General Summary

Currently, Michelman has a great opportunity available for an Account Manager to join Michelman reporting to the Regional Sales Director. This position can be located in the Cincinnati area, but can also work remotely with access to a major airport. You will be accountable for revenue and margin growth in the assigned account base and market segment. 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 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 Responsibilities

• 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
• Determine the appropriate ways to segment and reach the market; quantify the potential within specific accounts and markets in partnership with the Regional Sales Director and Marketing
• Identify and map customer leadership roles and align with Michelman Leadership. Arrange and coordinate effective leadership meetings with the customer and the appropriate Michelman leader focused on developing relationships, deeper account penetration and opportunity development
• Determine strategies needed to secure new business, including supply chain strategies, payment terms, special pricing and volume discounts in collaboration with Regional Sales Director
• Provide customer volume forecasts via close collaboration with accounts regarding product requirements, seasonality, business trends driven by commercial conditions, etc.
• Inform Michelman of market trends, competitive products, and pricing trends
• Manage the relationship between Michelman and any Agents & Distributors in the territory; responsible for coordinating, prioritizing, and managing all Agent & Distributor activities, if applicable

Critical Competencies, Knowledge, Skills, and Abilities

• Proven track record of growth in a territory or industry segment
• Motivated self-starter with an entrepreneurial spirit
• Ability to understand the value chain for each product category and market
• Skilled at building sales pipelines and moving a prospect through sales funnel to create new business
• Excellent project management, problem solving, organizational, and prioritization skills
• Excellent presentation, written and oral communication skills
• Must be detail-oriented and organized, with the ability to manage 12-24 month development projects with customers to successful conclusion
• Be willing and able to work across departments or functional groups where your experience may benefit the organization
• Able to perform financial calculations, create and manage sales budgets
• Ability to quickly learn Michelman products and specialized business software, including SalesForce.com

Education and Experience

• Bachelor’s degree in a science field such as Chemistry or Biology preferred.
• Minimum of 5 years specialty chemical or paper packaging technical sales experience. 10 preferred.
• Experience in sales with proven record of success orchestrating technical solutions for paper packaging applications and paper mills; success selling existing and new product solutions to solve customer challenges, winning new applications and accounts
• Strong knowledge of the paper & packaging markets and industry contacts in the value chain
• Experience selling paper packaging structures, functional coatings for barrier and print properties, oxygen and moisture transmission, heat-seal, surface modification or resins and polymers

Other

• Able to travel approximately 50% of the time by car or plane to visit regional base of customers
• Able to perform job duties at remote locations such as industrial sites, chemical facilities, customer centers, and other locations

Work Hours

Michelman’s standard work hours for this role are Monday – Friday from 8 am – 5 pm EST.

Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties, and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

About Michelman

Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves in our focus on our values of integrity, respect, and success. With our dedication to your technical and professional growth in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways. We offer an excellent salary, incentive, and benefits package in a dynamic, empowered team environment.

No phone calls, please. Michelman does not hire individuals who use tobacco products. All candidates will receive a drug test prior to beginning employment which will include a test for tobacco products.

For more information about Michelman, please visit https://www.michelman.com/.

It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner which will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans