Strategic Account Manager - CG & P Job at Arkema Inc in Wauwatosa, Wisconsin

Job Description:

About Bostik, an Arkema company
Bostik is a leading global adhesive specialist in construction, consumer and industrial markets. For more than a century, it has been developing innovative adhesive solutions that are smarter and more adaptive to the forces that shape daily lives. From cradle to grave, from home to office, Bostik's smart adhesives can be found everywhere. With annual sales of 2 billion, the company employees 6,000 people and has a presence in more than 50 countries.
Job Description
Division : Bostik
Region: Americas

JOB TITLE:
Strategic Account Manager - Consumer Goods & Paper
This role reports to the National Sales Manager in Consumer Goods & Paper.

JOB DIMENSIONS
* Acquire new CPG customers by identifying their needs and opportunities for differentiation and then building and executing a strategic sales plan.
* Manage existing large and complex accounts in order to drive long term profitable growth by maintaining or growing share of wallet.
* As part of the commercial organization, drive revenue and margin growth for new and existing customers.
* Prospecting: Identify industry leaders and emerging players that will win in their industry to target and grow.
* As needed, conduct plant audits to present and affirm our value to our customers.

ACTIVITIES
Prominent Responsibilities -
* Expand depth/breadth in strategic regional accounts
* Adept at presenting to large groups that delivers a concise and clear message to the audience.
* Recognize potential direct customers and close business.
* Grow sales in accounts by mapping customer applications, identifying decision makers, developing relationships, and initiating projects.
* Identify the key value drivers of our offering to the customer and work with PLM to capture maximum price.
* Orchestrate across functions / geographies for global accounts critical to division
* Build an annual plan that aligns the market segment strategy with territory objectives.
* Effectively plan customer interactions through agendas, establishing clear objectives, and goal setting.
* Ability to conduct technical audits at manufacturing facilities
* Follow a regimented sales process. Adept at gaining commitments at each stage of the buying process by identifying win scenarios.
* Practice safe work habits in accordance with OSHA, EPA guidelines and Bostik specific EHS expectations.

Prominent Capabilities -
* High level & cross-functional engagements within organization utilizing Strategic Selling and Large Account Management Process.
* Complex solution development & positioning.
* Identify and anticipate potential objections to our offer and overcome them.
* Track and report account activity, build and manage a sales funnel of developing new business
* Use sales tools such as SF.com. Brainshark and Highspot - Communication agility
* Present the value of the entire product portfolio offering to prospects
* Understanding the value of a Strong Team Selling approach.
* Technical Astute within the Packaging sector.

CONTEXT AND ENVIRONMENT
Grow our business by creating value in an evolving and competitive marketplace by being an indispensable resource to our customers.

ACCOUNTABILITIES
* Accountable to deliver budget for revenue, MVC, and MVC% for assigned territory.
* Build and execute an annual territory plan that ensures alignment with business strategy.
* Responsible for YOY growth in sales from new accounts by X% as determined by market segment.

QUALIFICATIONS / EXPERIENCE REQUIRED
* Bachelor's Degree in Business, Marketing, or Science related field or equivalent experience.
* 10+ years of commercial roles including sales experience calling on large, complex CPG accounts in the Packaging market.
* Excellent oral and written communication skills with a strong understanding of various communication methods and proper situational use.
* Excellent personal and interpersonal working skills.
* Excellent networker.
* Demonstrates proactive thinking and strong problem solving skills.
* Must be proficient in Microsoft Excel, Lotus Notes, Word, PowerPoint, web-site navigation and CRM software.
* Ability to travel up to 50% of the time (tradeshows and potential customer visits).

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Arkema Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arkema Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of