Account Manager

JOB SUMMARY

The Account Manager maintains and expands relationships with key customers. The Account Manager is responsible for achieving sales quota and assigned account objectives and winning new business within those accounts and new prospective accounts.

The Account Manager represents the entire range of Gerresheimer PPG products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.

ESSENTIAL FUNCTIONS (including other duties as may be assigned)

• Establishes productive, professional relationships with key customer personnel.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
• For defined strategic accounts, will proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for both short and long term period.
• Intimately understands both key customer’s environment and strategic priorities to build and present value propositions which drive profitable growth.
• Must be able to negotiate favorable multi-year supply agreements including pricing adjustments, payment terms, legal limits, liabilities and warranties.
• Coordinates internal account team activity (customer service, quality, engineering, etc.)
• Develops timely and accurate forecasts (volume and revenue) for assigned accounts and revise throughout the year.
• Executes to exceed annual sales objectives by identifying business opportunities through focused account management, target account prospecting and profiling.
• Achieves designated sales quota in assigned accounts.
• Leads strategy alignment and governance frequency and organization.
• Continually prospects within account base and territory to identify sales opportunities to generate long term pipeline.
• Must have regularly scheduled face to face interaction with customers and report monthly activity metrics to reflect pipeline; forecast and current status of accounts.
• Oversees the implementation, key relationships, business planning and ultimately drive total client satisfaction.
• Must be able to establish executive credibility and relationships, while establishing widespread support throughout a customer organization, particularly in building executive level relationships.
• Provides the sales management team with accurate and timely reporting of activities including monthly, quarterly and annual sales forecasts, the status of the sales pipeline and results of prospecting activities.
• Maintains a thorough on-going knowledge of Gerresheimer Glass products and technology, as well as industry trends.
• Makes decisions that align with Gerresheimer’s Vision and Core Values. Takes appropriate risks.

Exercises sound judgment with respect to relative importance, priorities, time allocations, and resource requirements.

ADDITIONAL RESPONSIBILITIES

• Achieves assigned sales quota across account portfolio.
• Meets assigned expectations for profitability.
• Maintains appropriate level of pipeline opportunities to exceed new business (WON) targets
• Achieves strategic customer objectives defined by company management.
• Completes strategic customer account plans that meet company standards.
• Maintains high customer satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.

EDUCATION AND EXPERIENCE

• Bachelor’s Degree required or equivalent. MBA preferred.
• Minimum 5 years of B2B sales / account management experience.
• Must have demonstrated track record of account management success. Proven ability to establish high dollar value transactions, and bring them through an entire relationship management process from business development, value-proposition, to close and to account maintenance.
• Excellent planning, time management, communication, decision-making, presentation and organizational skills.
• Demonstrated high skill levels of written and verbal communication. Excellence in business writing, presentation and interpersonal skills.
• Must have strong ability to influence and proven negotiation skills.
• Engineering and/or Operations experience a plus.
• Lean, six-sigma experience a plus.
• Experience working in the Healthcare industry a plus.

PHYSICAL DEM ANDS

• Travel approximately 50%-70%.
• Successful completion of a background screening process including, but not limited to, online assessment survey, employment verifications, criminal search and Social Security verification