Job Summary:
Account Manager is responsible for managing the overall sales efforts in their assigned territory to maximize sales and profit. He/she must utilize frequent face- to- face and/or telephone contact in a consultative sales approach to ensure the satisfaction of customer needs. He/she must identify selling opportunities and assertively act upon the opportunities that offer maximum potential and/or gross profit- both with existing customers through cross- and range- selling as well as with new leads. He/she must uphold The company’s core values and focus on customer excellence in all regards every day.
Job Description:
Customer Business Development (55%)
Liaise with relevant stakeholders to create in a timely manner the best solution for the customer and extract maximum value.
Act as major point of contact to customers in assigned territory in all commercial matters.
Frequently conduct customer visits and prepare the meetings using all available tools and reports, coordinate, negotiate and close proposals.
Set strategies and targets for growth of customers in assigned territory (sales plan); align with BU Head.
Identify customer potentials, i.e., opportunities for cross- and range- selling to existing customers.
Meet sales objectives and focus on customer retention as well as improving overall customer satisfaction.
Manage spot business/ rush offers, get support from Commercial Assistant when necessary.
Conduct market studies on potential new product opportunities by contacting customers to gather interest and test market demand.
New customer generation (25%)
Identify and prioritize prospective customers.
Get in contact with prospects and involve relevant stakeholders to nurture leads down the pipeline.
Spot opportunities for launching sales projects.
Sales & General Admin (10%)
Provide regular forecasts of product demand from customers to optimize projected demand requirements.
Update and maintain customer opportunity pipelines and potentials in the CRM system
Complete sales and revenue- related reporting.
Set and maximize prices considering value- based pricing and customer segmentation.
Drive commercial and functional excellence based on guidance/ input from Commercial Excellence Function.
Ensure appropriate data administration and documentation of all business cases in the local CRM system (e.g., post processing of visits, creation of customer projects).
Know- How Management (10%)
Keep up to date with changes and updates in the product portfolio and in the market.
Maintain an up- to- date level of product knowledge, e.g., via training.
Keep up to date on feedstock and upstream developments that impact product price movements.
