Manager, Key Account
Job Summary
The Key Account Manager works with the most strategic accounts in the Avient portfolio including current accounts as well as target new accounts. This position assumes the overall responsibility for building, maintaining and leveraging executive relationships with strategic accounts that allow Avient to increase customer loyalty, revenue and profitability. 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. This role requires a thought leader with the ability to influence cross functionally, globally. Ability to function independently and effectively coaching matrix personnel in other disciplines and business units to achieve results. Skilled at Customer Centric selling approaches and effectively selling the value of our products and services are also keys to success. Individual must have the ability to assist customers 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 without direction; and effectively interact and influence at the managerial peer level. Up to 75% travel is required.
Essential Functions
- Profitable revenue growth, including robust new business development.
- 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, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
- Delivering year-over-year growth in Operating Income and Sales. Must have a proven track record of growing a business.
- Creating an environment where a highly motivated, engaged team of Sales professionals thrive.
- Ability to coach, mentor and develop direct reports is a key aspect of this position.
- Development of highly productive relationships with key customers, suppliers and internal contacts is essential.
- Demonstrating strong business acumen to manage a P&L, working capital, profitability, etc. Must be experienced in developing a budget, operating plan and goals for sellers and technical representatives that align & ensure delivery of the annual operating plan commitments. Development of short- and long-term sales forecasts for product lines and markets and preparation the business plan, strategy, and implementation of a successful business plan annually.
- Performing market share analysis and preparation of recommendations for increasing market share.
- Maintaining first-hand knowledge of technology changes, material development and market place conditions; makes presentations at sales meetings.
- Serving as a member of the Commercial Leadership team in meetings and working on projects across the Division.
- Develop and execute global account strategies in concert with Avient strategic marketing and sales objectives.
- Gain or increase sales at assigned accounts.
- Establish and direct Platinum Account teams (sales, operations and technical personnel) as necessary to achieve established goals and
- Understand customer buying cycles, customer supplier relationships at all management levels and customer “fields of play” at assigned Platinum Accounts.
- Prepare and present sales and technical information for customers.
- Conduct annual performance reviews with assigned Platinum Accounts/Avient management.
- Establish buying influences, budgets and purchasing criteria for assigned accounts.
- Resolve customer issues/problems.
- Develop and maintain updated customer account profiles, B2B sales projects and Lab Resource Requests.
- Conduct internal blue sheet sessions on top opportunities.
- Utilize Strategic Selling concepts in day-to-day sales management including conducting appropriate blue sheet sessions with appropriate
- Act as leader and role model to others within sales organization.
- Personnel: Individual contributor with ability to matrix globally.
- Budget: None.
- Sales Revenue: Territory specific.
Education and Experience
- Bachelors Degree or Equivalent Experience
- Sales & Customer Service - Strategic Selling Discipline
- Sales & Customer Service - Cold Calling
- Cross Functional - Leadership Experience
- Cross Functional - Global Experience
- Sales & Customer Service - Sales
- Cross Functional - Problem Solving Techniques
- Sales & Customer Service - Account Management
- Sales & Customer Service - Tactical Sales Techniques
- Sales & Customer Service - Large Account Management Skills
- Cross Functional - Managing Direct Reports
- Sales & Customer Service - Product Knowledge
- Cross Functional - Process Improvement
Competencies
- Personal Skills - Self Confidence
- Personal Skills - Negotiation Skills
- Personal Skills - Assertive
- Personal Skills - Self Motivated
- Personal Skills - Training/Mentoring Others
- Personal Skills - Time/Priority Management
- Personal Skills - Influence
- Software Skills - Microsoft Outlook
- Software Skills - Microsoft Word
- Software Skills - Microsoft Excel
- Personal Skills - Work Independently
- Software Skills - SAP Business Warehouse
- Personal Skills - Work on a Team
- Personal Skills - Organizational Skills
- Software Skills - Microsoft PowerPoint
- Leader of Others - Drives Engagement
- Leader of Others - Courage
- Leader of Others - Values Differences
- Leader of Others - Ensures Accountability
- Leader of Others - Develops Talent
- Leader of Others - Organizational Savvy
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.