Account Manager - Michigan

DESCRIPTION:
Avient Corporation (NYSE: AVNT), with 2021 revenues of $4.8 billion, provides specialized and sustainable material solutions that transform customer challenges into opportunities, bringing new products to life for a better world. Examples include:

• Barrier technologies that preserve the shelf-life and quality of food, beverages, medicine and other perishable goods through high-performance materials
• Light-weighting solutions that replace heavier traditional materials which can improve fuel efficiency in all modes of transportation
• Breakthrough technologies that minimize wastewater and improve the recyclability of materials and packaging across a spectrum of end uses

Avient employs approximately 8,400 associates and is certified ACC Responsible Care®, a founding member of the Alliance to End Plastic Waste and certified Great Place to Work®. For more information, visit www.avient.com.
WHY AVIENT:
At Avient, we strive for a culture of trust and engagement. Our associates are leading company initiatives such as Lead by Women, HYPE (Harnessing Young Professional Energy), Pride at Avient and Embrace to advance diversity in professional and personal development. We also provide our associates with robust development programs such as Avient Academy, Lean Six Sigma, and various leadership workshops to allow for career growth in a variety of ways. With workplace flexibility, health and wellness programs, casual dress days, and paid time off for community service, we are committed to building upon our positive momentum.
At Avient, we believe diversity of ideas and backgrounds gives us the creativity to be successful in a rapidly changing world. In support of this, we stress equality of opportunity for all qualified individuals in accordance with applicable laws. Decisions in hiring, promotion, development, compensation and advancement are based upon non-discriminatory factors such as, for example, qualifications, abilities, experience, and performance.
Job Summary
The Account Manager for the Color North America business is responsible for developing profitable growth. The primary focus will be the development of current and target customers based upon a specialized platform and support team. Includes forecasting annual objectives for sales, margins and volume growth. Expectations include the ability to sell at all levels of management and build relationships that ensure that Avient will continue to get the first and last look. The incumbent must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines. This role requires the individual to perform the function independently with limited direction and oversight and effectively interact and influence at the managerial peer level. The territory for this role is defined as the Midwest with a specific focus on Michigan. This is a home office position with significant travel required (75%).
Essential Functions

• Profitable revenue growth, including robust new business development.
• Achieve stated gross margin targets as a percentage of sales.
• Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, and development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
• Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
• Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
• Prospecting and cold calling.
• Develop, execute and manage sales plans, sales budgets, and expense budgets.
• Establish account development plans and network resources up, down and across both the customer's organization and Avient.
• Deliver the planned results (AOP).
• Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.
• Understand key players, applications, requirements, trends, and needs as well as Avient's potential and share within the targeted industry. Become an industry and product expert to leverage successes across the industry.
• Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
• Establish a linkage between the customer's business strategy and Avient's capabilities.
• Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
• Implement Avient's, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on Avient resources invested.
• Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
• Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.
• Manage strategic relationships, cultivate new alliances, and monitor competitive activity.

• Create and maintain CRM data and sales statistics as required

• Other duties as assigned

QUALIFICATIONS:
Education and Experience

• Bachelor's Degree in Business Administration, Sales, Marketing, Communications, or related field.
• 5-10 years sales experience preferably in the plastics, chemicals, materials industry.

Competencies

• Each position at Avient focuses on eight Core Competencies as a Leader of Self. Additionally, management positions focus on Leadership Competencies as a Leader of Others and/or a Leader of the Business. These competencies are designed to drive behavior that will ultimately help our associates excel at their current roles, while supporting individual and career development. Key competencies for this role include:
  • Customer Focus
  • Action Oriented
  • Collaboration
  • Being Resilient
  • Situational Adaptability

Avient Corporation is a drug free workplace. Avient is an equal opportunity employer. We maintain a policy of non-discrimination in providing equal employment to all qualified employees and candidates regardless of race, sex, sexual orientation, gender identity, age, color, religion, national origin, disability, genetic information, protected veteran's status, or other legally protected classification in accordance with applicable federal, state and local law.
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