Strategic Biz Dev Lead - Composites

Avient Corporation; Detroit (MI); On-site; USD 110,000 - 150,000; Full time

Job summary

Avient Corporation is seeking a Business Development Manager in the Detroit area to drive target build and closure through market development and account management. You’ll focus on margin growth, strategic relationships, and robust sales funnel development across functional teams to meet annual objectives.

You will lead cross-functional collaboration, negotiate contracts, and travel up to 50% to engage strategic accounts and advance solutions selling across the portfolio.

Qualifications

• Bachelor's degree in Business, Marketing, Engineering, Materials Science, or a related field.
• Minimum 5-7 years of progressive business development, sales, or account management experience within composites, plastics, advanced materials, or related manufacturing industry.
• Proven track record of driving revenue growth, expanding market share, and achieving sales objectives.
• Experience developing and managing strategic customer relationships at multiple levels within an organization.
• Demonstrated success leading cross-functional teams and managing complex customer projects from opportunity identification through commercialization.
• Strong consultative selling, negotiation, forecasting, and business planning skills.
• Ability to travel up to 50%.

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.
• Develop account relationships, identify opportunities and capture the specification for Avient's products at strategic accounts within assigned geography or industry.
• 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.
• Negotiate pricing and contracts to deliver value and growth.
• 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.
• Establish individual performance standards, goals and objectives - measure and provide feedback.
• Develop written Account Plans for strategic accounts including metrics to define annualized sales potential at each account.
• Develop, execute and manage sales plans and budgets. Manage expenses and report in a timely fashion.
• Manage strategic relationships, cultivate new alliances, and monitor competitive activity.

Skills

Customer-centric selling

Relationship-building

Forecasting

Negotiation

Strategic account management

Cross-functional leadership

Business planning

Education

Bachelor's degree in Business/Marketing/Engineering/Materials Science

Tools

CRM software

Job description

Avient Corporation is seeking a Business Development Manager in the Detroit area to drive target build and closure through market development and account management. You’ll focus on margin growth, strategic relationships, and robust sales funnel development across functional teams to meet annual objectives.

You will lead cross-functional collaboration, negotiate contracts, and travel up to 50% to engage strategic accounts and advance solutions selling across the portfolio.