Sales Key Accounts Manager -Wire and Cable

at  GEON Performance Solutions

The Key Accounts Manager is responsible for profitable growth through the commercial management and sales of plastic solutions to industry leaders in the 5G Wire and Cable marketplace in the Canada territory.
Duties include strategic plan development / implementation, achieving annual objectives for sales, margins and volume growth at key customers, while increasing presence and functional interaction within key customers.
Expectations include the ability to communicate and collaborate at all levels of management, build relationships that ensure is viewed as a strategic partner. Individual must have the ability to assist customers and 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 50% travel is required.
Plastics industry and 5 years prior outside sales experience preferred.

EDUCATION AND EXPERIENCE

• Bachelor’s Degree required in Plastics or Polymer Engineering, Business, Chemistry, or related discipline.
• 5+ years B2B sales experience in account management/sales, selling polymer or other components to energy and telecom cable system manufacturers.
• 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.
• Must be in the current territory or willing to relocate to the territory.

• 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 within key accounts.
• Establish account development plans and network resources up, down and across both the customer’s organization.
• 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 business segments to project a unified “One GEON ” presence when necessary at key accounts.
• Prospects within their key accounts by establishing new relationships across the organization that will present new business opportunities.
• Create and maintain CRM data and sales statistics as required.
• 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 product solutions.
• Keeps Sales Leadership informed of progress through regular activity reports/communications.
• Adds customer value by acting as a business consultant to customers’ key management; develops a thorough understanding of customers’ business, overall strategy and operational issues; advises customer on best product(s) to accomplish their objectives; recommends customer pricing, custom solutions, and/or special considerations.
• Works with Technical and Customer Service team(s) to ensure customer requirements and satisfaction are met.
• Delivers the planned results.
• Other duties as assigned.