DyStar ยท 2 days ago
Account Manager
Illinois, United States
Full-time
Remote
Mid, Senior Level
5+ years exp
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Responsibilities
Develops and delivers sales goals for each customer in assigned territory, consistent with Product/Market Strategy and at appropriate margin targets.
Primary point of contact for customers in assigned territory, responsible for communicating all DyStar business information and providing information to DyStar Management.
Develops and delivers new business opportunities, finds new customers, converts prospects and leads into customers, maintains and grows existing customer relationships. Achieves overall sales targets for assigned territory.
Sales Territory: Upper Midwest. Drives sales growth of existing and new products in assigned territory. Works with Sales and Business Managers to develop growth plans, including call planning, pre-call planning and monitor needed follow-up. Update information in the Salesforece.com process (i.e. customer setup, opportunities, contacts, call reports, etc.) for assigned territory.
Develops understanding of each customer, industry structure, competitive landscapes, trends, unmet needs, channels to market, etc. Executes pricing strategy of existing products dependent on perceived value. Develops strong relationships with key customers.
Manages all key aspects of sales process: key account planning documentation including customer profiles, ensures regular weekly travel at selected key targets on regular basis, qualifies potential projects before requesting R&D work, works within the sales funnel with constant follow-up tracking project progress towards commercialization, develops pre-call agendas and detailed written post-call reports.
Conducts customer/prospect interviews leading to qualified projects - understands customer priority, unmet needs, detailed customer value proposition, business case, etc.
Develops and uses industry contacts to develop strong relationships with key-decision makers and influencers throughout customers organization.
Consistent follow-up on customer projects, samples, requests, etc.
Communication with customers regarding price increases, product availability, forecasting, accounts receivables, environmental and regulatory needs, credit changes, and any contractual agreements between DyStar and assigned accounts.
Understands and reports monthly on customers, prospects and key opportunities as part of the MOS process.
Is the key interface between R&D and Business Manager for customer management and product development based on existing baseline chemistries. Interfaces with Strategic Marketing, R&D and targeted customers on technology expansion/development.
Develops and makes presentations to customers as needed, works with R&D and Business Managers on content.
Qualification
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Required
Minimum 5+ years of selling experience in the chemical and/or textile industry required.
Proven ability to research territory and qualify new key customer targets.
Experience using travel planning, pre-call planning, key account plans/profiles, post-call reports, pipeline management required.
Must possess excellent organization, prioritization and follow-up skills.
Results oriented, self-starter who works well independently and understands expectations, must be willing to travel 40% - 70%+ of the time when needed.
Must possess basic sales competencies including: business acumen, problem solving, dealing with ambiguity, customer focus, composure, organizational agility, rapport building, etc.
Preferred
BA/BS in Chemistry, Chemical Engineering, Textile Chemistry or Textile Engineering preferred and 3-5+ years of technical sales background.
Company
DyStar
Welcome to DyStar! DyStar is a leading specialty chemical company with a heritage of more than a century in product development and innovation from the textile industry.
1,001-5,000 employees
Funding
Current Stage
Late StageLeadership Team
Eric Hopmann
Chief Executive Officer
Gerald Talhoff
Vice President, Global Manufacturing and Supply Chain
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