Sr. Account Executive

The successful candidate will contribute to the growth and profitability of this leading custom manufacturer, who are the leading innovators and trend identifiers in the HBA industry. This individual will give sales support and knowledge to expand sales as well as manage strategic accounts. The successful applicant will focus on acquiring additional revenue streams from existing clientele as well as bringing on new customers by offering our technical innovations in Solid Personal Care Alternative Formats. Reporting to the Executive Vice President of Customer Experience/Chief Revenue Officer, this position is located in the Northeast and will be responsible for contributing to the strategic business direction and opportunities assessment with the Project Management and Business Development Groups.

Key Responsibilities:

Maximize sales and profit within their customer focus area of alternative formats in solid personal care:

• Develop strategy of prospecting and account development through the identification, scouting and progression of opportunities in identified areas of focus as identified by Senior Management.
• Responsible for the quotation, financial justification and contract negotiation and completion of all facets of sales/business development. Independently engage functional area support, as required to complete these responsibilities.
• Demonstrated success in closing large deals without significant management support.
• Conduct and understand market influencers to drive competitive advantage in sectors defined as prime areas of interest. Connects business concepts to generate a winnable strategy.
• Identify, present and champion opportunities and business solutions within Management for evaluation and decision to drive business award.
• Independently search for potential clients; utilize lead generation tools and timely lead follow-up.
• Effectively sell to and communicate with senior executives in assigned accounts.
• Utilize and maintain C2C Bradford’s CRM tool, to track account progress/sales activity.
• Effectively works in team environment to align business goals.
• Interpret, report changing market dynamics in identified sectors to support winnable strategies on business initiatives.
• Customer support for development client and existing projects.
• Must be capable of advocating all chemistry, science and technologies relevant to their Customer Project
• Support internal and external opportunity management negotiations (i.e., pricing, process, resources, timelines, etc.)
• Work in unison with manager to develop and implement processes and procedures to establish clear timelines, meet client requirements, and suggest solutions for obstacles
• Work cross-functionally with internal colleagues to ensure opportunities are qualified and complete solutions are scoped, priced, and scheduled appropriately

The successful candidate is responsible for maintaining a strong relationship with contacts in the accounts they are designated to handle in a bid to create lasting relationships with such clients.

With regards to an organization’s targeted objectives,

1. New product development. Working with customer requests, identifies and coordinates development of new product lines in alternative formats in conjunction with the New Product Development group.
2. Customer Service. Become involved as needed with Bradford’s Customer Service group and Operations group if / when customer’s Service needs are not being met to the customer’s expectations.
3. Sales Forecasting. Provides Sales forecast information to the EVP Business Development in order to build and re-forecast company Sales plans.
4. Complete call reports within 72 hours of a customer visit and provide analytical information as requested periodically by the EVP Bus. Dev.

Requirements:

1. Bachelor’s Degree required in Chemistry or a related science field.
2. Minimum 5 years of experience in a related sales field, specialty chemicals, pharmaceuticals, Beauty, Health
3. Knowledge in Health & Beauty products and/or ingredients is necessary.
4. Experience in managing relationships with key accounts and strategic partners
5. Experience of dealing with customers such as e.g., Estee Lauder, S.C. Johnson, KAO Brands, Pharmaceutical Specialties, Beauty Avenues etc.
6. Excellent computer, particularly Excel and PowerPoint, and presentation skills.
7. Capable of exercising considerable judgment on complex situations requiring creativity and unique ideas.
8. Able to communicate effectively with all management levels. Capable of utilizing diplomacy while negotiating favorable business agreements.
9. Capable of functioning with little supervision and directed by broad guidelines.
10. General knowledge of company policies with specific knowledge of sales and marketing policies.

Working Conditions and Physical Demands:

1. Normal office environment or work from home
2. Exposure to manufacturing environments
3. Travel related environments: car, airplanes, hotels.