Industry Account Manager

, CA, United States

At Greene, Tweed, you'll find the cutting-edge technology, world-class polymer expertise and endless advancement opportunities you'd expect from a multi-national industry leader. You'll find them all in an environment that embraces diversity in people and opinions, moves decision making to the point of impact, and celebrates your success.

If you enjoy continuous learning and are excited about working with and creating technological solutions, explore career opportunities with Greene, Tweed.

This Strategic Account Manager shall be responsible for developing strategy and leading all GT activities and relationships for the respective assigned account on a global basis. They will maintain an emphasis on SOM gain and SAM expansion opportunities. A successful individual will foster and use relationships (at all levels, from rank and file to C-Suite) to understand the industry and the accounts' business, ensuring the voice of customer drives action and responsiveness. In collaboration with Regional Sales Management and the Industry Director, this individual will develop and execute strategic selling and long-term business development plans, and support, and lead the global account teams.

Core Expectations & Responsibilities :

Revenue & Profitability: Aggressively expand revenue above market growth rates while managing price, volume, and mix to achieve favorable profitability.

Strategic Planning & Execution: Create, communicate, and mobilize company-wide support for a forward-looking strategic plan for the account. Ensuring BU and functional alignment to support tactical execution.

Health & Performance Mgmt: Actively monitor customer satisfaction and loyalty measures while deploying improvement measures.

Global Sales Alignment: Execute quarterly, account plan review and collaboration w/ extended sales team. Direct engagement and solicit support requirements.

Maintain Global Sales Pipeline: Track growth opportunities on a worldwide basis. Assist tactical sales teams in development and/or monitoring of opportunity timelines for performance to requirements, schedule and cost. Ensure the timely and successful delivery of our solutions according to customer needs and objectives.

Relationship Building: Cultivate and expand relationships higher and wider into adjacent customer divisions / BU's.

Customer Centricity: Exhibits intense customer advocacy within GT and ensures all BU and functional discussions are centered on the VOC.

Value Creation: Cultivate deep understanding of customer strategy and GT's value proposition to the account. Ensure continued review and collaboration to align customer & GT technology roadmaps.

Expansion: Aggressively pursue share expansion through new & existing applications and new customer Divisions / BU's.

Leadership Engagement: Seek opportunities for high level customer engagement. Deploy GT executives in meaningful, value-added engagements in support of global plan.

Leverage Supporting Teams: Partner with internal resources/champions to drive strategy and success at respective account. This could include Corporate Leadership, Product Management, Marketing, Engineering, Manufacturing, R&D, Quality, Supply Chain and Finance as appropriate.

Contract Management: Negotiate/provide guidance on master agreements including contract pricing, terms, and other elements to create long term alignment and growth.

Required Minimum Qualifications

Education/Certifications: Bachelor's degree strongly preferred, or equivalent experience.

Skills and Experience:

Minimum of 10 years Account Manager/Outside Sales experience. Experience in industry/relevant product lines strongly preferred.

Ability to successfully influence without formal authority required.

Demonstrates a professional and assertive work style, exhibiting exceptional communication skills, both verbal and written, while embodying the grit and fortitude to overcome challenges with determination.

Deal comfortably with senior executives; understands how top executives think and process; can determine the best way to get things done with executives by talking their language and responding to their needs; can craft approaches likely to be seen as appropriate and positive; can present bad news to top management without undue tension and nervousness

Understands strategic selling process and relevant tools/processes (SWOT, value-based pricing/selling, cost estimating process).

Demonstrated ability to work effectively with a diverse, global team to develop a sales strategy and successfully penetrate the industry.

Technical Knowledge - must have the capability to understand the technical applications of our products and represent products positively.

Cross Functional Collaboration - Able to work effectively in a matrix organization. Demonstrated collaborative skills to inspire others to assist in endeavors.

Excellent listening, negotiation and presentation skills

Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization,

Proficiency in Microsoft Office applications, SFDC, and other technology relevant to the task at hand.

Experience in delivering client-focused solutions based on customer needs

Able to work well in a team environment. Team leadership capabilities must be able to work effectively with a diverse multi-functional team of technical and sales professional to meet the goals related to specific products either currently available or being developed.

Able to make decisions consistent with business vision

Able to work effectively in a matrix organization. Demonstrated collaborative skills to inspire others to assist in endeavors.

Cultural knowledge, cognizance and understanding of acceptable behavioral practices and cultural differences in the business and social environment.

Ability to travel 50-70% of time (domestic and international), including valid driver’s license

Job Environment :

Physical Requirements:

Standing Frequently (46-100%)

Sitting Frequently (46-100%)

Lifting Up to 25lbs without assistance

Carrying Up to 15lbs without assistance

Walking Frequently (46-100%)

Hearing Ability to detect noises with or without corrective device(s)

Vision Clarity of vision, with or without corrective lenses

Note: This Job Description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by the Supervisor. All requirements are subject to change and updates.

The referenced salary range is based on the Company's good faith belief at the time of posting and any applicable collective bargaining agreements. Actual compensation may vary based on factors such as geographic location, work experience, market conditions, education/training and skill level.

We also provide eligible employees with a competitive benefits package that includes health insurance, flexible spending accounts, health savings account, 401k savings plan, life and disability insurance, tuition assistance and more, to meet the diverse needs of all employees and their family members.

Equal Opportunity Employer:

Greene, Tweed is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, physical or mental disability, veteran status, or any other federally protected class.

Drug Free Workplace:

Greene, Tweed is a Drug Free Workplace. Employment is contingent upon successful completion of a pre-employment drug screening and background investigation subject to federal, state, and local laws.

NOTE: Greene, Tweed is not seeking assistance or accepting unsolicited resumes from search firms for employment opportunities, unless they have a written agreement for the position they are contacting us about. Regardless of past practice, all resumes submitted by search firms to any employee at GT without a valid written search agreement in place for that position will be deemed the sole property of Greene, Tweed, and no fee will be paid in the event the candidate is hired by Greene, Tweed as a result of the referral or through other means.

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