Senior Strategic Account Manager

Strategic Account Manager, Sr. – General Transportation / Distribution

SITUATION IN ORGANISATION

Reports directly to the Durable Goods National Sales Leader - General Transportation, Bostik Inc., and will interact with Business Directors of Assembly, Mobility and Engineering Adhesives and with R&D, PLM, Business Development, Technical Service, and other commercial team members on a regular basis to achieve objectives.

JOB DIMENSIONS

• Proven leader with in-depth industry experience and passion to win with exceptional project management skills, a record of contributing to high performance teams and developing outstanding relationships with internal and external customers
• Drive growth by developing sales processes from lead generation to closing business. Support or develop Strategic Account Management activities
• Manage budgeting and sales planning
• Execute strategic plans outlined by the Market Managers (Regional and Global), and approved by applicable National Sales Leader and/or Commercial Director
• Build initiatives to drive profitable growth to achieve annual budget set in collaboration with the global management team
• Work closely with market teams to focus on chosen technology/market combinations that will maximize additional sales.
• Establish financial goals, establish roles & responsibilities, monitor financial performance
• Responsible for product / account budget targets (sales and margins)
• Manage significant cross-process collaboration
• Practice Safe work habits in accordance with OSHA, EPA guidelines, and Bostik specific EHS expectations

ACTIVITIES

Support existing contracts and product offerings while building strategy to guide and support future negotiation, driving existing projects to completion, driving excellence in customer service/scorecard levels, and continually seeking opportunities to align on long term product road maps

Build strategy for future multiyear contracts or product expansions by collaborating across / within Arkema / Bostik businesses and functions, understanding customer motivation, and reaching agreement

Manage and develop dedicated account support while collaborating with shared resources to execute on growth strategy, share capture and cost savings projects, and in support of customer operations

Analyze customer history, data and the market to optimize forecast accuracy

Act to control inventory positions and accounts receivable

Engage with R&D, legal and other departments as needed to complete technical and commercial specifications, product testing, agreements, contracts or other documentation

Oversee delivery of sales quotes to customers and ensure adherence to pricing strategy defined by business

Attend product training while committing to self-study to enhance product and industry knowledge

Develop and implement a product strategy that will identify changes in industry and competitive pressures

Develop strategic initiatives that will help maximize profitable growth in order to achieve annual budget objectives

Work closely with market teams (MST) to focus on chosen technology/market combinations

Manage significant cross-process collaboration

Timely response to Business Team or Sales Leadership requests for critical information

CONTEXT AND ENVIRONMENT

Must be willing to travel extensively. Up to 50% travel

Must have a mind set for driving results and entrepreneurial spirit

Must have exceptional project management skills, a record of contributing to high performance teams and developing outstanding relationships with internal and external customers

Must have a strong work ethic with relentless passion for success

Must have a teachable spirit and thirst to learn while inspiring direct reports to cultivate similar competencies

Must have a strong sense of resiliency and urgency

ACCOUNTABILITIES
Execute strategic plan through collaboration with various functions within IA to partner for success

Accountable for maximizing ROI and EBIDTA

Accountable for supporting top line distribution sales revenue and interacting as key member of highly effective Distribution sales leadership

Provide and support a safe work environment with a strong sense of continuous improvement

Act with a high sense of professionalism, compassion, and accountability

QUALIFICATIONS / EXPERIENCE REQUIRED

• Bachelors degree, Technical degree preferred
• 10 + years experience managing industrial accounts. Distribution management experience preferred
• Strong customer orientation with ability to build executive level relationships
• Successful experience building a go-to-market strategy and sales plan with proven track record of profitable growth
• Ability to work in a self-directed, hands-on environment
• Exceptional interpersonal, communication, listening, analytical, organizational, and presentation skills
• Ability to work independently as well as in a team with demonstrated ability to work cross-functionally in collaborative style
• Strong computer skills (Word, Excel, PowerPoint, Salesforce.com)
• Ability to travel 50 % of the time
• Must have positive attitude with passion to win business in dynamic environment
• Must exhibit a strong sense of reasoning, analytics and problem solving