Key Account Manager (Packaging)

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DESCRIPTION:

Avient Corporation provides specialized and sustainable material solutions that transform customer challenges into opportunities, bringing new products to life for a better world. Examples include:

• Dyneema®, the world's strongest fiber™, enables unmatched levels of performance and protection for end-use applications, including ballistic personal protection, marine and sustainable infrastructure and outdoor sports

• Unique technologies that improve the recyclability of products and enable recycled content to be incorporated, thus advancing a more circular economy

• Light-weighting solutions that replace heavier traditional materials like metal, glass and wood, which can improve fuel efficiency in all modes of transportation and reduce carbon footprint

• Sustainable infrastructure solutions that increase energy efficiency, renewable energy, natural resource conservation and fiber optic / 5G network accessibility

Avient employs approximately 10,000 associates and is certified ACC Responsible Care®, a founding member of the Alliance to End Plastic Waste and certified Great Place to Work®. For more information, visit

WHY AVIENT:

Avient Corporation is a world-class sustainable organization built on innovation, collaboration, and employee development. We are committed to providing a supportive and dynamic work environment where our diverse associates can grow and succeed, as well positively impacting our planet and the communities we serve. Our Great Place to Work culture, values, and benefits make Avient an employer of choice for top talent.

We believe diversity of ideas and backgrounds gives us the creativity to be successful in a rapidly changing world. In support of this, we stress equality of opportunity for all qualified individuals in accordance with applicable laws. Decisions on hiring, promotion, development, compensation or advancement are based solely on a person's qualifications, abilities, experience and performance.

General Summary: The Key Account Manager works with the most strategic accounts in the Avient portfolio including current accounts as well as target new accounts. This position assumes the overall responsibility for building, maintaining and leveraging executive relationships with strategic accounts that allow Avient to increase customer loyalty, revenue and profitability. 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. This role requires a thought leader with the ability to influence cross functionally, globally. Ability to function independently and effectively coaching matrix personnel in other disciplines and business units to achieve results. 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. This role requires the individual to perform the function independently without direction; and effectively interact and influence at the managerial peer level. Up to 75% travel is required.

Essential Duties & Responsibilities

The purpose of the Key Account 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.

Delivering year-over-year growth in Operating Income and Sales. Must have a proven track record of growing a business.

Creating an environment where a highly motivated, engaged team of Sales professionals thrive.

Development of highly productive relationships with key customers, suppliers and internal contacts is essential.

Demonstrating strong business acumen to manage a P&L, working capital, profitability, etc. Must be experienced in developing a budget, operating plan and goals for sellers and technical representatives that align & ensure delivery of the annual operating plan commitments. Development of short- and long-term sales forecasts for product lines and markets and preparation the business plan, strategy, and implementation of a successful business plan annually.

Performing market share analysis and preparation of recommendations for increasing market share.

Maintaining first-hand knowledge of technology changes, material development and market place conditions; makes presentations at sales meetings.

Serving as a member of the Commercial Leadership team in meetings and working on projects across the Division.

Develop and execute global account strategies in concert with Avient strategic marketing and sales objectives.

Gain or increase sales at assigned accounts.

Establish and direct multifunctional Key Account teams (sales, operations and technical personnel) as necessary to achieve established goals and strategic business plans both regionally and globally.

Understand customer buying cycles, customer supplier relationships at all management levels and customer “fields of play” at assigned Key Accounts.

Prepare and present sales and technical information for customers.

Conduct annual performance reviews with assigned Key Accounts/Avient management.

Establish buying influences, budgets and purchasing criteria for assigned accounts.

Promptly resolve customer issues/problems.

Develop and maintain updated customer account profiles, B2B sales projects and Lab Resource Requests.

Conduct internal sessions on strategic growth and top opportunities.

Utilize Strategic Selling concepts in day-to-day sales management including conducting appropriate blue sheet sessions with appropriate internal personnel.

Act as leader and role model to others within sales organization.

Scope

Personnel: Individual contributor with ability to matrix globally.

Sales Revenue: Territory specific.

Competencies: Leader of Others - Drives Engagement Talented Leader of Others - Courage Talented Leader of Others - Values Differences Talented Leader of Others - Ensures Accountability Talented Leader of Others - Develops Talent Talented Leader of Others - Organizational Savvy Talented Education: Bachelors Degree or equiv exp Completed Experience: Sales & Customer Service - Strategic Selling Discipline 10+ Years Sales & Customer Service - Cold Calling 5 Years Cross Functional - Leadership Experience 7 Years Sales & Customer Service - Account Management 7 Years Sales & Customer Service - Tactical Sales Techniques 10+ Years Sales & Customer Service - Large Account Management Skills 5 Years Cross Functional - Managing Direct Reports 7 Years Sales & Customer Service - Product Knowledge 10+ Years Cross Functional - Process Improvement 7 Years Cross Functional - Global Experience 5 Years Sales & Customer Service - Sales 10+ Years Cross Functional - Problem Solving Techniques 7 Years Skills and Certifications: Personal Skills - Self Confidence Intermediate Personal Skills - Negotiation Skills Expert Personal Skills - Assertive Expert Personal Skills - Self Motivated Intermediate Personal Skills - Training/Mentoring Others Intermediate Personal Skills - Time/Priority Management Intermediate Personal Skills - Influence Expert Software Skills - Microsoft Outlook Intermediate Software Skills - Microsoft Word Intermediate Software Skills - Microsoft Excel Intermediate Personal Skills - Work Independently Intermediate Software Skills - SAP Business Warehouse Intermediate Personal Skills - Work on a Team Intermediate Personal Skills - Organizational Skllls Expert Software Skills - Microsoft PowerPoint Intermediate

Competencies

Each position at Avient focuses on eight Core Competencies as a Leader of Self. Additionally, management positions focus on Leadership Competencies as a Leader of Others and/or a Leader of the Business. These competencies are designed to drive behavior that will ultimately help our associates excel at their current roles, while supporting individual and career development.

Physical Demands

The characteristics listed below are representative of the physical and environmental demands required by an individual to successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• Requires standing and sitting for prolonged periods of time, talking and listening

• Typical work is in an office environment where the noise level is low to moderate

• Significant Travel to customers up to 75%

Environmental, Health, Safety, & Security (EHS&S) Requirements

• Avient integrates EHS&S into all aspects of our operations. Each position at Avient is responsible for complying with all applicable EHS&S requirements. Additionally, employees and management are responsible for reporting all EHS&S incidents immediately to ensure we keep EHS&S a priority within the organization.

• Security includes physical security and cyber security.

Avient Corporation is a drug free workplace. Avient is an equal opportunity employer. We maintain a policy of non-discrimination in providing equal employment to all qualified employees and candidates regardless of race, sex, sexual orientation, gender identity, age, color, religion, national origin, disability, genetic information, protected veteran's status, or other legally protected classification in accordance with applicable federal, state and local law. #LI-CB1, #LI-REMOTE