What are the responsibilities and job description for the Account Manager position at Chemsolv, Inc.?
Founded in 1979, Chemsolv, Inc, based in Roanoke, Virginia, is well established as one of the largest chemical distributors in the United States. The company has branch facilities in Colonial Heights, Virginia; Piney Flats, Tennessee; and Rock Hill, South Carolina. Chemsolv, Inc. has consistently been ranked in the Top 100 Chemical Distributors as published by Purchasing Magazine. Chemsolv represents over 100 manufacturers of industrial chemicals, silicones, solvents, lubricants, metalworking fluids, and other specialty products, all of which are supported by a commitment to continuous improvement in its operating practices. The company is a member of the Alliance for Chemical Distribution, which administers Responsible Distribution. Chemsolv, Inc. operates a sizable fleet of delivery trucks including box trailers and tankers.
In 2023, with support from OpenGate Capital, we formed Integrity Partners Group (IPG) together with Chemisphere, a Midwest chemical distributor based in St. Louis, Missouri, and Eden Custom Processing in Eden North Carolina. Our goal is to continue giving our customers the personal attention they deserve while growing our capabilities and portfolio through IPG.
Chemsolv offers a competitive benefits package that includes paid time off, medical, dental and vision insurance, 401(k) with employer match, plus more!
Position Summary
The Sales Account Manager is responsible for growing new accounts and managing assigned accounts within a designated territory in the Chemical Distribution Industry. This position focuses on targeting manufacturing companies that require the company's chemical products for their production processes. The individual will develop, execute, and manage sales and profit growth strategies to meet or exceed company objectives.
Essential Duties and Responsibilities of the Account Manager
- Drive new sales growth by opening new accounts and selling deeper into existing customers while promoting the company’s full portfolio of products, services, and capabilities.
- Manage gross profit through effective customer price and margin management that exceeds company targets.
- Commercial Territory Development: Continuously achieve profit, volume, and sales growth targets by executing the company’s short- and long-term strategic plans.
- Conduct face to face customer sales calls and presentations with both prospective and existing accounts to ensure need identification, solutions development, quoting, and long-term relationships development with key decision-makers and influencers.
- Budget Performance Management: Collaborate with the Sales Director and Executive Management to create annual customer budgets. Monitor sales, profit, and volume performance against these budgets, investigate variances, and implement corrective actions as needed.
- Provide ongoing communication across the organization regarding opportunities, RFQs (Request for Quotes), and terms, through effective use of company CRM system along with participation in regularly scheduled phone and on-line meetings.
- Collaborate with the Credit and Finance teams to support timely customer payments within approved terms.
- Analyze profitability, identifying and improving unprofitable products or businesses.
- Manage all commercial customer requests and ensure exceptional customer service.
- Perform other duties as assigned.
Qualifications
To perform this role successfully, the individual must meet the following requirements:
- Proven ability to work as a strong team player with a high work ethic and eagerness to contribute.
- Results-driven with strong business acumen and strategic thinking skills.
- Excellent relationship-building, commercial, and negotiation skills.
- Superior communication and presentation skills.
- Ability to work independently and remain self-motivated.
- Proficient in sales and profit analysis.
- Strong time and resource management skills, with the ability to manage multiple projects and priorities effectively.
- Technology Proficiency: Familiarity with CRM tools and software such as Microsoft Excel, PowerPoint, Word, and Outlook.
Education and Experience
- Bachelor’s degree in business administration, Marketing, or a related field, or equivalent professional experience.
- A minimum of 1-3 years of chemical sales experience, preferably with a distributor and or manufacturer.
Work Environment
This position operates in a professional office or home office environment. This role also requires overnight travel 20%-40% of the time. Standard office equipment, such as computers, phones, photocopiers, filing cabinets, and fax machines, will be routinely used.
Communication Requirements
- Ability to read, analyze, and interpret business periodicals, professional journals, technical documents, and government regulations.
- Skilled in writing reports, business correspondence, and procedure manuals.
- Capable of presenting information effectively and responding to questions from managers, clients, and customers.
Physical Demands
The physical demands described below represent those necessary to successfully perform the essential functions of this role:
- Regularly required to talk and hear.
- Frequently required to stand, walk, use hands to handle or feel objects, and reach with arms and hands.
- May occasionally need to lift or move items up to 25 pounds.
