Territory Sales Account Manager

English and French Job Posting:
GEON is a rapidly growing thermoplastic polymer compounding company is seeking eastern Canada based territory sales professionals to sell material solutions to other businesses. Great pay and benefits provided with career growth.

The Territory Sales Account Manager is responsible for developing profitable growth. Primary focus will be development of potential target customers based on a specialization platform. Includes forecasting annual objectives for sales, margins and volume growth. Expectations include the ability to sell at all levels of management and build relationships that ensure GEON will continue to get the first and last look. Individual must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines. This role requires the individual to perform the function independently with little to no direction and oversight, and effectively interact and influence at the managerial peer level. Up to 75% travel is required.

L'entreprise de compoundage de polymères thermoplastiques en pleine croissance recherche des professionnels de la vente basés dans l'est du Canada pour vendre des solutions matérielles à d'autres entreprises. Le salaire et les avantages sociaux sont excellents et l'évolution de carrière est assurée.

**Essential Duties & Responsibilities**

The purpose of the Sales Function is to deliver:

- Profitable revenue growth, including robust new business development.
- Achieve stated gross margin targets as a percentage of sales.
- Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
- Establish, track, and close new business targets consistent with short
- and long-term objectives at designated accounts within the territory.
- Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
- Prospecting and cold calling.
- Develop, execute and manage sales plans, sales budgets, and expense budgets.
- Establish account development plans and network resources up, down and across both the customer’s organization and GEON.
- Deliver the planned results (AOP).
- Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.
- Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
- Establish a linkage between the customer’s business strategy and GEON’s capabilities.
- Monitor the competition to better understand issues and threats and develop plans to eliminate barriers. Implement GEON’s, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on GEON resources invested.
- Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
- Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.
- Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
- Create and maintain CRM data and sales statistics as required.

Tâches et responsabilités essentielles

La fonction commerciale a pour but d'assurer:

- une croissance rentable du chiffre d'affaires, y compris un développement vigoureux de nouvelles activités.
- Atteindre les objectifs fixés en matière de marge brute en pourcentage du chiffre d'affaires.
- Aborder le processus de vente avec un haut degré de professionnalisme et d'efficacité en utilisant avec succès des compétences et des outils de vente centrés sur le client, tels que l'utilisation de tableaux de bord, d'analyses commerciales, d'outils EVE, d'un niveau élevé/étendu/profond, de 5 signes d'alerte, de prospection et d'appels de nouveaux comptes, de développement d'un entonnoir de vente solide, de recouvrement des AR, d'évitement des mauvaises créances, de vente croisée et de gestion efficace du système CRM.
- Établir, suivre et conclure de nouvelles affaires conformément aux objectifs à court et à long terme pour les comptes désignés sur le territoire.
- Développer une matrice de contacts et établir des relations solides avec les décideurs clés et les facilitateurs de projets.
- Prospection et appels à froid.
- Élaborer, exécuter et gérer des plans de vente, des budgets de vente et des budgets de dépenses.
- Établir des plans de développement des comptes et mettre en réseau