Sr. Sales Account Manager - Dispensing

SUMMARY

The Senior Sales Account Manager (SSAM) is responsible for managing and growing sales as well as all sales related activities for the dispensing business of Integrated Performance Solution (IPS) in Americas, TekniPlex Consumer Products. The individual in this role is also responsible for key strategic accounts’ profitable growth through the development of new business, innovation, relationship building while maximizing sales and profitability, including but not limited to being responsible for managing all aspects of the customer in order to ensure the highest levels of customer satisfaction are achieved. The individual in this role will have/develop a detailed knowledge of dispensing product lines. The SSAM will leverage this knowledge to differentiate dispensing offerings to provide value added solutions, while strategically managing customers to drive higher level relationships and resulting growth. EXPERIENCE WITHIN DISPENSING PACKAGING, (TUBES, GASKETS, AEROSOL, ETC.) IS REQUIRED.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

1. Deliver sales and EBITDA results growth at or above budget. Set financial targets including but not limited to forecasts, GM, inventory. Track performance and analyze sales data by customers, products, product group. Monitor key indicators that impact sales and profitability.
2. Develop new markets through increasing sales of existing products and/or development of new products within the company’s strategy and capabilities.
3. Develop comprehensive, multi-year supply proposals, supported by sound financial analysis. This includes proactive, financially based recommendations internally for leadership evaluation.
4. Maintain intimate knowledge of our markets, opportunities, competition, and other risk factors and effectively communicate them to the management.
5. Develop and maintains account plans for key strategic customers to identify and deliver strategic objectives that enhance the customer’s and TekniPlex’s relationship.
6. Develop an understanding of the customer, to include their strategic plans, business state and gaps, organization, processes, etc., and generate/contribute to the fulfillment of solutions that leverage TekniPlex’s capabilities and/or potential capabilities.
7. Identify, develop and win specific business-development opportunities with the customer account. Effectively identify opportunities for cross-selling and growing markets in new applications.
8. Appropriately adopt/apply the TekniPlex Sales Management Operating System (processes, methodology, and systems) to develop plans, manage opportunities and enhance one’s skills.
9. Develop deep, broad and long-term relationships within the customer (particularly with senior executives) and progressively improve the strength of these relationships through results delivery and partnership behavior.
10. Responsible for understanding full range of products and capabilities, as well as entire supply chain to support product delivery to customer, including understanding competitors’ products/services in order to position our differentiated solutions.
11. Effectively communicate and closely collaborate with manufacturing to facilitate mutual understanding of customer technical needs and manufacturing capabilities.
12. Create cross-functional teams within TekniPlex and with customers to drive joint projects, troubleshoot customer problems, offer appropriate solution, conflict resolution, continuous improvement and best in class services to customer for profitable growth.
13. Work closely with R&D team, provide feedback to R&D on detailed customer needs to drive new product development, driving customer-specific projects and innovation.
14. Train and support other team members on products, applications, markets, etc. including Sales Account Managers and Key Account Managers.
15. Negotiate supply contracts, quality agreements, P.O.’s, Non-Disclosure Agreements, Joint Development Agreements, etc., as required, including terms and conditions (T&C’s), product specifications, scope of supply requirements, and pricing.
16. Attend trade shows, and develop publications with Marketing and GTC to advance industry knowledge and customer knowledge as needed.
17. Other related duties may be assigned.

QUALIFICATIONS:

o Education:

• Bachelor’s Degree in engineering, business, or related discipline is required.

o Experience:

• Experience in commercializing new products and services in core and adjacent markets.
• Experience in the packaging industry required within dispensing (tubes, gaskets, aerosol)
• Ten (10) or more year’s full-time experience in sales, business development and/or marketing required.
• Proven track record of growing sales profitably.

o Skills:

• Sound judgment and decision making skills, to include the ability to effectively research, plan, and resolve complex situations through multiple scenarios/solutions.
• Excellent interpersonal communication, verbally and in writing, with a diverse range of people; analyzing and independently solving a variety of difficult situations and problems; occasionally working long irregular hours under pressure.
• Ability to travel up to 50%.
• Advanced business, technical and financial acumen, to include pricing and forecasting.
• Demonstrated computer proficiency, to include MS Office and database management.