Enhances FLEXcon’s position within assigned accounts and territory by interacting and developing strong positive relationships at all levels (Procurement, Engineering, Sales, Manufacturing, Ownership/Leadership, etc) of the account. Prospect within geographic territory to develop new accounts and/or prospects to increase territory revenue and margin. This position requires the overall responsibility for building, maintaining, and leveraging relationships within their territories’ strategic accounts that allow FLEXcon to increase customer loyalty, revenue, and profitability. Expectations include the ability to sell at all levels of within the customer and build relationships that ensure FLEXcon will continue to get the first and last look.
ESSENTIAL FUNCTIONS:
- Responsible for maintaining and enhancing business relationship through your role as an effective liaison between customer and FLEXcon internal.
- Drive revenue growth to achieve and exceed growth targets.
- Develop territory prioritization and strategic plan to achieve revenue goals and expand FLEXcon’s portfolio within assigned geographical territory and accounts.
- Conduct consistent business reviews, along with individual strategic plans supporting customer priorities to support short-term and long-term portfolio growth.
- Target new and developing accounts for revenue expansion.
- Project management skills are a must, given the various cross-business/company tools available to assist in closing/maintaining the business.
- Responsible for promoting and educating customers, prospects, and co-suppliers on the FLEXcon “Brand” so we are best positioned to capture existing and new opportunities within our core business markets.
- Collaboration in a matrixed sales organization, leveraging cross business unit communication of shared customer strategies.
- Profitable revenue growth, including robust new business development.
- Provide leadership on growth opportunities between customers and FLEXcon.
- Properly and thoroughly analyze customer needs to develop custom solutions.
- Actively Manage customer and opportunities within the pipeline though our CRM platform (Sales Force)
- Work with your peers in other regions to share best practices, learnings, solve problems and devise new initiatives and improvements.
- Proven success at growing accounts through proactive, structured account management.
- Understanding of the new business process and pipeline management
- Prospects new business opportunities based on territory knowledge, industry information, personal research (internet) and trade show, marketing and industry related leads.
- Excellent analytical skills, process-oriented mindset, and strong attention to detail, to ensure resources are being put to optimum use.
- Strong team player mindset, but able to work under own initiative and manage work time effectively.
- Strong PC and general technology skills (particularly full MS Office suite)
- Educates customers on FLEXcon’s varied product lines and unique strengths through presentations, application sheets, industry articles and product samples.
- Participates in regional and/or national sales meetings.
- Actively pursues industry education through local trade shows, reading industry trade magazines, participating in regularly scheduled FLEXcon conference calls for market and product education.
- Fully investigates and ensures a successful resolution to customer complaints including the use of problem analysis to get to root cause for any significant (size, customer, or product).
- Works closely and maintains open communications specifically with technical service, customer service, product management and strategic business unit managers by providing documented customer and market feedback in a timely fashion.
- Prepares meeting agenda for strategic account sales calls. Provides Regional Sales Manager with monthly territory summary reports including but not limited to key account activities, project updates, open complaints, and competitive activity. Provides quarterly territory updates with documented changes to forecast to be used by Sales Manager’s in their Executive Team update.
- Responsible to initiate and manage any agreed customer special stock inventory to ensure proper inventory turn. Responsible to review with customers monthly.
- Completes annual sales forecasts with commentary explaining forecast and what needs to occur (Management travel, Product Development etc.) to make the forecast a reality.
- Maintains current competitor profiles on key competition in sales territory. Acquires and documents market intelligence as related to all competitive activities regarding products, pricing, personnel, plant closing/expansions. Recommend product and price strategy where appropriate.
- Perform other related duties as required.
REQUIREMENTS:
EDUCATION: Bachelors’ degree preferred or relevant experience. 1-3 years industry field experience preferred.
EXPERIENCE: 3-5 years of Pressure Sensitive Films and Adhesives sales to Convertors, a plus. Salesforce experience preferred.
PERSONAL CONTACTS (Internal/External): Externally with customers. Internally with Sales, Business Teams, Business and Market Development, Product Development, accounting, and finance, etc.
PHYSICAL WORK ENVIRONMENT: Home office, customer locations: Missouri and Minnesota
TRAVEL %: 50% (overnight travel 3 to 4 nights a month)
JOB SPECIFIC KNOWLEDGE & COMPETENCIES:
- Complex thinking skills in translating customer needs into solutions.
- Customer Focus
- Technical aptitude.
- Professional presence, including excellent verbal and written communication and presentation skills.
- Self-Starting Ability.
- Active Listening.
- Team player, collaborative.
- Strong organizational skills required.
- Minimal training and oversight required.
- Works autonomously on a day-to-day basis.
- Strong computer skills, proficiency with Microsoft Office Suite
- Time Management and accountability.
- Ability to build a strong rapport with customers and partners.
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