SENIOR ACCOUNT MANAGER

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 sellingskills and tools, such as use of scorecards, business reviews, EVEtools,high/wide/deep, 5 warning signs, prospecting & new account calls,development of a robust sales funnel, collecting ARs, avoidance of baddebts, cross selling, and effective CRM system management. * Establish, track, and close new business targets consistent withshort- and long-term objectives at designated accounts within theterritory. * Develop contact matrix and establish strong relationships with keydecision makers and project facilitators. * Prospecting and cold calling. * Develop, execute and manage sales plans, sales budgets, and expensebudgets. * Establish account development plans and network resources up, down andacross both the customer’s organization and PolyOne. * Deliver the planned results (AOP). * Develop account relationships, identify opportunities and captureservice opportunities at strategic accounts within assigned geography orindustry. * Understand key players, applications, requirements, trends, and needsas well as PolyOne’s potential and share within the targeted industry.Become an industry and product expert to leverage successes across theindustry. * Coordinate closely with regional sales teams as well as collaboratingwith the technical area as necessary to accelerate and drive profitablegrowth through solutions selling to targeted accounts. * Establish a linkage between the customer’s business strategy andPolyOne’s capabilities. * Monitor the competition to better understand issues and threats anddevelop plans to eliminate barriers. * Implement PolyOne’s, pricing and market strategies as well as businesspractices. Negotiate customer contracts and value packages to insure anacceptable return on PolyOne resources invested. * Participate in strategy development, help position the business anddevelop the offer. Assist in defining the target markets, andcommercial strategy. * Develop written Account Plans for top three strategic accountsincluding metrics to define annualized sales potential at each account. * Manage strategic relationships, cultivate new alliances, and monitorcompetitive activity. * Create and maintain CRM data and sales statistics as required.