreements related to sales and marketing of our products to key customers and targets.
* Collaborate to develop and implement strategic sales and marketing plans to drive growth.
* Creating and delivering sales and technical presentations to educate and close the customer.
* Demonstrated ability to build trust and relationships.
* Communicates regularly with customers to drive growth plans, resolve open issues, and to provide administrative support as needed.
* Communicates internally regarding strategic goals and objective of customers
* Designs and implements vendor managed programs and other customer value-oriented programs as needed.
* Represents Teknor Apex at trade shows and customer events.
* Demonstrated ability to solve complex customer problems, suggest new strategic direction through innovative programs and or products to benefit customers and enhance their profitability.
* Analytic ability and inductive thinking are required to devise new methods in situations where previously accepted methods have proven inadequate.
* Experienced and comfortable with face-to-face negotiations, managing complex situations, and various other social situations.
* Must have the ability to interpret customer data and create analytics that support value positioning of Teknor Apex solutions.
* Strong oral/written communication skills, presentation skills, organizational skills and time management skills required.
* Collaborative mindset and ability to partner with internal resources across functional areas on behalf of customers and in successful pursuit of EMVC goals.
* Performs additional duties and responsibilities as assigned.
* Travel expectation 50-75%
Education and/or Work Experience Requirements:
* 8-10 years of key account and strategic project management.
* Bachelor's degree required. Technical discipline such as engineering, chemistry, polymer science, etc. valuable and preferred. Industry experience a plus.
* Sales experience with complex accounts and complex selling cycles required. Experience managing complex account up / down / across required.
* Experience with short- and long-term sales planning, forecasting, budgeting, strategic plan design and execution.
* Strong depth and breadth of technical and practical knowledge covering formulation for performance, materials processing, and customer processes.
* Track record of superior performance metrics.