Apply on Employer Site

Osterman & Company · 1 month ago

Strategic Account Manager- OEM

Full-time

Onsite

Senior Level, Lead/Staff

10+ years exp

Osterman & Company is seeking a Strategic Account Manager (SAM) responsible for developing relationships with plastic component OEMs. The SAM will engage in prospecting, developing specifications, and leveraging strategic opportunities to position Osterman as a value-added partner, while working closely with local account managers and internal teams to meet sales and margin goals.

Manufacturing

Responsibilities

Develops an understanding of all Osterman products and line card

Has an organized approach to which OEMs to target, an outreach plan, cadence, and ability to overcoming early-stage objections

Coordinates with Regional Sales Managers and Local Account Managers who oversee molders making products that serve a target OEM

Builds comprehension of various resin markets and related feedstock conditions and can articulate them professionally to customers

Understands and implements best practices as defined in the Sales Playbook

Uses Salesforce to engage customers, manage opportunities and log all activity. Review progress regularly with Manager

Conducts a monthly evaluation of performance, activities and needs with Manager

Develops an understanding of potential growth areas within their territory and shares their findings with Manager

Communicates and document issues to accomplish their goals

Presents thorough opportunities to the Product Team including insights on pricing, product parameters, competitive landscapes, incumbent suppliers

Reports all outcomes of negotiations (won or lost) to sales and business Managers

Consistently display the behaviors of the Osterman Business Principles

Qualification

SalesforceTechnical acumenOEM relationship managementBusiness strategyCustomer communicationNetworkingConflict management

Required

Manage Sales Process - effectively communicates, networks, and leverages internal resources to meet customer needs and enhance customer satisfaction. Effectively utilizes Salesforce to manage business opportunities and document customer interactions

Analyze Customer Needs - facilitates the sales process by using questions to obtain information about the customer's business situation/goals, understand the customer's decision-making process, identify areas of customer concern or disagreement, and identify and capitalize on opportunities for business and customer success. Records this information in Salesforce

Influence & Gain Consensus - makes recommendations and proposals leveraging Osterman's resources to capitalize on opportunities for the business and customer success, demonstrates persistence in overcoming resistance or objections, manages conflict, and reaches favorable agreements

Technical Aptitude - Demonstrated technical acumen in the thermoplastics industry, enabling effective collaboration with OEM engineering and design teams to identify optimal material solutions

Business Strategy - understands each business unit's strategy, and their individual role in implementation of that strategy