Urgent Search Sr. Manager, Business Development

The Business Development Manager is responsible for target build and closure through market development Accountability will center on margin and relationship building but will include prospecting forecasting achievement of sales objectives and directing activities across functional groups in support of account goals Expectations include the ability to sell at all levels of management and build relationships that ensure Avient will continue to get the first and last look Being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success Individual must have the ability to assist customers in problem solving to deliver solutions bring energy enthusiasm and professionalism to their daily routines and able to perform the function independently and effectively coach and direct personnel in marketing and other disciplines to achieve results This individual will be able to influence effectively at the peer level as well as with the next level of the organization as a thought leader influencing cross functionally Up to 75 travel is required 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 Develop account relationships identify opportunities and capture the specification for Avient s products at strategic accounts within assigned geography or industry 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 Negotiate pricing and contracts to deliver value and growth Establish account development plans and network resources up down and across both the customer s organization and Avient Deliver the planned results AOP Develop account relationships identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry Understand key players applications requirements trends and needs as well as Avient s potential and share within the targeted industry Become an industry and product expert to leverage successes across the 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 Avient s capabilities Monitor the competition to better understand issues and threats and develop plans to eliminate barriers Implement Avient s pricing and market strategies as well as business practices Negotiate customer contracts and value packages to insure an acceptable return on Avient resources invested Participate in strategy development help position the business and develop the offer Assist in defining the target markets and commercial strategy Establish individual performance standards goals and objectives - measure and provide feedback Develop written Account Plans for strategic accounts including metrics to define annualized sales potential at each account Develop execute and manage sales plans and budgets Manage expenses and report in a timely fashion Manage strategic relationships cultivate new alliances and monitor competitive activity Scope Personnel Individual contributor Budget None Sales Revenue Territory specific Education Experience and Skills Bachelor of Engineering - Polymer and Chemicals B Tech CIPET or relevant education Minimum 15 years professional experience in Sales knowledge Tactical sales technique Strategic selling discipline Cold callingCommercial Essential Personal skills Communication skills Customer-centric Critical thinking Work Independently Achieving results with urgency Approach toward continuous improvement Courageous decision-making Work on a team Negotiation skills Software Skills Microsoft Word Excel PowerPoint Outlook SAP Business Warehouse Previous working experience in Plastic Polymer industry is Mandatory