Key Account Manager

Job Summary

The Avient Healthcare Key Account Manager is responsible for profitable growth through the commercial management and sales of Avient Specialty Engineered Material rigid, medical Urethanes and Thermoplastic Elastomer (TPE) solutions to top manufacturers in the Healthcare market. What will differentiate a candidate for this role is a drive to win and a passion for success. Our Healthcare team is an elite group of sales professionals that work together to drive business results. Do you have the drive to win with the winners?

In this role the right individual will be responsible for protecting and servicing new & existing business located in the US, Singapore, and Australia. In addition to servicing existing accounts, the Healthcare Key Account Manager will prospect for new business within existing and new accounts. What good looks like for this role:

• Strong understanding of healthcare brand owners and OEM’s within the Bio-Pharma tubing and Respitory markets.

• Service and grow existing accounts using Avient’s Customer Centric Sales (CCS) process & methods

• Engage and service the assigned healthcare accounts and drive specification at the OEM level capturing new opportunities

• Protect our existing business and ensure that nothing less than commercial excellence is delivered to our customers

• Willing to travel internationally and support evening and early morning meetings with customers in Asia, Australia, and the Pacific Rim.

Primary focus will be to service existing customers, grow share, and capture additional revenue for the account base. This 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 Avient will continue to get the first and last look. Individual must have the ability to assist customers and Avient account team members 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 minimal oversight, and effectively interact and influence at the managerial peer level. Up to 60% travel is required.

Essential Duties & Responsibilities

• Profitable revenue growth, including robust new business development within key account base.

• 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 s, business reviews, high/wide/deep, 5 warning signs, prospecting & new account calls, and 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.

• Develop contact matrix and establish strong relationships with key decision makers and project facilitators

• Establish account development plans and network resources up, down and across both the customer’s organization and Avient.

• Develop, execute and manage sales plans, sales budgets, and expense budgets.

• As an individual and sales team member, contributes to the company's planning of both long- and short-term business objectives. This will include periodic and annual sales forecasts, as well as the setting of sales volume goals.

• Deliver the planned results (AOP).

• Exercises discretion and judgment with respect to specific selling activities. These include, but are not limited to, solutions including appropriate product grades to be offered for specific applications and markets; appropriate use of standard product grades versus a custom compounded product and; competitive pricing of products.

• Work collaboratively with other Avient business segments to project a unified “One Avient” presence when necessary at target accounts

• Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned industry

• 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.

• Create and maintain CRM data and sales statistics as required.

• Manage strategic relationships, cultivate new alliances, and monitor competitive activity

• Works to establish selling strategy/tactics; obtains orders; plans and organizes daily work; calls on existing contacts and prospective contacts; analyzes customer requirements and objectives to recommend Avient product solutions.

• Understand key players, applications, requirements, trends, and needs as well as Avient's potential and share within the consumer industry. Become an industry and product expert to leverage successes across the industry.

• Keeps Sales Manager informed of progress through regular activity reports/communications.

• Executes the growth strategy set by the Sales Manager and Market Manager at account base to deliver growth in focus market segment

• Works with Technical and Customer Service team(s) to ensure customer requirements and satisfaction are met.

• Other duties as assigned.

Education and Experience

• Bachelor’s Degree required in Plastics or Polymer Engineering, Business, Chemistry, or related discipline.

• 5+ years sales experience in account management/sales, in manufacturing environment.

• Prior Healthcare experience is a must for this position.

Additional Qualifications

• Complex thinking skills in translating customer needs into solutions.

• Technical aptitude.

• Professional presence, including excellent verbal and written communication and presentation skills.

• Broad knowledge of solutions, materials and processing.

• Self-motivated.

• Team player.

• Strong organizational skills required.

• Minimal training and oversight required.

• Works autonomously on a day-to-day basis.

• Strong computer skills, proficiency with MS Word, Excel and PowerPoint.

Physical Demands

• Work is in a home office environment.

• Valid US driver’s license.

• Position will require up to 60% domestic travel

• Valid US Passport