Account Manager Area North-Spain
🔍 Spain
Job Summary
The role is in charge of the customers of our SEM business located in Galicia, Euskadi, Navarra, La Rioja and Castilla y León.
Primary focus will be development of potential target customers based on a specialization platform. Includes forecasting annual objectives for sales, margins and volume growth. Expectations include the ability to sell at all levels of management and build relationships that ensure Avient will continue to get the first and last look. Being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success. Individual must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines and able to perform the function independently and effectively coach and direct personnel in marketing and other disciplines to achieve results. This individual will be able to influence effectively at the peer level, as well as with the next level of the organization, as a thought leader influencing cross functionally, globally.
Essential Functions
- Profitable revenue growth, including robust new business development.
- Achieve stated gross margin targets as a percentage of sales.
- Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
- Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
- Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
- Prospecting and cold calling.
- Develop, execute and manage sales plans, sales budgets, and expense budgets.
- Establish account development plans and network resources up, down and across both the customer’s organization and Avient.
- Deliver the planned results (AOP).
- Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.
- Understand key players, applications, requirements, trends, and needs as well as Avient’s potential and share within the targeted industry.
- Become an industry and product expert to leverage successes across the industry.
- Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
- Establish a linkage between the customer’s business strategy and Avient’s capabilities.
- Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
- Implement Avient’s, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on Avient resources invested.
- Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
- Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.
- Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
- Create and maintain CRM data and sales statistics as required.
- Other duties as assigned
Education and Experience
- Bachelor’s or Master’s degree in business or Technical discipline (e.g., chemistry, (industrial) engineering).
- 2 to 5 years of experience in a technical or commercial role collaborating with various functions.
Additional Qualifications
- High level of both written and oral communication skills Spanish and English. Other languages will be a plus.
- Marketing excellence: demonstrated depth and breadth across the entire marketing discipline; able to develop broad strategies and drive operational details.
- Able to effectively coach and direct personnel in marketing sub-disciplines to achieve results. Ability to communicate at different levels within the organization
- Microsoft Office Suite proficiency (Excel, Powerpoint)
Competencies
- Personal Skills - Self Confidence
- Personal Skills - Negotiation Skills
- Personal Skills - Assertive
- Personal Skills - Self Motivated
- Personal Skills - Training/Mentoring Others
- Personal Skills - Time/Priority Management
- Personal Skills - Influence
- Software Skills - Microsoft Outlook
- Software Skills - Microsoft Word
- Software Skills - Microsoft Excel
- Personal Skills - Work Independently
- Software Skills - SAP Business Warehouse
- Personal Skills - Work on a Team
- Personal Skills - Organizational Skills
- Software Skills - Microsoft PowerPoint
- Leader of Others - Drives Engagement
- Leader of Others - Courage
- Leader of Others - Values Differences
- Leader of Others - Ensures Accountability
- Leader of Others - Develops TalentLeader of Others - Organizational Savvy
Environmental, Health, Safety, & Security (EHS&S) Requirements
Avient integrates EHS&S into all aspects of our operations. Each position at Avient is responsible for complying with all applicable EHS&S requirements. Additionally, employees and management are responsible for reporting all EHS&S incidents immediately to ensure we keep EHS&S a priority within the organization.
Security includes physical security and cyber security.
Who We Are
Avient Corporation provides specialized and sustainable material solutions that transform customer challenges into opportunities, bringing new products to life for a better world. Examples include:
- Dyneema®, the world’s strongest fiber™, enables unmatched levels of performance and protection for end-use applications, including ballistic personal protection, marine and sustainable infrastructure and outdoor sports
- Unique technologies that improve the recyclability of products and enable recycled content to be incorporated, thus advancing a more circular economy
- Light-weighting solutions that replace heavier traditional materials like metal, glass and wood, which can improve fuel efficiency in all modes of transportation and reduce carbon footprint
- Sustainable infrastructure solutions that increase energy efficiency, renewable energy, natural resource conservation and fiber optic / 5G network accessibility
Avient employs approximately 10,000 associates and is certified ACC Responsible Care®, a founding member of the Alliance to End Plastic Waste and certified Great Place to Work®. For more information, visit www.avient.com.
Why Avient
Avient Corporation is a world-class sustainable organization built on innovation, collaboration, and employee development. We are committed to providing a supportive and dynamic work environment where our diverse associates can grow and succeed, as well positively impacting our planet and the communities we serve. Our Great Place to Work culture, values, and benefits make Avient an employer of choice for top talent.
We believe diversity of ideas and backgrounds gives us the creativity to be successful in a rapidly changing world. In support of this, we stress equality of opportunity for all qualified individuals in accordance with applicable laws. Decisions on hiring, promotion, development, compensation or advancement are based solely on a person’s qualifications, abilities, experience and performance.
Avient Corporation is a drug free workplace. Avient is an equal opportunity employer. We maintain a policy of non-discrimination in providing equal employment to all qualified employees and candidates regardless of race, sex, sexual orientation, gender identity, age, color, religion, national origin, disability, genetic information, protected veteran’s status, or other legally protected classification in accordance with applicable federal, state and local law.