Description

General Summary

Currently, Michelman has a great opportunity available for an Account Manager to join Michelman reporting to the Regional Sales Director for Flexible Packaging. This position can be located in the Cincinnati, but can also work remotely with access to a major airport. You will be accountable for revenue and margin growth of the assigned territory and industry segment. You will be responsible for managing the territory to develop new business opportunities through collaboration with marketing to build a sales pipeline for future growth, as well as lead new products to commercialization.

Primary Responsibilities

• Accountable for territory growth, development of new business opportunities, and maintaining high customer satisfaction

• Penetrate accounts to access decision-makers with a strong value proposition, assess, recognize and qualify opportunities within each account; understand each project’s objectives and the account’s ability to execute, especially as it relates to the accounts position in the Value Chain; drive progress on identified opportunities inside both the account and inside Michelman. Document in SalesForce CRM accordingly

• Develop and document strategies via Miller-Heiman Blue Sheet format, measure effectiveness, and execute course corrections within the territory to ensure it is robust to sustain targeted growth rates

• Development and maintain relationships with internal, external customers and prospects

• Travel regularly to key customers, suppliers, trade shows, and co-suppliers in the value chain to ensure customer needs are met

• Determine and justify the appropriate ways to segment, reach the market; quantify the market potential in partnership with the Regional Sales Director and Marketing

• Identify and map customer leadership roles and align with Michelman Leadership

• Arrange and coordinate effective leadership meetings with the customer and the appropriate Michelman leader.

• Partner with Regional Sales Director to plan and develop strategic direction of sales efforts, inventory management, invoicing, forecasting, special pricing, and volume discounts

• Provide customer volume forecasts via close collaboration with accounts regarding product requirements, seasonality, business trends driven by commercial conditions, etc.

• Inform Michelman of market trends, competitive products, and pricing trends

• Primary liaison between Michelman and any Agents & Distributors in the territory; responsible for coordinating, prioritizing, and managing all Agent & Distributor activities, if applicable

Critical Competencies, Knowledge, Skills, and Abilities

• Proven track record of growth in a territory or industry segment with demonstrated value-based selling skills

• Motivated self-starter with an entrepreneurial spirit

• Ability to understand the value chain for each product category and market

• Skilled at building sales pipelines and moving a prospect through sales funnel to create new business

• Excellent project management, problem solving, organizational, and prioritization skills

• Excellent presentation, written and oral communication skills

• Must be detail-oriented and organized, with the ability to manage 12-24-month development projects with customers

• Be willing and able to work across departments or functional groups where your experience may benefit the organization

• Able to perform financial calculations, create and manage budgets

• Ability to quickly learn Michelman products and specialized business software, including SalesForce.com

Education and Experience

• Bachelor’s degree in a science field such as Chemistry, Engineering or 5+ years' experience in specialty chemicals

• Minimum of 3 years specialty chemical sales experience. 7+ preferred

• Experience selling packaging films/constructions, coatings for Barrier/Oxygen transmission/Heat-seal/ Adhesion promotion, resins or polymers

• Strong knowledge of the packaging market and industry contacts

• Experience in sales with proven record of success orchestrating technical solutions for paper and film packaging applications

• Success bringing existing and new product solutions to solve customer challenges, winning new applications and accounts

Other

• Able to travel approximately 50% of the time by car or plane to visit regional base of customers

• Semi-Frequent visits to Michelman N.A. HQ in Cincinnati, OH

• Able to perform job duties at remote locations such as industrial sites, chemical facilities, customer centers, and other locations

Work Hours

Michelman’s standard work hours for this role are Monday – Friday from 8 am – 5 pm EST.

Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties, and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

About Michelman

Michelman is a global developer and manufacturer of environmentally friendly advanced materials for industry, offering solutions for the coatings, printing & packaging, and industrial manufacturing markets. The company’s surface modifiers, additives, and polymers are used by leading manufacturers around the world to enhance performance attributes and add value in applications including wood and floor care products, metal and industrial coatings, paints, varnishes, inks, fibers, and composites. Michelman is also well-known as an innovator in the development of barrier and functional coatings, as well as digital printing press primers that are used in the production of consumer and industrial packaging and paper products, labels, and commercially printed materials. Michelman serves its customers with production facilities in North America, Europe, and Asia, product development and technical service centers in several major global markets, and a worldwide team of highly trained business development personnel. This role will focus primarily on converters and supply chain partners which are part of the multi-faceted value chain who support brand owners to bring new packaging solutions to the market.

Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves in our focus on our values of integrity, respect, and success. With our dedication to your technical and professional growth in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways. We offer an excellent salary, incentive, and benefits package in a dynamic, empowered team environment.

No phone calls, please. Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.

For more information about Michelman, please visit https://www.michelman.com/.

It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner which will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans