Sales Account Manager

The Sales Account Manager (SAM) is responsible for managing and growing sales as well as all sales related activities for the sealing business of Integrated Performance Solution (IPS) in Americas, TekniPlex Consumer Products. The individual in this role is responsible for key strategic accounts’ profitable growth through the development of new business, innovation, relationship building while maximizing sales and profitability, including but not limited to being responsible for managing all aspects of the customer in order to ensure the highest levels of customer satisfaction are achieved. The individual in this role will have/develop a detailed knowledge of IPS Americas product lines.  The SAM will leverage this knowledge to differentiate sealing offerings to provide added value solutions, while strategically managing customers to drive higher level relationships and resulting growth.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

1. Deliver sales and EBITDA results growth at or above budget. Set financial targets including but not limited to forecasts, GM, inventory. Track performance and analyze sales data by customers, products, product group. Monitor key indicators that impact sales and profitability.
2. Develop new markets through increasing sales of existing products or development of new products within the company’s strategy and capabilities.
3. Maintain intimate knowledge of our markets, opportunities, competition, and other risk factors and effectively communicate them to the management.
4. Develop and maintains account plans for key strategic customers to identify and deliver strategic objectives that enhance the customer’s and TekniPlex’s relationship.
5. Develop an understanding of the customer, to include their strategic plans, business state and gaps, organization, processes, etc., and generates/contributes to the fulfillment of solutions that leverage Tekni’s capabilities and/or potential capabilities. Identifies, develops and wins specific business-development opportunities with the customer account. 
6. Appropriately adopt/apply the Tekni Sales Management Operating System (processes, methodology, and systems) to develop plans, manage opportunities and enhance one’s skills.
7. Develop deep, broad and long-term relationships within the customer (particularly with senior executives) and progressively improves the strength of these relationship through results delivery and partnership behavior
8. Responsible for understanding full range of products and capabilities, as well as entire supply chain to support product delivery to customer, including understanding competitors’ products/services in order to position our differentiated solutions.
9. Effectively communicate and closely collaborate with manufacturing to facilitate mutual understanding of customer technical needs and manufacturing capabilities.
10. Work well in cross-functional team within Tekni and with customers to drive joint projects, troubleshoot customer problems, offer appropriate solution, conflict resolution, continuous improvement and best in class services to customer for profitable growth.
11. Work closely with R&D team, provide feedback to R&D on detailed customer needs to drive new product development, driving customer-specific projects and innovation.
12. Negotiate supply contracts, quality agreements, P.O.’s, Non-Disclosure Agreements, Joint Development Agreements, etc., as required, including terms and conditions (T&C’s), product specifications, scope of supply requirements, and pricing.
13. Attend trade shows, and develop publications with Marketing and (Global Innovation Center) GIC to advance industry knowledge and customer knowledge as needed.
14. Other related duties may be assigned.

QUALIFICATIONS:

• Education:

• Bachelor’s Degree in engineering, business, or related discipline is required.

• Experience:

• Three (3) or more year’s full-time experience in sales, business development and/or marketing required, experience the packaging industry preferred.
• Proven track record of growing sales profitably.
• Experience in commercializing new products and services preferred.

• Skills:
  • Excellent interpersonal communication, verbally and in writing, with a diverse range of people; analyzing and independently solving a variety of difficult situations and problems; occasionally working long irregular hours under pressure.
  • Advanced business, technical and financial acumen, to include pricing and forecasting.
  • Sound judgment and decision making skills, to include the ability to effectively research, plan, and resolve complex situations through multiple scenarios/solutions.
  • Demonstrated computer