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Strategic Accounts Sales Manager

 

Situation in organisation (enclose a copy of your organisation chart)

Directly reports to the National Sales Director.

Job dimensions

In this position you will directly grow a select group of established and highly successful strategic customer accounts in the Pressure sensitive adhesive tape, graphics and specialty film markets while also identifying new opportunities in current accounts as well as developing new prospects in the market.  You will work in tandem with the Market Segment Team comprising of the Business Directors, Sales Managers, Technical Service, R&D, Business Development, Marketing and Product Line Managers to drive profitable growth through account penetration, pipeline generation and closure of new business.  This role reports directly to the National Sales Director.

Activities

Pressure sensitive adhesive tape, graphics and specialty film markets.

 

• Key Account management – provide appropriate support and touch points for large and medium accounts in the Tape and Specialty market developing relationships with various functions at these complex organizations.
• Navigating these complex organizations through phone conversations, online meetings & onsite visits is key to the success of this position. 
• Form relationships across different functional areas of the customer to confirm supplier value throughout the organization.
• With support from Product Line Manager, monitor price and margin acting in a timely manner to maintain and grow margin
• Outbound pro-active calling to tape and specialty markets to identify new opportunities/applications, initiate sales campaigns, reach decision makers, and collect competitive intelligence.
• Prepare timely, accurate and complete information for CRM reporting – Salesforce.com.
• Oversee sales, communications, and support to a select set of customers where the purchasing process will engage experienced and knowledgeable customer personnel through the sales cycle. 
• Participate in monthly account planning sessions with National Sales Director, Market Segment Team Leaders, and Business Development Managers for strategic planning.
• Work with various cross functional groups within Bostik to ensure a seamless experience for the customer

Strategic market intelligence activities

• Generate deep insights in the market structure, needs and trends, through market studies and analysis
• Participate in local market intelligence and competitive benchmarking 
• Understand the  expectations and evolutions directly through our customers or other “stake holders” (entities that may have influence in the market trends and product choice, like equipment manufacturers, face/liner supplier, etc.)
• Identify new markets, new applications, new customers, and opportunities in the region
• Help set the R&D priorities for new products development and work with technical service to resolve technical challenges in a timely manner

Context and environment

An evolving and competitive marketplace moving away from commodity business to value and technology partnerships with long term key accounts. Driving business through direct channels within this competitive environment.  Provide total value chain solutions

Accountabilities

• Responsible for YOY growth in sales by 5-10%
• Execute strategic plans developed by Sales and Marketing while working collaboratively to meet objectives
• Account ownership from beginning to end.  

• Capture accurate and complete information for CRM reporting –Salesforce.com
• Travel domestically (within North America) will be required for trade shows and customer visits.

• Overnight travel is estimated at to be 40-60% of the time.

Qualifications / experience required

• Bachelor’s Degree in Business, Marketing, or Science related field or equivalent experience.  Technical degree preferred.
• Chemical or adhesive market experience.  Either direct or indirect.  
• Excellent oral and written communication skills with a strong understanding of various communication methods and proper situational use.
• Ability to analyze and structure data for customer and internal presentations
• Min 8 years’ experience in territory management.  Flexible working attitude, understand prioritization and urgency
• Demonstrates proactive thinking and strong problem-solving skills
• Dynamic & Innovative with open and flexible mind-set
• Team spirited and ability to work well in groups
• Must possess a positive, “can do” attitude with an assertive engagement mentality. 
• Excellent negotiation skills
• Must be proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, web-site navigation, and CRM software.