Manager, Business Development

ABOUT AVIENT:

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 as 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. 

General Summary:

The Business Development Manager is responsible for target build and closure through market development. Accountability will center on margin and relationship building but will include prospecting forecasting, achievement of sales objectives and directing activities across functional groups in support of account goals. 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. Up to 75% travel is required.

Essential Duties and Responsibilities: 

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.
• Develop account relationships, identify opportunities and capture the specification for Avient's products at strategic accounts within assigned geography or industry.
• 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.
• Negotiate pricing and contracts to deliver value and growth.
• 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.
• Establish individual performance standards, goals and objectives - measure and provide feedback.
• Develop written Account Plans for strategic accounts including metrics to define annualized sales potential at each account.
• Develop, execute and manage sales plans and budgets. Manage expenses and report in a timely fashion.
• Manage strategic relationships, cultivate new alliances, and monitor competitive activity.

Scope:

Personnel: Individual contributor.

Budget: None.

Sales Revenue: Territory specific.