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Position Overview

The Account Manager is a key contributor within Formerra's European sales organization, responsible for driving sales, margin, and volume growth while managing strategic accounts and developing new business opportunities. Reporting to the European Regional Director, this role partners closely with customers, suppliers, and internal teams to execute growth strategies across a diverse portfolio of products, technologies, and applications. Success in the role requires strong relationship management, commercial acumen, and the ability to influence stakeholders at all levels, supported by proficiency in Salesforce, Tableau, and SAP. Based in Central Europe, the position involves up to 60% travel to support in-person customer engagement, with ongoing training provided to support continued development and performance.

Essential Duties and Responsibilities:

• Drive profitable revenue growth through strategic new business development and expansion of existing accounts.
• Deliver gross margin performance in line with company targets and overall commercial objectives.
• Execute a disciplined, customer-centric sales approach, leveraging established tools (e.g., scorecards, business reviews, EVE, high/wide/deep strategies, and funnel management).
• Identify, develop, and close new business opportunities aligned with long-term growth priorities; maintain accurate and current CRM data.
• Maintain and grow key accounts by proactively assessing customer needs, competitive dynamics, and market opportunities.
• Develop and execute strategic account plans, building relationships across all levels of customer and internal organizations.
• Conduct proactive prospecting, including cold calling, to generate leads and expand market presence.
• Collaborate with marketing and provide feedback on campaigns, resource needs, and emerging opportunities.
• Partner with channel partners to effectively close business in line with customer purchasing requirements.
• Contribute to short- and long-term planning, including monthly and annual forecasts, sales targets, and budget commitments.
• Apply sound commercial judgment in product selection, pricing strategies, and customized solutions to maximize competitiveness and profitability.
• Negotiate pricing and terms to meet margin objectives while supporting strategic account growth.
• Act as a trusted advisor to customer leadership, delivering insights and tailored Formerra solutions.
• Provide regular updates to leadership through activity reporting and ongoing communication.
• Represent Formerra at industry events, trade shows, and customer engagements as needed.
• Collaborate cross-functionally with Technical, Customer Service, and Supply Chain teams to ensure customer satisfaction and fulfillment.
• Recommend enhancements to product and service offerings based on market intelligence and competitive analysis.
• Uphold company policies, including the Code of Conduct and expense management requirements.
• Take ownership of personal development through goal setting and ongoing alignment with leadership.
• Lead with a value-based selling approach, reinforcing Formerra's differentiated value proposition in all customer interactions.

Qualifications:

• Education Requirements:
• Bachelor's degree required, majoring in chemical engineering, polymer engineering, business or related field preferred.
• Experience Requirements:
• 7+ years of applicable polymer and/or technical sales, distribution, or related experience.
• Experience with CRM software, specifically Salesforce, preferred.

Work Environment:

• Physical & Social Setting:
  • Remote: Ability to work independently in a fully remote environment with minimal supervision, demonstrating strong self-motivation and time management.
• Work Conditions:
  • Travel Requirements: Willingness to travel across Europe (or as needed) for client meetings, industry events, or team gatherings.

Skills and Competencies 

• Customer Focus - Dedicated to understanding and consistently meeting customer expectations and requirements.
• Results Orientation - Drives performance and accountability to achieve established goals and business outcomes.
• Relationship Management - Builds and sustains effective relationships with both internal stakeholders and external partners.
• Collaboration & Influence - Demonstrates strong ability to collaborate cross-functionally and influence decisions at all levels.
• Innovation - Thinks creatively, encourages new ideas, and fosters a culture of continuous improvement.
• Business Acumen - Applies a strong understanding of business fundamentals to inform decisions and drive results.
• Analytical & Problem Solving - Evaluates complex situations and makes sound, data-driven decisions with confidence.
• Communication - Demonstrates clear, effective written and verbal communication, with strong listening and influencing skills.
• English Proficiency - Demonstrates fluency in written and spoken English.

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