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18000925 Requisition #
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The Sr. Account Manager is responsible for developing profitable growth. 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 PolyOne 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. Up to 75% travel is required.

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.

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