Description
General Summary
We have an exciting opportunity to join the sales team as an Account Manager for the Coatings business unit, reporting to the Regional Sales Director, Americas. In this role, you will be accountable for revenue and margin growth of your assigned territory and market segment, developing new business opportunities, and collaborating with marketing and technology teams to build a sales pipeline for future growth and product commercialization.
Primary Responsibilities
Develop and maintain strong customer relationships to ensure customer needs are met and to generate new business. Travel regularly to customers and industry trade shows
Qualify opportunities within each account based on our value proposition and engagement with key decision makers. Understand the customer's budget and the project's priority within their organization, including resource allocation and timing.
Develop strategies, measure effectiveness, and articulate course correction with the customer base to achieve targeted growth rates. Accountable for account growth, development of new business opportunities and maintaining high customer satisfaction
Partner with the Sales Director to plan and develop strategic direction of sales efforts, inventory management, invoicing, forecasting, special pricing, and volume discounts
Use CRM software to manage the sales pipeline and the full customer lifecycle, from prospecting and tracking interactions to follow-up's and closing the deal. This includes regular maintenance of next steps, expected close date and associated volumes.
Maintain professional and technical knowledge by reviewing professional publications, establishing personal network and participating in professional societies. Inform Michelman of market trends, competitive products, and pricing trends
Perform related duties as assigned or as the situation dictates
Critical Competencies, Knowledge, Skills, and Abilities
Consistently models High-Performing Behaviors, including accountability, proactivity, results-orientation, and effective collaboration
Excellent presentation, written and oral communication skills, along with strong project management and organizational skills to manage and win new business opportunities over a 12-24 month sales cycle
Ability to negotiate effectively and influence stakeholders to achieve win-win outcomes
Takes initiative to learn, grow, and unlock potential - both personally and in others
Anticipates challenges, adapts quickly, and drives continuous improvement
Ability to develop and implement sales plans that align with business goals
Understanding of market trends, customer needs, and product offerings to position solutions effectively
Ability to build, maintain, and grow relationships with clients to drive satisfaction and loyalty
Education and Experience
Bachelor's degree in a science field such as Chemistry, Chemical Engineering or Materials Science preferred
5+ years of specialty chemical sales experience
Deep understanding of formulated coating performance requirements, surface modification technology, as well as application techniques.
Experience in web-based converting
Strong knowledge of the market and industry contacts
Familiarity with a formalized sales process, such as Miller-Heiman
Experience with a Value Pricing approach to secure the best prices for our products
Experience using a variety of systems to manage the territory, including SalesForce, sales forecasting software, Concur, UKG, PowerBI, the Microsoft suite of products, among others
Other
Able to travel up to 50% of the time by car or plane to visit regional base of customers
Able to perform job duties at remote locations such as industrial sites, chemical facilities, customer centers, and other locations
Work Hours
Michelman's standard work hours for this role are Monday - Friday from 8 am - 5 pm EST. This role could require you to work outside those hours from time to time.
Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties, and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.
About Michelman
Michelman is a global developer and manufacturer of environmentally friendly advanced materials for industry, offering solutions for the coatings, printing & packaging, and fibers & composites markets. The company's surface modifiers, additives, and polymers are used by leading manufacturers around the world to enhance performance attributes and add value in applications including wood and floor care products, metal and industrial coatings, paints, varnishes, inks, fibers, and composites. Michelman is also well-known as an innovator in the development of barrier and functional coatings, as well as digital printing press primers that are used in the production of consumer and industrial packaging and paper products, labels, and commercially printed materials. Michelman serves its customers with production facilities in North America, Europe, and Asia, product development and technical service centers in several major global markets, and a worldwide team of highly trained business development personnel.
No phone calls, please. Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.
For more information about Michelman, please visit https://www.michelman.com/.
It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner which will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.
For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.
