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 SummaryThe 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 StrengthsA sound understanding of the sales processAn established knowledge of the target market, customer base and supplier communityDemonstrated competence as a bench chemist or in being able to work with bench chemistsExcellent analytical, communication and negotiating skills requiredExcellent verbal, written communication and interpersonal skills.Excellent computer skillsStrong analytical skills to deal with problem solvingThorough understanding of the consultative selling processPosition RequirementsUndergraduate degree required - Graduate degree preferred. Chemistry or science degrees preferred (or experience equivalent) but not required.Minimum 5 years of industry experience preferredActively participate in all appropriate industry associations deemed necessary by the VP of SalesOccasional overnight trips outside the designated sales territory for seminars, training, and conventionsOvernight 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 conductThorough understanding of the typical selling process.Reports ToVice President of Sales or as otherwise directed by the Vice President of SalesAreas of ResponsibilityTerritory ManagementOrganize the territory's current customers and prospects by creating sub-territories and allowing for efficient call planning and call efficiencyDevelop 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 purchasingProspect for new accounts in the industries that we serve and pursue business at those accounts through the R&D departments, manufacturing, and purchasingProperly and effectively manage leads as developed by the Company's marketing and market development strategyContinuously visit, as appropriate, customers and prospects through proper call planning and territory managementObtain 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 saleGrow sales in the assigned territory along with increasing the profitability of the territoryFrequent contact with customers and potential customers on all technical and sales issues regarding the productsEffectively sell, manage and monitor price increasesAdvise in the configuration and development of new and modified products by helping the customer determine and record requirementsInterface with customers to recommend and satisfy their requestsAccurately communicate customer needs and requirements throughout our organization so as to ensure excellent customer service is delivered to the customerAssist, 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 DirectorParticipate in the Company non-conformance process as it relates to customer complaints and/or supplier non-conformanceStrategic Thinking/PlanningCarefully 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 conclusionEngage in a minimum of monthly meetings to review/discuss strategies surrounding the customer R&D developed opportunities with the appropriate Company Market Development ManagerDevelop 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 opportunitiesEffectively 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 closeReport Requirements & ExpectationsResponsible for supporting the Company's sales budget by meeting or exceeding Company revenue and profit targetsResponsible for follow-up on sample and literature requests as well as all written communication to customersMeet minimum weekly goals for client/prospect presentations as determined from time to time by the VP SalesAccurate 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 timesUnderstand and adhere to/follow the DeWolf Business Management System related department procedures and policies