National Strategic Account Manager Job

The National Strategic Account Manager reports to the Americas Business Development Director. The position engages with local & global EA team in regards to Technical Support and coordinates projects with Bostik Inc. in regards to OEM and Distribution. This position has direct access to shared resources: R&D, Legal, Marketing, Technical Support, Analytical and MARCOM

 

Job Dimensions

 

The National Strategic Account Manager will be located in the Mid-West region to support the Engineering Adhesives group.  This person will develop accounts in the Electronics, Medical Device, MRO and other market segments that fit the Engineering Adhesive Technology.  Key responsibilities include:

• Scout & develop new accounts at the OEM and Distribution space
• Expanding into US contract manufacturers and spec in new Engineering adhesives
• Develop, Manager and grow opportunities at the targeted locations
• Develop a strong pipeline of projects through the region
• Potential to grow into KAM role as selected Brand Owner(S)

 

Activities

 

Engineering Adhesives (NA)

• Follow-up on existing leads to qualify and engage with new projects
• Help the Distribution team expand the Engineering Adhesives in to key distributors
• Requires scheduling Born2Bond Academies for training
• Coordinating Webinars to advertise new technology
• Site visits to help promote Bostik
• Develop a sizable pipeline of new projects
• Support the Distribution ESRs with questions and customer visits to promote Bostik
• Manage relationships and expand access to local contract Manufacturers like Flex, Sanmina and Jabel location located across the US
• Map out opportunities for Engineering Adhesives in the US and execute plan to approach targeted customers  
• Coordinate Innovation days at sizable companies to promote Bostik technologies.  This would require pulling resources from other markets in the Durable Good group of Bostik
• Map out targeted corporations to determine the decision makers and influences within the org hierarchy.  Important to find the key adhesives decision maker versus materials leads.
• Collaborate with the marketing team in communicating our value  to customers and developing Bostik materials as needed
• Initiate technical development for adhesive solutions for targeted accounts and/or opportunities
• Clearly document existing and new company approach in SF.com which included building the contacts, opportunities and visit reports
• Develop Market Intel within SF.com as the system comes on line.  This could involve customer material usage information and/or competitive information leaded through discussion
• Develop a sales EA pipeline in SF.com with a target of >$2 Mn in the first year
• Weekly highlights to Business Development Director with minimum quarterly opportunity reviews

 

Strategic market intelligence activities

• Generate deep insights in the regional market structure, needs and trends, through market studies and analysis
• Participate in local market intelligence and competition benchmarking 
• Understand the consumer’s expectations and evolutions directly and through our customers or other “stake holders” (entities that may have influence in the market trends and product choice, like equipment manufacturers, designers etc.)
• Identify unexploited or new applications, new customers and opportunities in the region
• Help set the R&D priorities for new products development and to resolve technical challenges in a timely manner

 

Context and Environment

• New role with Engineering Adhesives Americas to accelerate growth of Bostik Engineering Adhesives Globally
• Strong Growth targets in Engineering Adhesives vs. 2022 representing a factor 3-4 times growth in 3 years.  Many players are in NA Excellent communication and coordination skills required to interact with large number of stakeholders in this highly dynamic market

 

Accountabilities

• Lead Prospecting effort to accelerate growth for targeted markets

 

Qualifications/Experience Required

• Bachelor's degree - technical degree preferred (chemistry, chemical engineering) 
• Technical aptitude 
• Engineering Adhesive experience and dealing with MRO markets a plus
• Entrepreneurial / Resilient spirit and Start-Up mentality as we build this business segment and respond to ever-changing business conditions
• Ability to analyze and structure data for customer and internal presentations
• Comfortable presenting to large groups
• 5+ years experience in territory management.  Consumer Electronics prefe