This full-time sales role is responsible for generating revenue by developing market potential through lead generation & qualification, and closing sales; recommending new products, applications and service for Thermoplastic and Thermoset Composites & Engineered Fabrics. The Account Manager will focus on selling composites and engineered fabrics, non-wovens and technical paper insulation products to current customers, identifying new prospects and bringing back previous customer sales. The Account Manager will work with management and support departments as needed during each stage of sales and/or application/product development is responsible for Xamax sales and business development activities to achieve revenue, margin, and market share goals for the Global Thermoset Composites and Engineered fabrics (nonwovens) businesses. Working in conjunction with the executive team, the Account Manager develops and executes sales strategies to penetrate key accounts and aggressively expand relationships by selling additional products while maintaining high customer satisfaction. This person is responsible for developing new business in channels and markets to diversify the sales mix at Xamax and grow revenue. Additionally, the Account Manager plays a key role in facilitating collaborative efforts across the sales, marketing, engineering, and sourcing teams to plan and execute customer based innovation initiatives that capitalize on opportunities identified from customer feedback and market research.
Sells Xamax composite solutions including thermoplastic and thermoset composites, engineered fabrics, non wovens, technical paper, film and plastic insulation products after identifying sales objectives, best distribution channels, prospective customer, financial metrics
Identifies market potential by qualifying accounts
Initiates sales process by scheduling appointments; making presentations; understanding account requirements.
Works with product development team to facilitate development of new applications and ensure product qualification cycle-time meets customer expectations.
Closes sales by building rapport with potential account; explaining product and service capabilities; overcoming objections; preparing contracts.
Qualifies and responds to on-line inquiries; providing quotations and any additional necessary follow up required
Expands sales in existing accounts by introducing new products and services; developing new applications.
Contributes to marketing strategy development by monitoring competitive products and reactions from accounts and providing data to Marketing team. Partners with Director of Marketing to identify growth opportunities and global market trends; monitor customer, global market, and competitor activities in order to identify growth opportunities to refine sales tactics and strategies and leverage online sales opportunities.
Recommends new products, applications and services by evaluating current product results; identifying needs
Partners with leadership team to develop and execute sales, marketing, and strategic plans based on in-depth understanding of market segmentation, technology trends, customer needs, and competitive position.
Provide input to develop appropriate commercial support, design, and infrastructure to efficiently manage customer relationships and carry out sales activities in support of revenue and margin targets.
Provide input for global marketing strategy for Composites and Engineered fabrics.
Provide input for metrics to measure progress towards growth objectives.
Advise/Update all key stakeholders on a regular basis.
For assigned markets, leads global sales pipeline, forecasting, planning, and budgeting process; foster global B2B relationships with key customers leveraging technical selling skillset.
Establishes high levels of quality, accuracy and process consistency in planning, forecasting, and budgeting.
Understands the Xamax value proposition and sell solutions leveraging a value-added approach.
Uses salesforce.com to manage customer communication, forecasting, and projects
Develops sales funnel for future growth opportunities.
Updates job knowledge by participating in educational opportunities.
Supports industry trade shows as required
Travel up to 40%
6-9 years of Industrial sales experience, experience in FPR Thermoplastic or Thermoset preferred
BA in engineering with background in business administration preferred (MBA a plus)
Ability to handle multiple tasks, strong organization and bias to attention to detail.
Self-directed and ability to adapt to changing situations
Persistent with experience in identifying target buyers and devising strategies to sell to new customers
Ability to grow business with existing customer base
Demonstrated oral and written communication skills, ability to listen and assimilate
Proficient in Microsoft Office. Knowledge of Salesforce preferred
Additional Salary Information: Competitive compensation and benefits package
Internal Number: AM-0100
About Xamax Industries
Xamax Industries Inc is a diversified global supplier of high quality products to the commercial and consumer markets. We specialize in natural and synthetic fibers, large variety of kraft and tissue papers, thermoplastic films, natural and synthetic nonwoven fabrics, and value added laminations and coatings, all tailored to our customer’s process and performance requirements. Xamax Industries operates a quality management system which complies with the requirements of ISO 9001-2008 and is currently registered under SAI Global.
Xamax creates customized material layers. Our composite, nonwovens, laminates, films, technical papers and cotton are critical material layers providing adhesion, insulation, separation, strength, attractive surfaces and chemical resistance in industrial and consumer products. Our custom patented products help create durable and aesthetic end-use products.