Account Executive

Afton Plastics is a quality-driven manufacturer of advanced high-performance thermoplastic shapes and components. We specialize in melt-processible fluoropolymers offering advanced properties such as heat-resistance, stability, low friction, weather-resistance, chemical-resistance, and superior electrical properties. Afton offers a wide variety of sizes in extruded rod and compression-molded sheet, rod, and tube.

We are hiring an experienced Account Executive for our small team in Bloomington. This position is responsible for developing and maintaining long-lasting relationships as the technical liaison for our business-to-business sales. The Account Executive will travel nationwide to meet with our elite customers and partner prospects. The Account Executive coordinates marketing programs, performs economic analysis, price comparisons, and sales evaluations for all customers.

PRINCIPAL ACCOUNTABILITIES:

• Build business relationships with key decision makers and act as technical sales liaison for our existing distribution partners to facilitate continued sales and growth opportunities.
• Develop new sales opportunities by researching and identifying potential accounts, soliciting new accounts, building rapport, providing technical material information, and preparing quotes.
• Facilitate programs to gather requirements and features from customers to augment sales, product management support, and business partnerships as needed.
• Communicate in a professional and effective manner with all new and existing customers through, but not limited to, phone calls, email, mailings, and person-to-person opportunities. Explain technical information to customers in a way that is easily understandable.
• Achieve and/or exceed monthly sales and profit projections in accordance with the Company’s business model. Prepare sales forecast for the Company’s next fiscal year as requested by management.
• Develop marketing materials (website content, product literature, line card, etc.) with support from the Communications team.
• Provide competitive market information to support selling strategies. Benchmark competition’s pricing positions, websites, product literature and other programs offered.
• Adhere to and promote all Company standards and policies, including the specific objectives of the Company’s ISO Metrics with all functional departments of the Company to ensure quality, service, and delivery of sales orders.
• Effectively manage customer complaints, utilizing support from other departments when required, to arrive at a favorable conclusion for all parties.
• Plan, organize and execute sales meetings to review prospective business quotations, projects and continuous improvement requirements. Technical sales presentations may be necessary to educate customers that are new to the industry.
• Meet regularly with the General Manager to discuss upcoming sales travel. Then, review written sales call reports, detailing customer information and activities.
• Represent the Company at conventions and tradeshows and facilitate sales meetings, as necessary.
• Review quote report weekly and initiate follow up communication to identify sales opportunities or improve on reasons for lost business. Report customer feedback to management.
• Analyze sales and inventory movements to determine appropriate safety stock requirements on products.
• Maintain up-to-date awareness of company initiatives, product specifications and current industry trends.
• Perform other projects as assigned by management.

KNOWLEDGE, SKILLS, AND ABILITIES:

• Able to create a clear vision and think strategically.
• Exhibits high credibility and trustworthiness to co-workers, customers and to the Company.
• Highly effective negotiation, oral and written communication, and critical listening skills.
• Ability to close deals and move sales strategy forward to a successful outcome.
• Motivate and lead colleagues to grow professionally and continuously improve the Company’s quality and competitive position.
• Ability to comprehend the Company's products, product specifications and production processes.
• Knowledge of market and industry trends, competitors, and leading customer strategies.
• Strong organization, attention to detail and ability to manage multiple tasks.
• Consistent and effective decision making and problem-solving skills.
• Tenacity in overcoming obstacles while maintaining productive and positive working relationships.
• Strong process and project management skills.
• Familiarity with ERP/materials management processes and systems.
• Proficient in Microsoft Office applications and the capacity to learn new systems.
• Knowledge of basic accounting functions.

Education and Experience

Required:

• B.S. degree in Business, Marketing, or STEM discipline.
• 5+ years of successful sales experience in a manufacturing environment.
• Proven track record in profitable sales development/account growth.
• Ability to travel nationally up to 25% of the time annually.

Preferred:

• Previous work experience in a plastics manufacturing or distribution environment.