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Account Manager, Distribution Sales

Date: Apr 6, 2021

Location: Home Office/Remote, -, US

Company: Aptar Group

JOB POSTING

Account Manager, Distribution Sales

Reports to:  Director of Sales, Distribution North America

Location: Preferably near major airport in Southeast or Chicago, IL (Remote position)

 

 

Make your mark on Aptar's Sales Growth!

Position Summary

Responsible for managing and growing business for Aptar Distribution, meeting unit, revenue, and sustainable profitability growth targets.  Drive growth within the client’s business by identifying new opportunities within customer account and establishing business with new prospects within targeted application fields.  Work closely with Marketing and Business Development to grow sales of new technologies and new applications to support the PCHC, Beauty and F+B strategic growth goals.

                

Job Elements

  • Account management of a specific customer, including the following:
  • Meet or exceed budget for defined sales (unit, measure, sustainable profit)
  • Establish and maintain call objectives
  • Utilization of overall sales methodology processes and tools
  • Develop an understanding of the unique environment within customer (needs, problems, people, opportunities, etc), and develop a plan to improve penetration and value creation (using related Aptar tools)
  • Leadership – lead the organization in creating and sustaining our competitive advantage with your customers.  Proactively involve the necessary internal resources to effectively manage your business, and set the standard for service excellence.
  • Develop meaningful relationships with key personnel.
  • Conduct quarterly business reviews with customers where sales exceed $1 million annually.
  • Make our responsiveness a competitive advantage.
  • Sell Aptar products to maximize profitability and increase market and customer share.
  • Continually learn new product and technical knowledge
  • Continually acquire more selling skills (formal training, reading, etc)
  • Stay knowledgeable of competition
  • Add value to our products through creativity, service, and strong relationships
  • Sell/upgrade our current customers into new products that increase profitability and reduce competitive threat
  • Establish special customer prices as necessary and prepare/present quotations within our pricing structure to maximize profitability.
  • Penetrate targeted list of prospective customers in targeted application fields
  • Collaborate with Marketing and Business Development to understand application field analysis
  • Develop understanding of customer and their needs.  Establish initial meetings, plus plan appropriate follow up meetings and activity.

                                                                                                                                 

Required Qualifications

 

Education     

  • College or University Degree, concentration in Business or Engineering preferred
  • Preferred:  MBA or comparable degree

 Experience                                   

  • Minimum 3 to 5 years account management experience

                                                                                       

Skills/Abilities

  • Demonstrated ability to achieve sustained results and drive new business opportunities
  • Strategic thinker, able to develop creative solutions to address customer/market needs and challenges
  • Knowledge of Beauty + Home and Food + Beverage markets preferred, with a preference for specific experience in this field to include relevant filling process requirements, and how our products/technology will react in our customer operational environment
  • Basic technical proficiency, and capability to understand relevant technology and recognize how these can be applied to generate more effective and efficient customer engagement
  • Results oriented driver of commercial initiatives that support growth strategies
  • Relationship development capability
  • Strategic thinker, able to develop creative solutions to address customer/market needs and challenges.
  • Excellent communication skills, both verbal and written
  • Naturally curious
  • Effective time management skills and ability to operate effectively in remote setting (home office based) – self motivated
  • Implement customer value management philosophy

             

Travel Requirements                                   

  • Frequent