Account Manager

Job Title: Account Manager Reports To: Regional Sales Manager FLSA Status: Exempt Position Summary: The Account Manager has the responsibility for Glenn’s customer base in the North East, USA. In this capacity the Account Manager’s primary responsibility is to annually grow sales consistent with the organization’s annual sales budget. The Account Manager will be responsible for acquiring a clear understanding and execution of the Company’s business strategy. It is expected that the Account Manager will develop deep relationships with those decision makers and influencer’s within the accounts the Account Manager is charged with managing. Those relationships will be developed via face-to-face visits with the customer/prospect and relating their business and product needs to the solutions the Account Manager has at his/her disposal via the current product or service offering. Key Strengths: A sound understanding of the sales process An established knowledge of the Personal Care market, customer base and supplier community Demonstrated competence as a bench chemist or ability to work with bench chemists Excellent analytical, communication and negotiating skills required Excellent verbal, written communication, interpersonal, and computer skills Thorough understanding of the consultative selling process Essential Duties and Responsibilities: Territory Management: Grow sales in the assigned territory along with increasing the profitability of the territory Develop sales through seeking appointments and visits with both current customers and new prospects Organize the territory’s current customers and prospects by developing a plan for call efficiency Develop knowledge of the product lines that the Company represents in the Personal Care industry so that the Account manager has the ability to make presentations to R&D Make scheduled sales calls at existing accounts to maintain current business and pursue new business at these accounts through R&D departments, manufacturing, and purchasing Properly and effectively manage leads developed by Marketing and Business Development Frequent contact with customers and potential customers on all technical and sales issues Effectively sell, manage and monitor price increases Advise in the configuration and development of new and modified products by helping the customer determine product requirements Accurately communicate customer needs and requirements throughout our organization to ensure excellent customer service Assist, where needed, in resolution of customer service and/or account receivable issues as deemed necessary by the VP Sales, SVP Sales or General Manager Participate in the Company non-conformance process as it relates to customer complaints and/or supplier non-conformance Strategic Thinking/Planning: Carefully and accurately develop opportunities via customer visits and manage those opportunities through the Company’s CRM system. Further, the Account Manager will update the progress of these opportunities via this system on a monthly basis until the first sale of the product. Engage in monthly meetings to review strategies surrounding the customer R&D developed opportunities with the Market Development Manager Develop a thorough understanding of the Company’s proper pipeline management so as to ensure continuous new and reoccurring sales revenue flow for all suppliers in designated territory Report Requirements & Expectations: Responsible for meeting/exceeding revenue and profit targets within Account Manager’s territory Responsible for follow-up on samples, literature, and written communication to customers Meet weekly goals for client/prospect presentations as determined jointly with the VP Sales Accurate and timely reporting of visits and customer activity via CRM system Complete all other projects and reports that VP Sales or management may require Other Responsibilities include (but not limited to): Maintain a clean and safe working environment at all times Understand and adhere to/follow the Azelis Business Management System related department procedures and policies Competencies: To perform the job successfully, an individual should demonstrate the following competencies: Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures. Design - Generates creative solutions; Translates concepts and information into images; Uses feedback to modify designs; Demonstrates attention to detail. Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics. Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others. Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Demonstrates group presentation skills and a good command presence; Participates in meetings. Written Communication - Writes clearly and informatively; Presents numerical data effectively. Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed. Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals. Significant level of experience in running a chemical distribution entity. Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources. Has a strong command of margin optimization opportunities within the operation. Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically. Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses. Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education and Experience: Undergraduate degree in a science is required – Graduate degree preferred. Chemistry or science degrees preferred (or experience equivalent) but not required. Minimum 5 years of industry experience preferred Minimum of 5 years sales experience preferred Actively participate in all appropriate industry associations deemed necessary by the VP of Sales Occasional overnight trips outside the designated sales territory for seminars, training, and conventions Overnight travel within territory as necessary or required – total travel expected 25% Represent Company in industry and professional activities, such as trade shows, seminars etc. Represent Company with the utmost integrity and in a highly professional and polished manner to include proper dress and conduct Effective in training, motivating and managing sales staff in a team environment. Personal qualities which include good presentation and listening skills, a high energy level, results orientation, diplomacy, creativity, perseverance and persistence, as well as the ability to work independently and as a team member. Strong negotiating and communication skills. Physical Demands and Work Environment Characteristics: See attached Job Analysis Form (Exhibit A) for characteristics appropriate to this position. The physical demands and work environment characteristics described in the job analysis form attached to this description are illustrative and representative of those that must be met by an employee to successfully perform the essential functions of this specific position. The omission of any specific statement of duty does not exclude that duty from being a requirement of the position if the work is similar, related or a logical assignment to the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the position requirements and essential functions of this position. The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change. Azelis is a leading global innovation service provider in the specialty chemical and food ingredients industry, present in 63 countries across the globe with over 3,800 employees. Our knowledgeable teams of industry, market and technical experts are each dedicated to a specific market within Life Sciences and Industrial Chemicals. We offer a lateral value chain of complementary products to more than 59,000 customers, supported by 2,700 principal relationships, creating a turnover of €4.1 billion (2022). Azelis Group NV is listed on Euronext Brussels under ticker AZE. Across our extensive network of more than 60 application laboratories, our award-winning staff help develop formulations and provide technical guidance throughout the customers’ product development process. We combine a global market reach with a local footprint to offer a reliable, integrated, and unique digital service to local customers and attractive -business opportunities to principals. Top industry-rated by Sustainalytics, Azelis is a leader in sustainability. We believe in building and nurturing solid, honest and transparent relationships with our people and partners. Impact through ideas. Innovation through formulation. Azelis Americas is an equal opportunity workplace. Individuals seeking employment are considered without regards to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws. You can view the EEOC Know Your Rights poster here. Azelis Americas’ U.S. entities participate in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. If E-Verify cannot confirm that you are authorized to work, Azelis is required to give you written instructions and an opportunity to contact Department of Homeland Security (DHS) or Social Security Administration (SSA) so you can begin to resolve the issue before the employer can take any action against you, including terminating your employment. Employers can only use E-Verify once you have accepted a job offer and completed the Form I-9. Azelis Americas is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans during our application process. If you need assistance or an accommodation due to a disability, contact us at human.resources@azelis.com.