Account Manager

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Organizational Description

Azelis is North America’s leading specialty chemical distributor serving multiple markets including; CASE, Construction, Care, Lubricants, Agriculture and Pharma.  Azelis CARE made up of four operating entities, is the leading North America distributor of specialty ingredients to manufacturers in the Personal Care, Cosmetics, and Household, Industrial and Institutional Cleaning markets. 

Position Summary

The Account Manager has the responsibility for the customer base in the North East including accounts in New Jersey, Pennsylvania Delaware and Maryland.  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

Position Requirements

• Undergraduate degree required – Graduate degree preferred.  Chemistry or science degrees preferred (or experience equivalent) but not required.
• Minimum of 3 years of industry 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

Reports To  

Regional Sales Manager

Areas of Responsibility

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

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.