Account Manager

7 months ago

Shanghai, China Michelman Full time

Primary Responsibilities

Determine and justify the appropriate ways to segment, reach the market, and quantify the market potential in partnership with the GCN Sales Manager Use CRM software to manage the sales pipeline, drive new product development by active engagement with our Concept to Commercialization process, and forecast future sales accurately to support our Supply Chain teams Develop and maintain relationships with internal, external customers and prospects Travel regularly to attend trade shows and visit key customers, suppliers, and co-suppliers to ensure customer needs are met and to generate new business Assess and recognize the opportunity within each account and evaluate frequency of account visits; Understand each project’s objectives and the accounts ability to commercialize new products Accountable for account growth, development of new business opportunities, and maintaining high customer satisfaction Partner with the GCN Sales Manager to plan and develop strategic direction of sales efforts, inventory management, invoicing, forecasting, special pricing, and volume discounts Inform Michelman of market trends, competitive products, and pricing trends Maintain professional, technical and leadership knowledge by attending educational workshops, reviewing professional publications, establishing personal network and participating in professional societies Increase sales velocity and manage our customer segmentation Assist colleagues with questions/issues within your area of expertise/responsibility Collaborate within a matrixed global environment Deep understanding paper & film packaging market, and good ability to devolop new opportunities through the value chain with good sense of business and value selling concept. Manage key accounts and distributors to aggressively grow the business and understand the end market situation and evolvement. Result driven, sales number commitment, work with GCN Sales Manager to plan and develop strategic direction of sales efforts Know how to convert opportunity to real business with good planning. Recognize the opportunity within each account and determine frequency of account visits. Understand each project’s objective and the account’s ability to commercialize new projects. Act as the primary liaison between Michelman and any Distributors in the Territory. Responsible for coordinating, prioritlzing, and managing all Distributor activities including keeping the Distributors motivated to sell Michelman products.

Critical Competencies, Knowledge, Skills, and Abilities

Familiar with paper & film packaging business, or paper & film manufacturing Strong self-started motivation with an entrepreneurial spirit Skilled at building sales pipelines and moving a prospect through sales funnel to create new business Enthusiastic and knowledgeable about sustainable packaging Excellent problem solving, organizational, and prioritization skills Able to perform financial calculations, create, and manage budgets Good experience in key account management Fluent in oral and written English, good communication and presentation skills

Education and Experience

Bachelor’s degree in a science field such as Chemistry or Biology preferred Deep understanding of formulated coatings for paper, film, and foil substrates, as well as, knowledge of application techniques and equipment Strong knowledge of the market and industry contacts 8+ years working experience with 3+ years in multi-national company experience 5+ years specialty chemical sales experience or 3+ years on specialty chemical new business development experience

Other

Able to travel up to 50% of the time of business travel domestically Able to perform job duties at remote locations such as industrial sites, chemical facilities, customer centers, and other locations

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