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Account Specialist

4 weeks ago

Cincinnati, Ohio, United States Michelman Full time
Key Responsibilities

As a successful Account Manager at Michelman, you will be accountable for territory growth, development of new business opportunities at new and existing accounts, while maintaining high customer satisfaction. You will be responsible for managing the account base to develop new business opportunities through collaboration with marketing to build a sales pipeline for future growth, as well as identifying, penetrating and securing business at new customers. You will be part of a team to develop and launch new products, executing the commercial introduction in the market at new and existing accounts to secure new business.

Primary Accountabilities

- Accountable for territory growth, development of new business opportunities at new and existing accounts, while maintaining high customer satisfaction.

- Penetrate accounts to access decision-makers with a strong value proposition; assess, recognize and qualify opportunities within each account; understand each project's objectives and the account's ability to execute, especially as it relates to the accounts position in the Value Chain; drive progress on identified opportunities inside both the account and inside Michelman. Document in SalesForce CRM accordingly.

- Develop and document account and sales opportunity strategies via the Miller-Heiman Gold and Blue Sheet format; measure effectiveness and execute course corrections within the territory to ensure it is robust to sustain targeted growth rates.

- Develop and maintain relationships with internal, external customers and prospects.

- Travel regularly to key customers, prospects, suppliers, trade shows, and co-suppliers in the value chain to ensure customer needs are met.

Requirements

- Minimum of 5 years specialty fibers or composites technical sales experience. 10+ preferred.

- Bachelor’s degree in a science field such as Chemistry or Engineering preferred.

- Experience in sales with proven record of success orchestrating technical solutions for fiber (glass, carbon, others) applications and composites for automotive, industrial, and defense; success selling existing and new product solutions to solve customer challenges, winning new applications and accounts.

- Strong knowledge of the glass/carbon fiber markets, composites, and emerging applications for fiber-based systems along with industry contacts in the value chain.

- Experience selling fiber treatment solutions, composite solutions, and or resins and polymers that are used in fiber-based composites and applications.