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Sales
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19001077 Requisition #
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PolyOne Corporation (NYSE:POL), is an award-winning workplace because of the value we place on our people and their contributions through, recognition programs, competitive pay, community involvement, and opportunities to grow professionally and personally. We have a proven track record of promoting from within by providing professional development opportunities. 


We are a $3.3 billion world-class, global provider of polymer solutions with our materials used in everyday products ranging from sports equipment to medical devices to electronics and more. With approximately 6,000 global associates and 60+ facilities around the world, we collaborate closely with our customers to deliver innovative products and services. If you like to be challenged in a fast-paced, team environment and to work with top, innovative talent, then PolyOne is the ideal company for you to build a career.

 

Job Summary:

The Account Manager is responsible for developing profitable growth. Primary focus will be development of potential target customers in the Textile Screen Printing industry 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 PolyOne will continue to get the first and last look. Individual must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines. This role requires the individual to perform the function independently with little to no direction and oversight, and effectively interact and influence at the managerial peer level. Up to 75% travel is required mainly in the Mid-Atlantic to New England markets.

Essential Functions

  • The purpose of the Sales Function is to deliver:

  • 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 PolyOne.

  • 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 PolyOne’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 PolyOne’s capabilities.

  • Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.

  • Implement PolyOne’s, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on PolyOne 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. *LI-CB1

Education and Experience

  • Bachelor’s Degree required, preferably in engineering or another technical area of study

  • 7-10 years of plastics industry experience, preferably in the screen printing inks area

Additional Qualifications

  • Strong skills working collaboratively in a matrix organizational structure with the ability to effectively influence virtual teams globally.

  • Proven track record of selling value and penetrating high/wide/deep with the decision makers and influencers in customer organizations that generate profitable growth.

  • Strong performance in commercial excellence tools: strategic account plan development, optimizing the sales funnel, articulating value propositions and creating metrics to demonstrate the value.Ability to read, write, speak and understand English Ability to read, write, speak and understand English

  • Position requires 50-75% local travel and a valid driver’s license with an acceptable driving record.

  • Proficiency in Microsoft Office Suite – Word, Excel, PowerPoint. Experience with SAP is a plus

     

 Essential Functions

  • Each position at PolyOne focuses on 12 competencies in the areas of Personal and Strategic Skills as well Thought Rigor and demonstrating an Action Bias. Each position ties to specific competencies and levels of proficiency which help individuals excel at their current role as well as chart their growth path with the company through our Career Planning process.

     

We offer a competitive salary, incentive and benefit plan to eligible employees. Benefits include medical, dental, vision, life insurance, disability, spending accounts and 401(k).

PolyOne Corporation maintains 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 the state or locality in which a person is employed.

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