Account Manager

Azelis Americas is North America's leading specialty chemical distributor serving multiple markets including; CASE, Construction, Care, Lubricants, Agriculture and Pharma.

Azelis Care, made up of four operating entities, is the leading North America distributor of specialty ingredients to manufacturers in the Personal Care, Cosmetics, and Household, Industrial and Institutional Cleaning markets.

The four entities are Azelis H&IC, DeWolf, Glenn & Ross Organic.

Position Summary

The DeWolf Account Manager has the responsibility for a predetermined geographic area & customer base. In this capacity the Account Manager's primary responsibility is to annually grow sales consistent with the organization's annual sales budget.

The Account Manager will be responsible for acquiring a clear understanding of the Company's business strategy and executing that strategy.

It is expected that the Account Manager will develop deep relationships with those decision makers and influencers within the accounts the Account Manager is charged with managing.

Those relationships will be developed via face-to-face visits with the customer / prospect and relating their business and product needs to the solutions the Account Manager has at his / her disposal via the then current product or service offering.

Key Strengths

• A sound understanding of the sales process
• An established knowledge of the target market, customer base and supplier community
• Demonstrated competence as a bench chemist or in being able to work with bench chemists
• Excellent analytical, communication and negotiating skills required
• Excellent verbal, written communication and interpersonal skills.
• Excellent computer skills
• Strong analytical skills to deal with problem solving
• Thorough understanding of the consultative selling process

Position Requirements

• Undergraduate degree required - Graduate degree preferred. Chemistry or science degrees preferred (or experience equivalent) but not required.
• Minimum 5 years of industry experience preferred
• Actively participate in all appropriate industry associations deemed necessary by the VP of Sales
• Occasional overnight trips outside the designated sales territory for seminars, training, and conventions
• Overnight travel as necessary or required - expected 35%
• Represent Company in industry and professional activities, such as trade shows, seminars etc.
• Represent Company with the utmost integrity and in a highly professional and polished manner to include proper dress and conduct
• Thorough understanding of the typical selling process.

Reports To

Vice President of Sales or as otherwise directed by the Vice President of Sales

Areas of Responsibility

Territory Management

• Organize the territory's current customers and prospects by creating sub-territories and allowing for efficient call planning and call efficiency
• Develop sales through aggressively seeking appointments and visits with both current customers and prospects and managing the balance between them so as to ensure that the Account Manager's activities are aligned with the Company's growth strategies.
• Make scheduled sales calls at existing accounts to maintain current business and pursue new business at these accounts through R&D departments, manufacturing, and purchasing
• Prospect for new accounts in the industries that we serve and pursue business at those accounts through the R&D departments, manufacturing, and purchasing
• Properly and effectively manage leads as developed by the Company's marketing and market development strategy
• Continuously visit, as appropriate, customers and prospects through proper call planning and territory management
• Obtain knowledge of the product lines that the Company represents and the industries that we serve with the ability to make presentations to R&D and manufacturing personnel and work with purchasing to close the sale
• Grow sales in the assigned territory along with increasing the profitability of the territory
• Frequent contact with customers and potential customers on all technical and sales issues regarding the products
• Effectively sell, manage and monitor price increases
• Advise in the configuration and development of new and modified products by helping the customer determine and record requirements
• Interface with customers to recommend and satisfy their requests
• Accurately communicate customer needs and requirements throughout our organization so as to ensure excellent customer service is delivered to the customer
• Assist, where needed, in resolution of customer service and / or account receivable issues as deemed necessary by the Regional Sales Manager, VP Sales, SVP Sales, General Manager or Managing Director
• Participate in the Company non-conformance process as it relates to customer complaints and / or supplier non-conformance

Strategic Thinking / Planning

Carefully and accurately develop opportunities via customer visits and manage those opportunities through the Company's CRM system.

Further, the Account Manager will update the progress of these opportunities via this system on a monthly basis until the opportunity reaches conclusion

• Engage in a minimum of monthly meetings to review / discuss strategies surrounding the customer R&D developed opportunities with the appropriate Company Market Development Manager
• Develop a thorough understanding of the Company's proper pipeline management so as to ensure continuous new and reoccurring sales revenue flow and execute proper time management between new customer R&D projects and market share growth opportunities
• Effectively maintain and develop your Opportunity Pipeline development through the Company's CRM system by creating new opportunities, keeping existing Opportunities up to date / complete and shepherding projects through the development lifecycle to close

Report Requirements & Expectations

• Responsible for supporting the Company's sales budget by meeting or exceeding Company revenue and profit targets
• Responsible for follow-up on sample and literature requests as well as all written communication to customers
• Meet minimum weekly goals for client / prospect presentations as determined from time to time by the VP Sales
• Accurate and timely reporting of visits and customer activity to appropriate Company personnel via the Company CRM systems.
• Complete all other projects, reports, information gathering, etc. that VP Sales or management may require or ask for in a timely fashion.

Other Responsibilities include (but not limited to)

• Maintain a clean and safe working environment at all times
• Understand and adhere to / follow the DeWolf Business Management System related department procedures and policies
13 days ago