Sales - Pipeline for Future Positions

Avient Corporation; Jakarta Pusat; On-site; IDR 120,000,000 - 240,000,000; Full time

Job summary

Avient is seeking a results-driven sales professional in Jakarta to develop profitable growth. You will target potential customers, forecast annual sales and margins, and build relationships with senior management to win first and last look.

The role requires independent work and up to 75% travel to support customers with solutions. Key duties include driving revenue and gross margins, managing the sales funnel, developing account plans, coordinating with regional teams and the technical area,

Responsibilities

• Profitable revenue growth through new business development.
• Achieve stated gross margin targets as a percentage of sales.
• Utilize customer-centric selling tools and CRM to manage the sales funnel.
• Establish, track, and close new business targets at designated accounts.
• Develop and maintain relationships with key decision makers and project facilitators.
• Prospect and cold call to generate opportunities and expand the territory.
• Develop, execute, and manage sales plans, budgets, and expenses.
• Create account development plans and coordinate with customers’ organizations and Avient.
• Deliver planned results (AOP) and monitor competitive activity.
• Coordinate with regional sales teams and the technical area to accelerate growth.

Job description

Job Description

For sales is responsible for developing profitable growth. Primary focus will be development of potential target customers based on a specialization platform. 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 Avient will continue to get the first and last look. Individual 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 little to no direction and oversight, and effectively interact and influence at the managerial peer level. Up to 75% travel is required.

Essential Duties & Responsibilities

• 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, 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.

Scope

Personnel: Individual contributor.

Budget: None.

Sales Revenue: Territory specific.