Senior Account Manager

SP Associates, Inc.; Boston (MA); On-site; USD 110,000 - 160,000; Full time

Job summary

SP Associates, Inc. is seeking a Senior Account Manager to lead profitable growth across the Northeast. You will develop and execute strategic sales plans, expand existing accounts and recapture lost business within coatings and related markets.

You will build executive-level relationships, manage complex deals and collaborate with R&D, operations, and marketing to meet performance and regulatory requirements. Regular travel is expected in the Northeast region.

Qualifications

• Eight to ten years of specialty-chemical sales experience with a strong focus on additives.
• Experience generating new business within CASE markets (coatings, adhesives, sealants, elastomers).
• Substantial coatings-market experience, ideally representing at least half of recent commercial responsibilities.
• Experience selling defoamers, dispersions or related performance additives is strongly preferred.
• Strong understanding of formulation chemistry, product performance and application testing.
• Proven ability to manage complex sales cycles involving technical, operational, procurement and executive stakeholders.
• Proficiency with CRM platforms, account planning, pipeline management, forecasting and detailed sales reporting.
• Strong consultative-selling, negotiation, project-management, strategic-planning and presentation skills.

Responsibilities

• Grow territory revenue by approximately $750,000 annually through new account development and recapture of lost business.
• Build executive, commercial and technical relationships that support sustainable growth.
• Develop and execute key account strategies including opportunity mapping and pipeline development.
• Collaborate with management, R&D, production, customer service and HSE teams to deliver compliant solutions.
• Negotiate pricing and supply agreements while protecting revenue and margin objectives.
• Maintain CRM records, contacts, call reports, pre-call plans and forecasts.
• Lead customer engagement through quarterly business reviews, technical presentations and on-site visits.
• Obtain reliable demand forecasts to support planning and supply chain decisions.
• Resolve product-quality and service issues per quality procedures.
• Provide market intelligence to marketing and product management on trends and competition.
• Prepare accurate information for annual planning, budgeting, forecasting and reviews.

Skills

Account planning

Pipeline management

Forecasting

Consultative selling

Negotiation

Project management

Strategic planning

Presentation skills

Customer relationships

Education

Bachelor’s degree in chemistry/chemical engineering or related field

Tools

CRM platforms

Job description

Our client, a global specialty chemical manufacturer, is seeking an experienced Senior Account Manager to lead profitable growth across the Northeast. This individual will develop and execute strategic sales plans, expand existing accounts, recapture lost business and identify new opportunities within coatings and related industrial markets.

Primary Responsibilities

• Grow territory revenue by approximately $750,000 annually through new account development, increased share at existing customers and the recapture of lost business.
• Build executive, commercial and technical relationships that support sustainable, long-term growth and clearly communicate the company’s value proposition.
• Develop and execute key account strategies, including opportunity mapping, project management, account planning and pipeline development.
• Collaborate with business management, research and development, production, customer service and health, safety and environmental teams to deliver solutions that meet customer performance and regulatory requirements.
• Negotiate pricing, commercial terms and supply agreements while protecting revenue and margin objectives.
• Maintain accurate CRM records, customer contacts, call reports, pre-call plans, territory updates and pipeline forecasts.
• Lead customer engagement through quarterly business reviews, technical presentations and regular on-site visits.
• Obtain reliable customer demand forecasts to support financial planning, inventory management and supply-chain decisions.
• Resolve product-quality and service issues promptly and in accordance with established quality procedures.
• Provide market intelligence to marketing and product-management teams regarding emerging trends, unmet customer needs and competitive activity.
• Prepare accurate information for annual planning, budgeting, forecasting and business reviews.

Required Qualifications

• Bachelor’s degree in chemistry, chemical engineering, materials science or a related field preferred.
• Eight to ten years of recent specialty-chemical sales experience with a strong focus on additives.
• Demonstrated success generating new business within industrial markets such as coatings, adhesives, sealants and elastomers, known as CASE, and graphic arts.
• Substantial coatings-market experience, ideally representing at least half of the candidate’s recent commercial responsibilities.
• Experience selling defoamers, dispersions or closely related performance additives is strongly preferred.
• Strong understanding of formulation chemistry, product performance and application testing.
• Proven ability to manage complex sales cycles involving technical, operational, procurement and executive stakeholders.
• Proficiency with CRM platforms, account planning, pipeline management, forecasting and detailed sales reporting.
• Strong consultative-selling, negotiation, project-management, strategic-planning and presentation skills.

Territory

Eastern Pennsylvania, Maryland, Delaware, New Jersey, New York, Massachusetts, Connecticut, Rhode Island and Virginia

Business Area

Performance chemicals and specialty additives

Reporting To

Business Manager Americas Performance Chemicals

Travel

Regular weekly travel throughout the assigned territory