Technical Account Manager

Job Summary: 

This position reports directly to General Manager Americas and works in collaboration with a broader team including Customer Service, Supply Chain, R&D (Research & Development), TS&D (Technical Support & Development), Product Management, Marketing and Finance. Travel will be required for the position.

Description of duties and responsibilities:

Account Management (60%)

• Responsible for sales in North & Latin America with focus on USA and Canada in markets including automotive, compounding, construction, packaging, HMA, wire & cable and others.
• Manage existing direct customers and distribution partners, in growing the North American territory as well as increasing presence in LATAM. Achieve annual sales goals based on business strategy
• Build and maintain strong, lasting customer partnerships across purchasing, technical, operational and senior management personnel at customers, to help drive customer purchasing decisions
• Implement a disciplined approach towards maximizing profit margins through pricing, contracts, commercial terms, on-time customer payments, and controlling working capital
• Provide appropriate sales forecasts, capitalize on positive market trends, and plan appropriate fallback options during market contraction
• Develop key account plans, build internal cross-functional alignment, and drive implementation of strategies outlined in the account plans
• Visit customer manufacturing plants, labs, pilot test facilities, to coordinate product trials and qualifications
• Constantly acquire market and competitive intelligence, and bring new ideas around applications, products and differentiated SK solutions, to help grow market share
• Provide monthly progress reports at sales meetings, analyze results, and identify positive highlights to be reinforced or areas for improvement
• Technical Sales Development (30%)
• Build a strong knowledge of the SK specialty product portfolio, including individual products, applications and target markets, to enable recommending appropriate products into market applications
• Initiate and organize meetings with existing and prospective customers, across their technical and purchasing teams, to identify sales opportunities
• Coordinate involvement of internal SK teams including Sales Director, TS&D and R&D, to identify appropriate products and solutions towards converting sales opportunities into commercial success
• Own the opportunity pipeline, update regularly, and proactively review pipeline for robustness and win-rate
• Respond to customer’s requests related to raw material questionnaires, confidentiality agreements and Environmental Health and Safety information
• Participate in conferences and exhibitions to promote SK products and solutions
• Record, report, and address issues of workplace misconduct including, but not limited to acts workplace violence, or harassment, or drug abuse.
• Other Duties and Activities as Assigned (10%)

Education, Experience, and other Requirements:

• Ph.D. in Polymer Sciences (preferred) or Material Sciences or Chemistry. Master's degree in Polymers or Material Science will be considered
• Minimum 3-5 years of experience in external customer sales, preferably in specialty plastics
• Prior technical service experience is a very strong plus
• Expertise in Microsoft Excel and PowerPoint
• Experience working in an international / multi-cultural environment preferred
• Travel required, at least 50% of the time
• Located in the North East, Mid Atlantic or Mid-West, close to a major airport
• Demonstrated Competencies:
• Self-motivated: Passion for solution selling, combining technical new business development aptitude with commercial account management abilities. Ability to work independently and with minimum direction
• Bias for results: sense of urgency in delivering sales volumes, revenues and profit margins
• Disciplined in following up on customer projects (new application opportunities, share capture, new product commercialization, margin expansion)
• Excellent communication skills: oral and written. Ability to listen to and understand customer needs and challenges, and translate into opportunities for SK
• Strategic thinking and problem solving
• Organization skills: Oral and written. To present sales analysis during internal meetings, using Microsoft Excel and PowerPoint, and driving recommendations
• At ease working in a fast-paced environment, prioritizing and adapting quickly to changes
• Perseverance: Ability to recover from setbacks, and staying focused despite challenging circumstances
• Professional demeanor and ability to maintain company confidentiality where required
• Strong interpersonal and relationship building skills to influence decisions both at customers and internally at SK, without formal authority