Corporate Account Manager
The Corporate Account Manager is responsible for driving and maintaining profitable sales growth, demonstrating operational excellence and maintaining delivery of the territory revenue and profit business plan for key corporate clients. The CAM is expected to interface and build critical executive level relationships with these clients for the benefit of long term business. The CAM provides oversight of our CVA and ASA processes and influences local sales teams calling on these clients to assure overall customer satisfaction.
Drive Sales Growth
Leads, develops and defines effective sales strategies that are aligned with Global Marketing, and the Region and Area Managers’ business plans.
Leads, develops, and defines, contingency plans to overcome all obstacles that could interfere with achieving business plan.
Supports sales organization in delivering client satisfaction through influence management.
Executes defined strategy to achieve zero lost business to the competition at assigned corporate clients. Account Sustainability Audits (ASA process) executed at all corporate accounts.
Drives revenue growth, achieving or exceeding business plan for assigned corporate accounts.
Drives corporate account management excellence initiatives, including documented customer delivered value using the CVA (Customer Value Assurance) planning process / tool. Uses documented value delivered to achieve pricing and profitability business objectives.
Routinely travels and communicates with account managers, area managers, and Regional Sales Directors. Interfaces with customers and reviews sales performance, local relationships, and overall account stability.
Develops and owns relationships with senior customer personnel i.e. site mill/plant manager, and corporate executive level.
Consistently communicates sales plans and sales performance to senior business leaders at Solenis and provides timely feedback to Technology and Marketing departments based on client opportunities.
Demonstrate Operational Excellence
Contributes to a strong safety culture and drives to a zero incident culture. Leads by example.
Sets vision and focus for cross functional teams.
Able to influence and help build strong corporate customer account management teams.
Builds a strong corporate customer team atmosphere and culture for success.
Maintains a strong performance coaching culture for talent development for themselves and the corporate customer account management teams, recognizes customer relationship and employee performance issues and acts quickly to correct, and leads and embraces personal skill development for long term high performance, not short term gain.
Drives team best practice process utilization, including SFDC, sales planning, and customer value tools.
Coordinates sales excellence at multi-site corporate accounts for a consistent Solenis brand experience.
Maintain Profitable Growth
Manages revenue vs. plan and gross profit vs. plan.
Consistently manages territory within SG&A budget as a % of sales and gross profit.
Establishes and executes on a price increase strategy for all corporate clients.
Manages initiatives to administer inventories at or below targets.
Drives new innovation technologies for all corporate clients and prospect opportunities to maximize profitability.
Coaches, influences and assists sales teams to deliver exceptional A/R performance verses targets.
Proactively manages corporate client contracts and contract renewals with advantageous terms and conditions.
Avoids corporate client contract bids and RFQ’s with strong documented customer delivered value performance.
Drive for Results
Integrity and Trust
Managing Vision and Purpose
Interpersonal management/ leadership skills
Building Effective Teams
Dealing with Ambiguity
Learning on the Fly
Managing and Measuring Work
Skills and Traits
Proactively identifies and anticipates customer requirements, expectations, and needs
Demonstrates a strong desire to help customers make their business successful
Represents the voice of the customer within the company
Understands the customer’s business and helps them to deliver on their goals and objectives
Demonstrates knowledge and understanding of customer (businesses, strategies, organizational structure, value drivers, products/services, competitive market positions) and relevant industries and markets (economic trends, and value drivers, threats/opportunities, current growth and future potential).
B.S. in Engineering or Science
8-10 years of experience minimum
Proven record of delivering results
Prefer experience in leading a team to achieve team goals, and business plan
Experience with chemical industry is required